Director, Enterprise Sales
Lead, hire, coach and manage a team of Enterprise Sales Executives to achieve bookings quotas. Requires 5+ years of enterprise sales experience, strong track record managing complex deals with Fortune 1000 and C-level IT executives, and regular client travel.
About the job
What You’ll Do
- Manage, hire, train and ramp a team of Enterprise Sales Executives responsible for new and expansion bookings
- Achieve annual Enterprise bookings quota with monthly and quarterly targets
- Develop and manage Enterprise Sales Executives on productivity metrics such as deal size, win rate, and forecast accuracy as well as how to lead a customer through a proactive sales cycle
- Coach Sales Executives through building executive relationships with Named Enterprise accounts in their territories and through complex Enterprise deals and negotiations
- Shape the direction of the go-to market strategy and execution for your region
- Work collaboratively with Marketing, Product and Success to build targeted messaging and collateral, and mapping a customer journey for the specific business needs of your region
- Conduct weekly forecast meetings
- Support direct reports by participating and leading in client and prospect meetings. Engaging other corporate resources as required
Who You Are
- Experienced in managing a high performing Enterprise Sales team for a B2B technology company
- A strong relationship builder with 5+ years of overall Enterprise sales experience working with Fortune 1000 companies
- Confident in managing complex sales processes with multiple stakeholders and negotiations with pricing based on business value, legal and procurement
- Knowledgeable in selling to C-level executives in the IT space
- Experienced in setting quotas and managing people against those quotas
- Passionate about coaching others with a successful track record as an individual contributor and can share relevant and complex closing experience with a growing team
- Role requires regular travel to client sites, within your area and other regions, using various modes of transportation (car, train, air), depending on business needs
Benefits and Growth
- High income earning opportunities based on self performance
- New hire stock equity (RSU) and employee stock purchase plan (ESPP)
- Continuous professional development, product training, and career pathing
- Sales training in MEDDIC and Command of the Message
- Intra-departmental mentor and buddy program for in-house networking
- An inclusive company culture, opportunity to join our Community Guilds
- Generous and competitive medical benefits package
- Retirement savings match
- Pet adoption and insurance program
Skills
Enterprise Sales, Sales Management, Quota Setting, Sales Forecasting, C-Level Selling, Complex Negotiations, MEDDIC, Command Of The Message
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