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VP, Sales

Pleasanton, CA, USA | Ellie Mae

  • Industry:
    Computer Software / Computer Games
  • Position Type:
  • Functions:
    General Management
  • Experience:
    12-15 years
Job Description:
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Ellie Mae is the leading cloud-based platform provider for the mortgage finance industry. Ellie Mae’s technology solutions enable lenders to originate more loans, reduce origination costs, and reduce the time to close, all while ensuring the highest levels of compliance, quality and efficiency. Visit ‪ EllieMae.com to learn more.


The Vice President of Sales reports directly to the Senior Vice President of Sales and Client Management and will lead a broad team of sales professionals to achieve new revenue objectives for Ellie Mae.The Vice President will implement and manage sophisticated sales processes to enable Ellie Mae to continue to acquire new customers and increase our revenue footprint across our customer base.This executive will manage, train, motivate and monitor performance across his/her organization, including sales leaders and individual contributors across multiple geographies, customer segments, and product sets.  


Summary of Responsibilities

Achieve or exceed team revenue bookings goals across Ellie Mae’s SaaS solution set, including both new customer acquisition and cross-selling solutions into our current customer base.

Train, coach, motivate and grow the account executive, solution executive and insides sales teams

Help design and implement sophisticated customer engagement and sales processes to maximize sales effectiveness across the organization

Coach and continue to develop the sales team on Territory Management skills

Coach and continue to develop the sales leadership team to drive productivity and effectiveness within their individual teams and territories

Establish metrics and reporting methodology to ensure sales team follows up appropriately on all leads

Work with Marketing to develop and execute appropriate campaigns to drive interest with both new prospects and existing customers

Partner with Product to ensure the voice of the customer is front and center as we evaluate new features and offerings for our customers.

Consistently monitor and refine business processes and metrics

Enforce consistent and effective use of the CRM system

Remove roadblocks for sales professionals should they occur

Travel to tradeshows and customer accounts

Basic Skills and Qualifications

BA/BS/MBA required or equivalent work experience

12+ years of increasing sales leadership experience & responsibility

Can demonstrate successful experience in managing both direct sellers as well as managers of direct sellers in a fast-paced new business sales environment

SaaS solution sales experience required

Deep mortgage industry expertise preferred

Must have strong C-Level presence and executive credibility

Strong experience selling against competitive pressure – both features and pricing

Experience managing teams that have consistently achieved quota

Strong track record of recruiting, hiring, training and motivating a sales staff

Proven prospecting, presentation and negotiation skills

Demonstrated success coaching account executives to improve selling skills using a proven sales methodology

Knowledge and experience using CRM packages, preferably Salesforce.com

Demonstrated leadership skills

Outstanding interpersonal and organizational skills

Superior client relationship skills and ability to focus on multiple client needs simultaneously

Key Attributes

Ellie Mae is seeking a world-class leader with a proven track record of successful outcomes in all aspects of professional sales

Hungry, passionate, strategic, super self-assured, highest integrity

High intellectual horsepower

Has been on the inside of high growth organizations

Customer and market centric - “craves” customer and market input and interaction

Extreme resonance with core value of empowerment/self-determination

Thoughtful about leadership and the psychology of business, very in touch with humanity and heroism, gets more out of his/her people than he/she ever should

Empowers rather than mandates but is not deferential nor afraid to communicate in a pointed way

Has dealt with rapid growth, dynamic business, lots of reinvention/change, can roll with fluidity and trial and error

Exceptional negotiator with excellent ability to work hand in hand with senior attorneys

Is a senior leader, able to engage and influence C-Level executives


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