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About the role
Key responsibilities & impact- 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 Strategic 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
- 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 products and services
- Present a compelling solution to clients using the information found in the discovery phase
- Engage with C-level prospects to position 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 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.
Requirements
What you’ll need- 10+ years of related experience including 3+ direct full sales cycle experience selling enterprise B2B software
- Experience leading sales in an early stage, high-growth enterprise B2B SaaS environment preferred
- Experience in scaling a team across EMEA
- 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
Comp & perks- Health insurance
- 401(k) matching
- Flexible work hours
- Paid time off
- Remote work options
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
sales forecastingterritory assignmentssales mentorshippricing negotiationscontract negotiationsMEDDICC sales qualificationB2B software salesenterprise salessales strategyquota-carrying experience
Soft Skills
leadershipcoachinginterpersonal skillsrelationship buildingcommunicationemotional intelligencestrategic thinkingteam inspirationcustomer engagementproblem-solving