Director of Enterprise Sales

About the position:

The Director of Enterprise Sales leads and manages the entire enterprise sales staff to develop and implement strategic sales plans, ensure sales performance, and utilize a profitable and result-oriented sales program to increase long-term customer value. This role is responsible for expanding innovative business opportunities with both traditional and non-traditional customer partners. The Director of Enterprise Sales manages and maintains overall responsibility for the generation and realization of revenue from the sales of Velosio products and services, reporting directly to the CRO.

• Lead, mentor, and develop a high-performing enterprise sales team.
• Manage a team of sales professionals, including both new account and existing account executives and pre-sales solution architects.
• Motivate, encourage, and coach sales professionals through regular training and role-playing sessions.
• Conduct sales meetings with territory review, pipeline review, and training sessions.
• Hire, recruit, and train sales professionals according to the sales personnel budget.
• Work with consultants in a pre- and post-sales capacity to align with sales efforts.

• Drive the development and execution of strategic sales plans to achieve business growth.
• Identify and pursue new business opportunities to expand Velosio’s market presence.
• Develop and maintain relationships with key decision-makers and stakeholders in target accounts.
• Oversee the management of enterprise accounts to ensure high levels of customer satisfaction and retention.

• Monitor, report, and inform executive management on sales team performance.
• Approve and administer company travel and expense policies, managing sales expenses to budget.
• Prepare and produce weekly pipeline reports using Microsoft CRM.

• Prepare and produce weekly sales activity reports as specified by the Chief Revenue Officer.
• Meet biweekly with the Chief Revenue Officer to communicate progress and issues on sales programs and opportunities.

• Continuously evaluate and improve the company’s sales process for increased effectiveness and efficiency.
• Develop tools, key performance metrics, and systems to monitor and measure performance against the sales process.
• Conduct ongoing training sessions to improve the sales team's skills in executing the sales process.
• Ensure proper reporting and documentation in the Sales-to-PSO process, including Sales Handoff Documents and PSO Estimates.

• Provide executive sponsorship of the company CRM.
• Ensure sales team compliance with CRM reporting requirements and review CRM activity with the sales team weekly.
• Work closely with marketing, administration, and IT to continually refine and improve the CRM software.

• Develop and manage C-Level client relations, attending client meetings and overseeing new account handoffs.
• Collaborate with the Chief Marketing Officer to review and provide feedback on marketing activities and plans.
• Assist in obtaining references and case studies from clients to support marketing efforts.

• Maintain and grow relationships with key ISV partners and publishers.
• Meet monthly with key ISV partners to discuss sales opportunities, strategies, and joint initiatives.
• Negotiate and submit for executive approval partner contracts with ISV partners and publishers.

• Meet annual sales targets and maintain the pipeline necessary to achieve sales goals.
• Achieve personal and team sales goals, including new-client add targets.

• Bachelor’s degree in business or a related field, MBA preferred.
• 10+ years of sales experience working in a quota-driven environment, with a minimum of 7 years in a sales management role.
• Proven ability to drive the sales process from plan to close and coach direct reports on the same.
• Strong business sense and industry expertise, particularly in ERP, Cloud, CRM, and SaaS solutions.
• Proficiency in CRM reporting using Microsoft Office tools.
• Excellent mentoring, coaching, and talent management skills.
• Ability…