Description
Objective
The primary objective of the Director of Municipal Sales is to lead our Municipal market sales team with a focus on acquiring new customers and driving revenue growth. In this role, you will play a pivotal role in driving the company's revenue growth and shaping its overall sales strategy. Reporting directly to the CRO, you will be responsible for leading and scaling the sales organization focused on municipal governments, driving customer acquisition, and expanding market share. This is an exciting opportunity to impact a rapidly growing organization in a meaningful way.
Responsibilities
Develop & execute the sales strategy:
- Drive revenue growth and achieve sales targets for municipalities.
- Identify and prioritize markets and maximize sales opportunities.
- Collaborate with other senior leaders to align sales efforts with overall company objectives.
- Develop and implement strategic plans and objectives in alignment with corporate strategy.
Lead and manage the sales team:
- Recruit, develop, mentor, and motivate a high-performing sales team.
- Provide mentorship and guidance to the sales team, continuing to strengthen their sales abilities, passion for the mission and sales methodologies.
- Set clear performance expectations and goals for the team and provide ongoing coaching and feedback.
- Foster a culture of collaboration, accountability, and continuous improvement within the sales organization and with the rest of the leadership team.
- Travel as needed and required dictated by business needs, anticipated ~30% of the time.
Drive customer acquisition and revenue growth:
- Develop and maintain team forecasts.
- Build and maintain strong relationships with key customers, partners, and internal and external stakeholders.
- Drive customer acquisition efforts by identifying and pursuing new business opportunities.
- Work closely with sales team to develop detailed sales plans and strategies to drive revenue growth.
- Develop close partnerships with municipality leadership to gain trust and build a better understanding of the use of Schneider products in their environment.
- Monitor market trends, competitive landscape, and customer needs to identify areas for business expansion.
Optimize sales processes and operations:
- Continuously evaluate and refine sales processes, methodologies, and tools to improve efficiency and effectiveness.
- Implement and maintain sales metrics using KPI’s and reporting systems to track performance and provide actionable insights.
- Consistently drive performance and necessary activities to meet bookings targets for month, quarter, and year.
- Collaborate with cross-functional teams, including but not exhaustive; marketing, product, and customer success, to ensure alignment and maximize customer satisfaction.
Foster a customer-centric approach:
- Champion a customer-first mindset within the sales organization, focusing on building long-term customer relationships and delivering value.
- Work closely with the customer success and implementation teams to ensure smooth handoffs and seamless customer experiences throughout the sales lifecycle.
Skills:
- Coaching Mindset: Lead from the front lines, willing to be highly visible and engaged with team and market.
- Market Expertise: Proven record of success in SaaS sales into municipalities as well as experienced record in the GovTech space, with preferred involvement in the areas of permitting & licensing, and/or asset management being highly attractive.
- Communication & Collaboration: Need to be able to clearly communicate ideas and plans to cross-functional teams and stakeholders.
- Client Centric: Ability to understand the client’s needs and present viable solutions in a straightforward way for both present needs and potential long-term outlook.
- Analytical: Leverage data sets to analyze, identify patterns and trends, and draw actionable insights. Make data-driven decisions and continuously optimize revenue-generating processes.
Experience:
- At least 6 years in sales with relevant experience in sales leadership roles (3+ years direct leadership experience), with a demonstrated ability to build and scale high-performing sales teams that includes a deep understanding of account management, new logo sales, and sales development reps.
- Experience working within Salesforce suite of tools
- Experience with Salesloft.
- Strong comfort level with cloud-based collaboration tools, Office365 preferred.
- Preferable experience in a company that has a demonstrated history of successful scale-ups, coupled with PE-backed experience.
- Proven experience with managing a distributed team throughout multiple geographies with the ability to create specific plans for each team member.
- Understand how strong marketing/lead generation activities help drive top of the funnel activities and lower customer acquisition costs and partner with marketing on initiatives.
- Strong strategic thinking and business acumen, with the ability to translate market insights into actionable sales strategies.
- Exceptional communication, negotiation, and presentation skills.
- Results-oriented mindset with a focus on driving revenue growth and exceeding sales targets, and that you are comfortable in contract negotiation and have deal forecasting experience.
- Deep understanding of CRM systems, sales process, methodologies, and best practices.
- Deep understanding with significant usage of ways to further establish and maintain sales processes (e.g. MEDDIC, SPICED).
- Ability to thrive in a fast-paced, dynamic environment and navigate ambiguity.
Benefits & Growth
- Competitive compensation income earning opportunities based on self-performance.
- Continuous professional development and career pathing.
- Generous benefit package designed to support you in work and in life.
- Flexible work environment, including access to multiple physical office locations to facilitate collaboration across the organization and key stakeholders.
About Schneider Geospatial
Schneider Geospatial is a leading GovTech platform providing Parcel Management, Permitting & Licensing, and Asset Management solutions for small & medium sized communities by unlocking the potential of location-based data.
Serving more than 1,000 state and local government clients in 34 states, Schneider's focus on providing exceptional customer service provides the company with industry-leading retention rates. With 8 successful acquisitions to date, Schneider is poised to continue impressive growth in the GovTech market.
With an addressable market of over ~40,000 SLGs in the U.S. Schneider has significant room for expansion.
The Company focuses on 3 product lines:
- Parcel management tools for local governments: Upgraded workflows by combining existing GIS, CAMA, Tax Administration, document management, and payment system data from existing systems into a robust and modern user-friendly platform; all without changing current providers.
- Permitting and licensing tools for local governments: Process management tools for managing and enforcing permits and registrations into a fast, efficient workflow.
- Asset management tools for local governments: Efficiency improvement tools to improve the effectiveness of your operations, with an integrated, digital platform for managing water, sewer, fleet, streets, and more.
Office Locations: Indianapolis, Indiana; Ankeny, Iowa; Coleraine, Northern Ireland
Schneider Geospatial is an Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard to actual or perceived race, color, religion, sex (including pregnancy, gender identity, and sexual orientation), parental status, national origin, age, disability, genetic information, military service, or other legally protected class.
