Director, Sales

The Opportunity

The Director of Sales will lead our sales engagements and be responsible for building the plan for winning new business across verticals including Enterprise size financial institutions, telco/wireless/media, energy, and SMBs while also supporting and managing the relationships with existing customers. 

This position requires outstanding problem-solving analytical, solution development and communication skills; as well as experience defining, creating and winning technology solutions deals.  The Director of Sales will work cross-functionally across the organization and closely with the executive leadership team.

What You'll Be Doing:

Responsibilities include but are not limited to: 

• Accountable for the overall growth and execution of the market-centric sales initiatives and opportunities across enterprise sized clients and SMBs.
• Hit or exceed sales targets and accurately forecast business velocity.
• Effectively build qualified sales pipeline and new opportunity growth.
• Drive day-to-day sales activities.
• Run effective sales meetings and help create a culture of accountability.
• Plan for the future by identifying and addressing bottlenecks, gaps, and risks in attacking this market  .
• Participate in weekly, monthly, and quarterly meetings to sales and executive leadership on key metrics, providing analysis with recommended next steps to improve deal velocity and conversion.
• Create and execute effective presentations, including corporate and solution capabilities, client proposals, bid defense and business case/justification.
• Support business development efforts by attending industry conferences and events as needed.
• Lead client and prospect meetings, engaging other corporate resources as required.
• Work closely with internal Symend teams (Customer Success, Marketing, Product and Solutions and Engineering) to ensure expertise in our solutions.

What You'll Need:

Experience:

• Must be a sales practitioner with a proven track record of exceeding sales targets, and have significant and relevant experience in the following areas: prospecting, territory alignment, account mapping, account penetration, pipeline creation, closing and key deal plans, negotiation, forecasting and ultimate delivery of the sales revenue target
• A proven track record of success in both Enterprise SaaS and SMB sales using a value-driven sales approach. 
• Strong sales experience, having sold SaaS and managed service solutions to commercial and enterprise companies at the Director, VP, C-Level and in some cases the owners.

Key Competencies and Skills:

• A resilient, persistent go-getter
• An analytical, problem solver, who can think critically while achieving high performance.
• The ability to adapt to changing market conditions, customer needs, and product developments.
• A high level of technical proficiency of aspects of the SaaS product to establish credibility around subject matter expertise quickly.
• Know how to influence and effect change.
• Collaborative with track record of building strong trust-based working relationships horizontally across functions and vertically along reporting structures.
• Consistently achieves results, even under tough circumstances.
• Prospecting and sales hunter mentality to identify target potential customers, including cold outreaches and lead nurturing techniques.
• Proficiency in negotiating pricing, terms, and contracts to maximize deal value while meeting both customer and company objectives.

Key Measures of Success:

• Driving vertical penetration and growth through acquisitions of new logos in the defined market segments.
• Achieving defined sales quotas based on contract value and ARR.
• Delivering on defined renewal targets.
• Driving organic revenue growth with existing client base.
• Deal size and deal velocity.

This position requires frequent travel, customer-facing work, and/or attendance in a congregate work setting. Therefore, where permitted by applicable law, in accordance with the duty to protect the health and safety of employees and customers, and to perform the role, the successful incumbent must have and maintain an up-to-date immunization status as recommended by your local government or governmental agency (such as the CDC and your State mandates in the U.S. or Health Canada and your provincial/territorial health ministry in Canada), or an adequate plan to do so.

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