Director, Strategic Enterprise Sales (West)
Remote, USA | PagerDuty
Job Description:63 people have viewed this job
You are the leader that sales representatives will follow despite all odds. You are motivating, highly disciplined, don’t need anyone else to run your numbers and reports, can maintain the respect of the reps working for you while driving them to continually higher standards.
You have been there, done that. You’ve been an incredibly successful sales representative in an enterprise field sales role. You know your stuff inside and out, from using tools like Salesforce.com, to training others in best practice sales processes and methods.
You understand what it means to work in a SaaS environment, on a month-to-month basis, constantly challenged to meet targets.
You also understand what it means to manage a team of sales reps, in a very hands-on way. You enjoy being elbow-to-elbow on a deal, and guiding their focus or developing their skills. You are a true leader and demand a lot from your team. You employ discipline, attention to detail, drive, and ensure people show up with their “A” game. You are a team player and wouldn’t ask anything of your team that you wouldn’t expect of yourself.
You are not your typical sales leader. Your customers matter just as much as your numbers. You have an intense curiosity and need to please and support the customer. This helps inform your approach to sales, knowing when to push a deal through and knowing how to be consultative. You know how to do this with both the customer and the other internal organizations at PagerDuty, who support the same goals.
You believe in utilizing great technologies to run a tight, efficient sales process.
Finally you aren’t afraid of a technical product and a technical customer. You have hands-on experience selling technical products and are someone who jumps right in, prioritizes product knowledge and will do anything you can to know this product and the customer, inside out.
How You Impact Our Vision
Manage and lead a team of up to 6-8 field sales representatives in cities with geographic relevance to the region
Create a culture of performance, efficiency and focus within our sales organization, by outlining and sticking to best practices and processes that work effectively to get the most out of our enterprise sales team
Enable and ensure strong and disciplined approach to outside sales at the Enterprise level; driving adherence to the sales process, usage and utilization of tools and technology, developing best in class capabilities around the entire lead to close process
Support and coach reps daily in lead qualification, deal management and closing activities
Deliver timely and accurate pipeline information and forecast to Sales Executive and the Management team; providing detailed analysis of sales effectiveness and proactively owning solutions and improvements to efficient and effective sales
Partner closely with marketing to ensure the most effective demand generation programs, playbooks, sales enablement are all in effect to drive sales performance
Build out and take ownership of all tools and technologies to support sales effectiveness working closely with our Business Systems and Sales Operations teams around Salesforce.com and other tooling
Be a leader of “A” players; hire, enable, coach, train and trim your team so they are a high performing machine, who LOVE coming to work, LOVE our customers and know what it means to win
Be a customer advocate. While the numbers are always important, you have to know what it means to put our customer first and ensure their success. Our commitment and vision as a company is that our customers come first, and being a sales leader who can role model that commitment is critical to us
10 years in sales, with ideally a minimum 5 years as a Field Sales Representative
5 years as a Sales Leader of Field Representatives
Extensive experience selling SaaS solutions into large, mid-market and enterprise customers
Demonstrated success in meeting and exceeding quotas, building teams and building incredibly successful sales professionals
Demonstrated success in traditional enterprise, long cycle sales processes
Expert in building process-oriented sales workflows, tools and productivity models
Strong, or an expert in Salesforce.com; you can build and run your own dashboards, reports, use extensive filters and custom objects (if you need to) in order to get complete transparency to your business and rep activity
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