About this job
We are seeking an ambitious and results-oriented Director of Sales to join our Retail Merchandising Analytics team. In this individual contributor role, you will drive new revenue growth, expand existing client relationships, and position our innovative Retail Merchandising Analytics solutions as essential tools for the modern retailer.
You will combine the drive of a hunter with the discipline of a farmer—acquiring new logos, growing established accounts, and closing complex deals with strategic precision. Working in close partnership with Product Area Experts and the Customer Success team, you will ensure that prospects and clients realize maximum value from our offerings.
You will also serve as the voice of the customer, bringing market feedback and emerging needs back to our product management and operational teams to fuel future innovation.
Responsibilities:
Pipeline Management
- Build and manage a robust sales pipeline through disciplined opportunity management, rigorous pipeline hygiene, and consistent rhythm and pace.
- Deliver accurate and timely sales forecasts, ensuring a strong pipeline-to-quota coverage at all times.
Client Acquisition
- Proactively identify and acquire new clients to expand the book of business through targeted prospecting, lead generation, and consultative engagement.
- Execute land-and-expand strategies, starting with pilot engagements and growing into broader solution deployments.
Account Management and Expansion
- Cultivate deep relationships with existing clients, identifying upsell and cross-sell opportunities that align with client business goals.
- Act as a trusted advisor to client stakeholders, understanding their challenges and positioning our Retail Analytics solutions as strategic assets.
Consultative Selling and Solution Development
- Use a consultative sales approach to uncover client needs, define problem statements, and partner Product Area Experts to elevate the business.
- Scope, position, and close deals that deliver measurable business impact for clients.
Sales Presentations and Demonstrations
- Prepare and deliver compelling, customized sales presentations that clearly articulate the business value and differentiation of our solutions.
- Carry out effective product demonstrations in partnership with Product Area Experts and Sales engineers.
Negotiation and Deal Closure
- Lead high-stakes negotiations, structuring complex deals that satisfy client needs while driving profitable growth.
- Close business with a disciplined, strategic approach to contract and commercial terms.
Market Research and Competitive Intelligence
- Conduct continuous research on industry trends, competitor activities, and emerging technologies.
- Leverage insights to refine sales strategies and position our Retail Analytics solutions competitively.
Cross-Functional Collaboration
- Partner closely with Product Area Experts and Customer Success managers throughout the sales cycle to deliver tailored solutions and ensure long-term client success.
- Provide structured, actionable feedback to Product, Marketing, and Delivery teams to inform roadmaps and go-to-market strategies.
Training and Mentoring
- Provide guidance, mentorship, and sales best practices to junior team members, contributing to the development of a high-performing sales culture.