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.
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
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