Description
The Head of Sales is a key member of the Sales team, leading all sales effort across the organization, consistently delivering Annual Recurring Revenue (ARR) targets in both the advisor and enterprise segments, as well as targeted new segments/offerings. The Head of Sales and his/her team will be targeting opportunities across banks, broker dealers, retirement advisors, insurance companies, RIAs, and trust companies. These opportunities generally range from $2,500 – 50,000 ARR per opportunity on the lower end and into the millions for larger firms.
This senior leader is responsible and accountable for leading the company’s efforts to aggressively drive market penetration and ARR of new relationships as well as proactive growth of existing advisor relationships and offices both on a standalone basis and also within existing Enterprise relationships, working closely with internal and, where appropriate, external business partners.
The Head of Sales will be a member of eMoney’s CLT (Core Leadership Team) and will actively contribute his/her perspective based on their area of expertise as well as overall business/industry acumen.
The leader is responsible for simplifying the complex to enhance the efficiency of the sales machine while evolving from being a single product sales team to a multi-solution distribution platform. The leader will assess current sales methodologies and team structure and implement necessary adjustments in order to optimize performance. S/he will also build the infrastructure and incentives to facilitate further aggressive growth.
The leader is responsible for working closely with the Marketing, Sales Enablement, Sales Operations, Finance, and affiliated teams to optimize demand gen conversions to successful realization of ARR.
This leader must have an appropriate balance of strategic insight, analytic acumen and execution bias, while also demonstrating strong communication, collaboration and leadership skills to inspire the team to achieve new levels of success in an increasingly complicated business system with an unrelenting focus on growth, customer and associate/team success. The leader will bring deep operational experience to build and scale the sales teams, driving net new logo deals as well as protecting and growing our existing clients.
The leader is also responsible for the professional- and skill-development of the entire Sales team, building a professional sales culture and team that fully exploits resources available to realize success.
Job Responsibilities
Drive Business Results
- Maximize the potential of direct to advisor sales of eMoney planning and wealth management products and services, generating consistently growing new ARR, $20M+ per year
- Maximize ARR in existing large relationships through renewals and retention, ensuring eMoney is top of mind for future revenue expansion.
- Grow our base by establishing and expanding Home Office relationships.
- Drive aggressive market penetration of new relationships, as well as proactive growth of existing advisor relationships
- Strategically manage the introduction and sales of new product and services to both existing clients and new relationships, in tight coordination with Marketing, Product, Training and Service teams
- Working with Sales Enablement, Marketing and Product teams, understand target customer needs, develop playbooks and accurately articulate eMoney’s value proposition with key decision makers and economic buyers
- Develop and implement best practices to maximize pipeline creation, pitches and wins
- Leverage deep operational experience to build and scale the sales teams, driving net new logo deals and shifting the organization to a higher volume sales model.
Advance Sales Practices and Capabilities
- Assess current sales methodologies and team structure and implement necessary adjustments in order to optimize performance. S/he will also build the infrastructure and incentives to facilitate further aggressive growth.
- Lead and coach Advisor Sales Managers, as well as leaders in all phases of the selling process to achieve agreed upon targets and performance metrics
- Drive the selling methodology, activities and reporting (Currently Sandler)
- Actively participate with Marketing in the creative discussions and planning of the marketing strategies and programs targeted at the segment
- Analyze and evaluate the effectiveness of sales, methods, costs and results, evolving and adapting as appropriate
- Foster a culture of progressive professional and personal development and mentoring of the sales team
- Drive efficiency and optimization through Sales Operations
- Lead Sales Enablement efforts to ensure intended business results and adherence to script and process
Demonstrate Leadership and Business Acumen
- Contribute actively in on-going informal and formal dialogue and feedback processes with Product, Marketing, Technology, Client Service and Training to advance the product and service roadmap
- Identify ideas for introducing new products, services, and partners with the goal of increasing client retention and client growth
- Demonstrate strategic thought leadership and executive presence by consulting with clients and industry experts, developing and advancing eMoney’s point of view in the fin tech and wealth management industry through social media postings and speaking at industry conferences
- Collaborate the CLT on the annual sales process, and in developing multi-year business plans
- Represent the company at industry events and programs, as well as with clients, and at various community or other business meetings to promote the company
Requirements
- Bachelor’s degree required
- 15+ years of experience in a senior-level high velocity, high volume sales management role, as well as best in class Enterprise sales
- Deep experience with data-driven direct sales in tight alignment with marketing and enterprise partners
- Demonstrated experience and success in a dynamic SaaS environment
- Prior success aggressively growing revenues at scale
- Demonstrated experience managing sales teams at scale, driving behaviors within a sales organization that result in significant ARR growth
- Track record of operational excellence in establishing a high performing and predictable sales engine
- Success introducing innovative performance metrics, data analysis, modern sales processes and technologies while holding teams accountable
- Incumbent will have demonstrated experience leadership and management experience with multi product, multi-channel transactional software sales
- Incumbent will have experience leveraging data and facts to organize and operationalize processes to optimize sales conversions and deliver aggressive ARR targets
- Demonstrated success building and implementing actionable plans with detailed timelines and flawless execution
Skills
- Knowledge and experience with data-driven, analytical sales tools in a SaaS B2B (SMB) context
- Broad based knowledge of managing risk and financial aspects for growing a business; able to balance both business and client needs
- Demonstrated ability to think and act strategically
- Ability to strategize and make decisions in a programmatic way
- Ability to focus both on continuing successful sales execution while simultaneously planning for the next stage of growth with a thoughtful approach to building scalable, repeatable programs and processes across a growing team and business
- Superior communication skills
- Ability to work across all departments, developing and managing constructive relationships internally and externally
- Strong leadership skills and team orientation
- Demonstrate grace under pressure
- Salesforce CRM skills; experience with Outreach, Gong or similar sales productivity applications
- Advanced Microsoft Office and other collaboration software skills
The salary range for this position is $214,000 - $298,000; commensurate salary to be determined based on skills, professional background and expertise. This position is also eligible, pursuant to applicable eMoney policies, eMoney commission program, retirement contributions, health insurance, sick leave, parental leave and paid time off.
At eMoney Advisor, our mission is to help people talk about money. Founded in 2000, it’s the only wealth management system that offers transparency, security, mobile access, and superior organization. Our award-winning, web-based services and resources are designed to amplify advisors' value to their clients. Today, we serve more than 109,000 financial professionals and support over 6 million end clients.
At eMoney, we create and nurture a culture that values diversity and inclusion, which enables our employees to thrive and do their best work. Different ideas, perspectives, and backgrounds inspire a stronger and more creative work environment that delivers better results.
eMoney is proud to be an equal opportunity workplace. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status.
