Director, Enterprise Sales

About us

Toluna, the leading consumer insights provider and parent company of Harris Interactive and KuRunData, recently acquired GutCheck, the leading agile market research agency based in North America.

Named one of the industry’s most innovative suppliers in GreenBook’s annual GRIT report, GutCheck has helped leading global brands gain competitive advantages in dynamic marketplaces through its combination of forward-thinking, human-centric research solutions and methodologies. GutCheck’s team of research experts combines the power of quantitative, qualitative, and behavioral data to present relevant insights within the context of clients’ unique business positions—enabling them to make smarter decisions with speed and confidence.

Toluna is already the leading provider of flexible research solutions ranging from DIY to Hybrid to Custom Research across both quantitative and qualitative insights, and the acquisition of GutCheck will further bolster Toluna’s agile insights presence in North America. Meanwhile, GutCheck clients will continue to experience the innovative research services they have always received, now with the added benefit of Toluna’s advanced technology stack, global panel, and global services group—enabling them to conduct the same, high-quality research, but faster than ever before and on a much greater scale.

We are integrating Toluna and GutCheck in North America to be the top-performing sales organization in the industry.

The Role

We need a consultative sales expert who is driven, tenacious, and has the sense of urgency to help lead our next chapter of growth. You will fulfill a critical role in driving revenue in both new and established accounts. This includes acquiring, building and growing relationships with top-tier clients, and selling both technology solutions and full-service consultative research projects.

Responsibilities

• Develop a territory / account plan to achieve financial goals, including strategies for earning net-new business, as well as expanding stakeholders and product use within existing clients
• Execute a consistent outreach / prospecting plan with relentless activity
• Sell enterprise-level contracts, including platform licenses and credit bundles that apply to individual research projects
• Develop and deliver effective sales presentations and solutions demonstrations; write proposals and provide bids to clients; own the win strategy
• Partner with customer success / client services teams to ensure smooth internal transitions, and that clients realize the benefit of our technology and solutions
• Own the renewal strategy by ensuring client satisfaction, connecting the dots between research initiatives, and identifying more opportunities for clients to leverage our solutions
• Must be perceived by the client as an expert in understanding their digital solutions needs, as well as the research methodologies to apply within innovation and marketing cycles

What We Are Looking For

• As an individual contributor, you will own the strategic plan to meet or exceed your sales target. This will include targeting new client prospects, expanding networks within existing clients, tapping into senior stakeholders, and executing an enterprise selling strategy.
• Demonstrated ability in building new business – both through net-new account penetration, as well as expanding to new divisions and new upsell opportunities within established accounts.
• Individuals with demonstrated experience in leveraging technology to deliver agile research solutions, as well as strategic, full-service engagements, are an ideal fit. In this role, you have the benefit of offering a full suite to clients for maximum impact.
• You “Get S*** Done.” You own and embrace the win strategy and bring high credibility to the selling process.

You Are a Fit if You

• Have a consistent track record for attaining aggressive (yet attainable) sales targets, including significant new business quota
• Have experience in selling market research and technology solutions
• Have intellectual curiosity for the business problems we solve for clients
• Are driven and self-motivated to be successful in whatever you do
• Embody collaboration: you naturally share ideas and never lose sight that you are part of a team
• Adapt to change and flourish in a dynamic, fast-paced environment
• Demonstrate empathy to your clients and your colleagues

Required Skill Set

• Successful track record of meeting or exceeding goals (7+ years for Director, other levels possible
• Credible delivery of technology demonstrations and sales presentations
• Ability to develop and maintain in-depth knowledge of Toluna & GutCheck products and services, as well as relevant industry trends and competition
• Experience in negotiating complex deals with senior decision makers
• Strong executive presence (verbal and written communication) as well as consultative selling skills
• Undergraduate degree /advanced degree or continuing education a plus
• Ability to positively influence internal teams through persuasion, negotiation and consensus building

Our Values

Integrity and respect. We treat our colleagues, clients and partners how we want to be treated.

Success in unity. We deliver results by working as a team with common goals.

Smart decisions in action. We implement plans without delay and stay nimble to change on demand.

Make it simple. We simplify complexity, making the complex easy to understand.

Be bold. We welcome big and small ideas that challenge and inspire us to change.

Delight customers. We work tirelessly to exceed expectations, turning satisfaction into delight.

Reward great work. We believe performance is the reason for advancement. Do good work and good things come.

What we offer

At Toluna you will find an exciting and multicultural place to work. We employ the best and the brightest in our industry and we are always looking for rising stars to join our team.

We are proud of our staff members and we offer competitive salaries, a wide range of benefits and the chance to progress your career within a truly global organization.

The integrated Toluna+GutCheck sales culture is highly collaborative, supportive, and accountable to meeting our financial goals.

Other benefits

Professional & Personal growth: Learning opportunities and career development

Salary and Benefits: Competitive salary, performance bonus

401k

Health: Medical, dental and vision Insurance

Gym Reimbursement

Pet Insurance

HSA/FSA

Toluna is an equal opportunities employer. We commit to keeping Toluna an inclusive, respectful, equal and diverse workplace. One small way we’re focused on moving ourselves – and the world- forward.

With +40 million influencers across the globe, we look like you do, like the world does: made up of every ethnicity, social background, sexual orientation, religion, gender, age or ability.

Join our global team. We welcome big thinking and reward great work.