You are a player-coach who can execute as well as mentor and lead. As the Sales Leader, you will build and execute on the overall sales strategy in close collaboration with the Leadership, Marketing, and Product teams. You will also spend time listening to and understanding customer needs, recommending and scoping solutions, closing contracts and overseeing post-contract onboarding and delivery.
This is a great opportunity to put your stamp on the org, grow a team and build on our successful offerings to drive increased revenue.
In this role you will…
Develop and execute sales strategies to exceed revenue targets for our B2B SaaS product, including the go-to-market plan and sales process from lead gen to upsell/retention.
Oversee the management of AE activities, pipeline analysis, and forecasting efforts to ensure predictable top-line growth trajectory in line with company goals.
Collaborate with Sales, Marketing, and Product leadership to identify market opportunities, drive leads and pipeline progression, and help shape the product vision and strategy.
Build, coach, and empower an outstanding sales team focused on growing the B2B SaaS product, including SDRs, AEs, and Account Managers.
Ensure the team has the knowledge, skills and developmental plans to overachieve in their assigned quotas. Focus teams to win new accounts, grow existing business, move trials to buy, and establish new verticals.
Design compensation and incentive programs that engage and motivate the sales team while driving continual improvements in productivity.
Create a sales team culture that has clear performance expectations around developing a pipeline, transparency, and proactive communication.
Assist with complex sales negotiations, craft sales positioning, and help drive the pipeline for major accounts.
Develop and generate reporting to track all key sales and productivity metrics for the organization in conjunction with Sales Ops.
What you bring…
Established career leading high performing AEs, SDRs and Account Managers. Great track record of hiring and growing teams with ability to do so with speed.
Core participant in building sales function, including developing compensation programs and defining key metrics, at earlier-stage SaaS companies - growing to first $20M b2b ARR (preferable).
Experience in selling SaaS products across different strategies and different audiences (e.g. middle-out and top-down). Experience selling to technical audiences.
Success in establishing new sales motions, and building a culture of operational excellence.
Strong leadership skills, able to lead change, mentor and motivate individuals.
Passion for closing as both a player and coach.
Reports to CRO.
Locale is preferable in the Seattle area at HQ, open to US remote for right candidate.