Salary: $160k – $210k Uncapped OTE $400k
Location: East Coast, USA

Our client

Fast growing, successful, B2 B Saa S provider with a global workforce of 150 people and multi-million Yo Y growth. The US team is currently a small team working remotely with reporting lines to Europe and plans to significantly grow. Their clients are large, PLC’s / Enterprise organizations.

The role objective

Initially joining as a Player/Manager, the successful candidate will lead and grow a team of Enterprise Sales Reps with the objective of leading successful targets in Enterprise new business sales and retention (1-3 year contracts).

The position offers excellent scope for further progression to a Sales/Commercial Leadership team role dependent on performance, business acumen and results.

Measurable Outcomes

• Contracted annual recurring revenue (CARR) targets for US region
• Increased pipeline coverage – opportunity creation and solution validation
• Increased conversion rate / velocity and AOV of opportunities created to closed won
• Sales Rep team targets
• Renewal Targets for US region

Responsibilities:
Team

• Assess existing sales rep team and motivate for enhanced performance
• Build and manage a B2 B Enterprise Saa S sales team capable of exceeding incremental and renewal targets
• Manage, coach and develop team to improve
  • Pipeline coverage
  • Conversion rates / Velocity / Average order value
• Improve sales capabilities on customer engagement specifically
  • MEDDIC quality
  • Value Map quality

Process & Management

• Ensure that all processes are compliant
  • salesforce.com
  • Pre Sales
  • Activity Plans
  • Lead management
• Feedback and improve processes supporting sales growth
• Use of metrics and analytics to drive performance improvements

Account & Territory Planning

• Develop Regional New Business Territory plans to increase sales and account penetration within regions across US
• Develop a Partner Plan to increase coverage across US region, driving increased opportunity, CARR, Service Capability and awareness in the market
• Develop Account Plans for existing customers for increase Net CARR

Key Relationships (US & Europe)

• Head of Marketing
• Head of Presales
• Director of Services

Send CV + Cover Letter to: