Filled:: VP & Head of US Sales

Compensation:
Base + Commission + Equity

THE OPPORTUNITY

Our confidential client is offering a rich, vibrant and empowering culture, centered on delivering the highest quality in a customer-centric atmosphere. This is possible given their supportive, collaborative & entrepreneurial environment in which the new is embraced and risks are encouraged. Our client is adding their first national VP of Sales over their growing B2B segment.

THE ROLE

The Vice President of Sales will lead and manage a growing multi-million dollar B2B sales organization. Poised for organic growth, in an acquisitive company, the Sales Leader will inherit a 30 person national sales team comprised of a field organization reporting through national sales leaders, enterprise sales, sales training and a small inside sales team. In addition, the sales leader will lead marketing (dotted or solid line) & partner extensively with operations & other vital functional teams.

The leader will need to create and champion a best-in-class sales culture and organization. The leader will facilitate adoption of a complete go-to-market & sales strategy addressing new customer acquisition, account planning, sales process, methodology, metrics, customer success, aligning to the overarching company strategy and vision. This is an “elevate and scale” opportunity in an entrepreneurial company. Will direct all sales to effectively manage all aspects of the national territory ($60M+).

Key Responsibilities:

• Create Sales Strategy: Develop plans and strategies for successful growth attainment. Evaluate market demand and competitive landscape. Identify opportunities for improvement.
• Plan and Manage National Territory and Resources: Determine best alignment of sales territories and organization structure, based on market, team alignment, quota, etc. Project future territories for growth opportunities and resources for acquiring and retaining customers in local markets.
• Sales Process and Methodology: Adopt appropriate sales methodology and sales processes (across National, Regional, Inside Sales levels for “new logo,” new sales, recurring revenue & retention) to elevate and evolve sales organization. Is able to think across strategy and implementation phases, inclusive of how to successfully create buy-in.
  • Inspires culture of Customer Success: Through account planning, optimal sales alignment, organizational structure, tools, processes and incentives, is able to retain and grow existing accounts. Identify opportunities for continuous improvement.
• Sales Operations: Evaluate and create aligned sales incentive compensation plans. Understand levers and impact to P&L and how to align desired sales behaviors to outcomes. Oversee CRM utilization and identify correct metrics, which tie to behavior and a data-rich environment, enabling better insights through analytics. Partner with data resources (to be hired), finance, and marketing to develop key dashboards, QBRs, reports – automating where possible.
• Generate Revenue & Manage Accounts: Empower and create success through others to meet revenue targets on a timely, consistent basis.
• Lead, Motivate and Develop a High Performing Team: Build, develop & retain high-performance teams. Review and design org structure to best align with company strategy. Communicate a vision that provides direction and focus; create a culture of accountability; and proactively address problems before they affect team effectiveness. Select high caliber sales team members to achieve sales goals, review performance on a regular basis, and create development plans.
  
  Be a mentor and coach to managers and individual contributors. Be accountable for national sales success, ensuring employees achieve objectives. Inspire great performance and a true sales culture. Be an effective change leader.
• Develop and Manage Strong Internal/External Business Relationships: This individual will have a track record of working effectively across functions and geographies to assess options, incorporate input and drive broad agreement around business priorities. Approachable and open-minded, the successful candidate will be known for building trusted working relationships…