Area Director, Enterprise Sales
AuditBoard
full-time
Posted on:
Location Type: Remote
Location: Remote • Illinois, Minnesota • 🇺🇸 United States
Visit company websiteSalary
💰 $148,000 - $222,000 per year
Job Level
Lead
Tech Stack
ERP
About the role
- Drive portfolio business of high velocity new “lands,” as well as the expansion of strategic accounts
- Recruit top talent at scale who possess high intelligence, strong character and coach-ability.
- Lead AEs in achieving individual, team, and organizational quotas
- Drive strategic deals and accounts to six-figure and seven-figure deal victories
- Drive and monitor account planning and execution to deliver maximum revenue potential
- Provide strategic executive leadership for sales forecasting, territory assignments, sales mentorship, and commission planning
- Coach sales teams by helping structure sales opportunities and deals; further assist with selling activities as appropriate; Ensure the sales team is working cohesively with operations, sales engineering, and other internal/external teams
- Build out a predictable business focused on the end-to-end sales process.
- Lead pricing and contract negotiations.
- Listen and comprehend customer pain points and goals and objectives to tailor AuditBoard’s products and services.
- Present a compelling solution of the AuditBoard suite of products to clients using the information found in the discovery phase
- Engage with C-level prospects to position AuditBoard's strategic value proposition and drive the deal to closure
- Leverage a values-based sales process to work with multiple client personas to close new business
- Use a MEDDICC-based sales qualification methodology to manage sales resources and to report sales forecasts
- Stay ahead of industry trends, competitive activity, and client opportunities
- Attend trade shows, industry events, client meetings, and conferences – up to 30% travel
- Engage and build relationships with AuditBoard Partners and Alliances to help drive new pipeline growth and close new business
- Evangelize the organizational need for a strong audit, risk, and control environment to drive new pipeline and win new business.
- Willingness to embrace the core company values of Customer Obsession, Constant Innovation, Personal Improvement, Gritty Resilience and Win-Together
Requirements
- 10+ years of related experience including 3+ direct full sales cycle experience selling enterprise B2B software, preferably SaaS GRC, finance, ERP, CRM, procurement, or adjacent sectors with 3+ years of people management experience
- Experience leading sales in an early stage, high-growth enterprise B2B SaaS environment preferred
- Proven line-of-business selling experience and able to engage at a C-Suite level within enterprise accounts
- Ability to build and lead a sales organization, including quota-carrying and forecasting experience
- Experience selling with and through alliances / partners.
- Excellent cross-organization partnership and interpersonal skills
- Experience devising sales strategy and contributing to enablement programs
- A clear understanding of value-based selling with multiple examples of success
- Strong EQ skills, able to build strong relationships internally and externally while inspiring and driving a team to deliver exceptional results.
Benefits
- Live your best life (LYBL)! $200/mo for anything that enhances your life
- Remote and hybrid work options, plus lunch in the Cerritos office
- Comprehensive employee health coverage (all locations)
- 401K with match (US) or pension with match (UK)
- Competitive compensation & bonus program
- Flexible Vacation (US exempt & CA) or 25 days (UK)
- Time off for your birthday & volunteering
- Employee resource groups
- Opportunities for team and company-wide get-togethers!
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
sales forecastingterritory assignmentssales mentorshippricing negotiationscontract negotiationssales qualification methodologyB2B software salesSaaS GRCenterprise salesquota management
Soft skills
leadershipcoachinginterpersonal skillsrelationship buildingstrategic thinkingcommunicationteam collaborationcustomer obsessioninnovationresilience