Director Of Inside Sales
Location: San Francisco Bay Area, U.S.
Their mission? Make online forms a little more human. Today the purpose is simple: to reinvent how brands and communities interact, so they can bring their best to every interaction.
About the team
The Director of Inside Sales, based in San Francisco and reporting to the Global Head of Business Development based in San Francisco, will manage a sales team across North America and Europe. You will be a player-coach working alongside a small team of SDRs and AEs. In this role, you will work with Product and Marketing to define lead generation strategy and leverage existing inbound leads as well as define strategies to identify and contact potential leads among freemium customers. Together with the Marketing team, you will continue to refine the Ideal Customer Profile for the Sales team, define and prioritize the list of target accounts for SDRs and develop a playbook for initial outreach and pipeline development. You will also work with Product Marketing to build a playbook and sales enablement for Account Executives. You will hone the sales pitch and demo, define the process for qualifying leads and work with our Finance team to refine the pricing model for mid-market and enterprise.
About the Role
Our client is looking for a Director of Inside Sales to launch and grow inside sales practice. In this role, you will develop an Inside Sales strategy, hire the team and build a Playbook.
As the product continues to evolve, so does the customer base. Over the last year, they have been organically moving upmarket expanding customer base to include mid-market and enterprise customers. While the move has been organic, they see HUGE & SIGNIFICANT growth potential in the mid-market and are building an Inside Sales team to capture this opportunity.
This is what you’ll be busy with
Refine Ideal Customer Profiles with Product Marketing and define optimal Value Proposition for different customer segments.
Develop an end-to-end inside sales playbook, from prospecting to sales pitch and demo.
Hire, train and continue developing the team of SDRs and AEs across San Francisco and Barcelona.
Collect customer feedback during the sales process and through win/loss survey to understand opportunities to improve the Product, Value Proposition and the Sales Playbook.
Track pipeline, prioritize team engagement and build a repeatable sales machine.
Here’s the kind of person they’re after:
Bias towards action, a player-coach who can set up processes and train salespeople, but doesn’t mind rolling up the sleeves to prospect and sell directly when required.
Strong Solutions Selling background and experience selling SaaS platforms to mid-market companies.
Strong business management skills with the ability to define and use metrics to drive business.
Experience developing a sales process from scratch and defining and executing a land-and-expand strategy.
Experience managing Sales Development Representatives and Account Executives.
Experience working with Marketing on Account-Based strategy, defining ICPs, prioritizing accounts and working with marketing to define lead nurturing strategies.
10+ years of experience in sales with a minimum of 5 years experience in a management role.
Bachelor’s Degree required, MBA or other advanced degree preferred.
A sense of humor and humbleness.
We want to hear from you TODAY if this. Click apply or email firstname.lastname@example.org
Posted on March 19, 2020