Director, Sales – Enterprise
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Job Description
Director of Sales leading a team of Enterprise Account Executives to build partnerships and solve client challenges. Empowering employers with compensation data and services at Payscale.
Responsibilities:
- Manage a team of 5-7 Enterprise Account Executives
- Ability to forecast revenue, monitor sales activities, and deliver on performance targets
- Excellent interpersonal skills, with the ability to communicate effectively with management and cross-functional teams, for both technical and non-technical audiences
- Proven track record of identifying and implementing sales best practices
- Develops sales teams through a culture of coaching, learning and development, and strategic performance management
- Create strong relationships with key client stakeholders at both senior and mid-management levels
- Partner with other go to market teams to identify opportunities to gain efficiency across the business
- Drive the Sales team to achieve annual sales revenue
- Understand and effectively communicate the company's mission, vision, and values
- Through reporting and analytics, validate the quality of the lead and pipeline data and provide guidance to improve the overall data quality
- Report on KPIs related to the lead and the opportunity waterfall needed to implement a strong partnership between marketing and revenue
- Monitor the quality of marketing and sales information and define the data improvement programs
- Maintain sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors
- Effectively recruiting and onboard new hires
- Work with Revenue managers and Sales Operations teams to implement targeted sales strategy
- Generate and maintain accurate Territory plans
- Define contact and account quality standards in the database, defining processes and data acquisition strategies
Requirements:
- Bachelor's degree, or experience in sales and/or customer facing activities in a solution selling environment
- Demonstrated success expanding the deployment of offerings within current customers and closing new business at the same time.
- 10 years of Enterprise SaaS sales experience
- Previous experience working for an HR tech or SaaS company is highly preferred (HCM, Compensation, ATS, etc.)
- 5+ years of experience leading a team of Enterprise Account Executives
- Ability to prepare reports and use of appropriate mode of communication. Must be proficient at analyzing data, building reporting and making strategic recommendations based on data and trends
- Ability to manage multiple change management initiatives and work under tight deadlines
- Proven success in navigating a matrix organization and driving successful SAAS initiatives
- Keen business sense, with the ability to find creative business-oriented solutions to problems
- Desire to own projects and exceed expectations, with ability to find solutions and deliver results within a rapidly changing, entrepreneurial, SaaS culture
- Excellent interpersonal skills, with the ability to communicate effectively with management and cross-functional teams, for both technical and non-technical audiences
- Expert user and trainer in Salesforce.com, Excel and other tools as required (training provided on unique Payscale solutions)
Benefits:
- Flexible paid time off, giving you the opportunity to rest, relax and recharge away from work
- 14 Paid Company Holidays, includes 2 floating holidays (you choose!)
- A comprehensive benefits plan including medical, dental, life, vision, disability, and life insurance covered up to 100% by Payscale
- Unlimited infertility coverage benefits through our medical plans
- Additional supplemental health benefits offered to you and your family
- 401(k) retirement program with a fully vested immediate company match
- 16 weeks of paid parental leave for birthing and non-birthing parents
- Health Savings Account (HSA) options and company contributions each pay period
- Flexible Spending Account (FSA) options for pre-tax employee allocations
- Annual remote work stipend to be used on wellness or home office equipment
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