Senior Director, Inside Sales

JOB SUMMARY:

The Sr. Director of Inside Sales will be responsible for driving sales efforts in the Americas Sales Organization (US, Canada, Latin America) with a focus on: improving productivity, promoting industry best practices, driving sales bookings growth, and managing a growing team of Inside Sales Reps. Focus areas include: sales execution, renewals, sales model productivity, training of sales personnel and sales performance analysis. The Sr. Director of Inside Sales will be hands-on providing mentorship and development to the Inside sales team.

DUTIES AND RESPONSIBILITIES:

• Directly supervises employees in the Inside Sales team. Will have 8 Direct Reports, and overall a team of 67 Inside Sales Representatives.
• Implement a rigorous sales rep training program that establishes rules of engagement, scripts, communication protocols, and closing tools.
• Work with marketing to create lead generation and sales conversion tools
• Own the sales funnel across the entire sales process – from sales lead to close. Own all sales conversion metrics and monthly goals.
• Effectively guide sales team in use of Salesforce system while creating metrics to improve sales and operational performance.
• Set, meet and exceed sales conversion goals and revenue objectives for each key vertical and partner channels
• Develop programs that drive creative and motivating productivity drivers; create an atmosphere that stimulates learning; development and challenge.
• SKILLS AND REQUIREMENTS:
• Proven leader in managing highly dynamic, developing inside sales management staff and their teams; ideally managed a ramping organization that has demonstrated sustained performance and growth.
• Must have exceeded quota expectations, closing over 100% of quota consistently, or over $1.5M+ in business/year
• Must possess the leadership qualities of being: (1) a great Recruiter (2) a great Sales Trainer and (3) an Inspiring & Motivating Leader.
• Should be self-aware, direct and value the active engagement requirements of being “on the floor” with the sales reps, and fully invested in the success of the team; their engagement and productivity goals.
• Experience should include 10+ years of management insides sales experience with an enterprise software and/or SaaS company.
• Must have experience running a sales funnel – from marketing to lead to close
• The most successful candidate will be a self-starter who is confident in an entrepreneurial environment and has a track record of using analytic skills to proactively develop new insights that drive operational strategy and revenue growth
• Excellent leadership, energy, judgment, communication, interpersonal, management and analytical skills required
• Passionate about growing and building a business to its full potential
• A successful track record of milestone achievement, operational excellence and strong cross-functional skills. Recognized as a high achiever who is willing to work broadly to resolve issues in an inclusive way, and significant experience with inside sales process improvement. (from opportunity creation through deal completion)
• Bachelor Degree required, MBA is highly preferred