Website:
hudsontalent.com
Job details:
Job Description - Director, Sales
We are seeking a high energy and driven Director of Sales - Higher Education to drive sales to new logos and cross sell into our existing customer base, with a portfolio of Integrity and Assessment and Certification SaaS solutions and services for the Western Region of North America.
The Director of Sales will be responsible for driving revenue growth across the business and meeting sales targets set by the Regional Vice President and the central leadership team. This person will directly impact the growth and profitability of the organization.This role will work closely with all departments of the organization to develop sales and marketing strategies, and will report directly to the Regional Vice President of Western North America Higher Education. The Sales Director will serve on the senior leadership team and work with peers to establish the strategy and direction of the organization, and lead the Sales team to coach and guide them to execute against company strategy.
Responsibilities:
Strategy, Vision, and Leadership
- Work with the RVP, CRO and other Executive leadership to strategize new sales opportunities and risks for the organization, including identification of competitive solutions, opportunities for new markets and/or features, and assessment of marketplace challenges to the business success.
- Focus on new sales strategies, innovation, market penetration, and pipeline development to achieve our ambitious revenue and growth goals.
- Communicate the company’s sales strategy to Higher Education C level stakeholders, senior management, and staff as needed.
- Lead, inspire, manage and mentor the Account Executive (new sales) team members to develop a strong pipeline, supported by Sales Development (SDR) team members reporting to you, to achieve the year ́s ambitious sales goals, grow our market penetration and create pipeline for the outlying year(s).
Operational Management:
- Establish KPIs to measure effectiveness of the team providing visibility and understanding of sales pipeline, pipeline conversion rates, needs assessment, sales process and stakeholder CRM documentation, etc.
- Collaborate with RVP to develop, track, and control annual operating budgets to include travel and labor costs.
- Supervise recruitment, training, retention, and organization of all New Sales Account Executives in compliance with the company hiring process, personnel policies, and budget requirements
- Team with the heads of Customer Success (retention) and Customer Onboarding (tech implementation and training) to refine the process to transition customers from contract stage to shorten the time to value realization by achieving implementation and training timeline goals and generate cross-sell opportunities.
- Work with the Product team to identify customer pain points and requested features, and ensure product knowledge transfer between Product, Product Marketing and Sales teams.
- Collaborate with the Legal team execute contracts between the organization and the customer
- Partner with the Field Marketing team to create and drive marketing specific campaigns and events to generate high quality sales leads.
Tactical:
- Own and manage sales targets; develop and execute strategies to exceed annual sales targets.
- Analyze sales metrics and CRM database to run forecasts on team performance and manage up to keep leadership updated.
- Analyze market potential to drive new business and cross-sell opportunities.
- Remove obstacles for the Sales team to ensure contracts close in a timely manner.
- Maximize sales teams’ effort through coaching, training, and managing each stage of the sales process.
- Provide onsite and virtual support to sales’ efforts to accelerate conversion and close rates.
- Represent Turnitin at conferences/trade shows and intra university events to present our portfolio and roadmap value proposition,earn trust and create additional sales opportunities.
- Travel when needed to meet key prospect and client stakeholders to help close contracts and accelerate closure rates.
Qualifications:
- Must be an Indian Citizen
- 7 to 10+ years successfully managing a sales team of 8 or more account executives with proven history or team quota achievement.
- Management experience in leading SDRs is a plus.
- Sales experience in educational technology and preferable assessment cloud solutions in higher education.
- Positive attitude and influencer story teller (internally to the team and to customers/prospects).
- Exceptional interpersonal skills, including superb written and oral communication skills.
- Ability to drive sales excellence and able to be a customer and product advocate within the organization.
- Experience partnering with Marketing team members (branding and field) to strategize campaigns, events and other efforts to achieve our ambitious growth goals.
- Experience partnering with the Support and Training teams to achieve customer success
- Experience using CRMs, preferably Salesforce
- Experience promoting a win-win relationship with the retention and expansion sales team colleagues.
- MBA is an advantage
Global Benefits:
- Remote First Culture
- Health Care Coverage*
- Education Reimbursement*
- Competitive Paid Time Off
- 4 Self-Care Days per year
- National Holidays*
- 2 Founder Days + Juneteenth Observed
- Paid Volunteer Time*
- Charitable contribution match*
- Monthly Wellness or Home Office Reimbursement/*
- Access to Modern Health (mental health platform)
- Parental Leave*
- Retirement Plan with match/contribution*
*varies by country*
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