Overview
Salary: $160k – $210k Uncapped OTE $400k
Location: East Coast, USA
Our client
Fast growing, successful, B2B SaaS provider with a global workforce of 150 people and multi-million YoY 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 B2B Enterprise SaaS sales team capable of exceeding incremental and renewal targets
* Manage, coach and develop team to improve
o Pipeline coverage
o Conversion rates / Velocity / Average order value
* Improve sales capabilities on customer engagement specifically
o MEDDIC quality
o Value Map quality
Process & Management
* Ensure that all processes are compliant
o salesforce.com
o Pre Sales
o Activity Plans
o 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: info@saulpartners.com
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