As the VP of Sales, you will be expected to:
- Build and grow the sales team and train new hires
- Codify the sales playbook, including setting meetings, executing discovery calls, delivering product presentations, handling objections, and converting prospects to successful customers
- Implement a process to test, learn, and iterate on components of the sales playbook ensure optimization
- Establish an annual sales plan defining sales hiring goals, KPIs, and the corresponding monthly revenue output
- Develop an accurate monthly forecast for the company
- Assess sales metrics and translate insight into improvements
- Provide on-going coaching to salespeople
- Work with functional leaders from marketing, customer success, product, and finance to properly align sales execution with the broader company goals
Key Responsibility: Own recruiting & retention of sales reps:
- Build and maintain a best-in-class sales team by recruiting, training, motivating and developing the right talent
- Design compensation and incentive programs that engage and motivate the sales team while driving continual improvements in productivity
Key Responsibility: Develop sales strategy, systems, training and processes:
- Develop and implement the sales strategy to exceed revenue targets for our product, including the go-to-market plan and sales process from lead gen to upsell/retention
- Cultivate and develop a winning culture through performance expectations, driving the right behavior to develop a pipeline, direction, transparency, and proactive communication
- Serve as the executive point person for sales such as improving sales discipline, institutionalizing use of best practice sales methodologies and executing against growth forecasts
- Oversee the responsibilities and key initiatives of our sales management team
- Create, improve and audit sales processes and support resources through training programs and management coaching
Key responsibility: Drive sales productivity and effectiveness:
- Establish strategies for improving sales rep performance, both in volume (# of deals) and quality (size and value of deals)
- Oversee the management of daily and weekly AE activities, pipeline analysis, and forecasting efforts to ensure predictable top-line growth trajectory in line with company goals
- Assist with complex sales negotiations, craft sales positioning and presentation approach, assist with proposals and POCs, and help drive the pipeline for high-profile strategic accounts
- Develop and generate reporting to track all key sales metrics for the organization in conjunction with Heads of Finance and Sales Ops
- Work closely with finance and operations teams to develop key operating assumptions & growth plans for the business
- Collaborate with Marketing Demand Generation team to build strategic data sets for lead gen optimization and sales planning purposes