Head Of Sales

Description

• Leads the sales organization in achieving revenue targets by providing strategic direction and coaching to the management tier;
• Manages an efficient sales operation addressing win ratios and CAC;
• Partners with Product, Professional Services, Legal, InfoSec and other key stakeholders to deliver customer-centric revenue-growth;
• Leverages reporting and analytics to continuously improve our sales operation; 
• Partners with Finance to ensure sales forecasting and budgeting is aligned to long-term growth.

• Leads the sales team to qualify, develop and close sales leads through goal setting and coaching;
• Mentor and coach the team in the achievement of sales targets and a customer-centric sales cycle;
• Work with the team to advance their skills and progress in their careers;
• Partner with Talent to proactively recruit high caliber employees; provide feedback to improve upon internal recruitment processes.

• Member of Executive Team, participate in decisions about the company direction, strategy, people, products, technology, markets and positioning;
• Collaborate with executives and other stakeholders to establish sales targets and priority markets;
• Develop team OKRs that accelerate business objectives;
• Identify new opportunities based on market analysis, industry trends and customer insights.

• Work with new markets (including international sales account representatives) to develop their markets by building a strong reference base of customers and good local partners where applicable.
• Partner with internal stakeholders to explore channel partners;
• Continuously observe market trends with the goal of expanding to emerging markets and/or channels where applicable.

• 10+ Years of sales leadership experience in a SaaS or Services environment
• A track record of coaching team members, at the Director and VP level, to performance goals through goal-setting, motivation and career development paths
• An ability to analyze data and metrics of varying volume and complexity and translate it into actionable insights for the business
• The ability to define and refine processes to drive process efficiency to increase team productivity; includes creation of documentation to drive repeatable processes and the ability to utilize data to identify areas of improvement for the future state.
• A history of using industry knowledge and the appropriate terminology to make a projection of attainable sales revenue. Uses sales process thinking, historical sales data and conversion rates, analysis the buyer journey to and salespersons' estimates to commit the right number.
• Ability to understand customer's (internal/external) needs and concerns in the short to long-term and to provide value-added recommendations and/or solutions. Builds customer loyalty by anticipating needs, establishing clear goals, facilitating rapport and exceeding expectations.

• Health and Wellness Benefits: 100% paid by us for health and dental from day one. And our vision care is every 12 months! We also offer a wellness/fitness reimbursement, that can go towards things like gym memberships, yoga classes, soccer membership fees or a bike.
• Professional development: we have an external learning budget to help you grow and develop.  We host a learning workshop about every 6 weeks on topics like Time Management, Self-Awareness and Giving Feedback; we also have e-learning to meet the needs of our remote team. We offer a Career Development Program to help you identify and build your skillsets for internal growth opportunities and beyond. We also have a Coaching Program for all our managers. We know how important it is to have a good boss, so we invest in their development.
• Vacation: it's open, which means we don't worry about an accrual clock. On average, we see most folks enjoying between 3-4 weeks off a year.
• Parental leave: Best-in-class top-up for new parents - 100% for 15 weeks new parents and a bonus 5 weeks for birth mothers.
• Flexibility & trust – While we are remote for now, we enable our team to create a work environment that will set them up for success. We hire adults and we trust you to manage your outcomes. Day-to-day, everyone is given the option to decide whether they want to work remote or in-office depending on the needs of their role.
• Back in the Office – If you choose to come into the office once we’re back, you will have access to snacks and beverages and in-office games like Switch, chess and ping-pong. We will be offering up lots of opportunity for team socials too, including the folks who are remote!