About the Company
The Company is a global leader in SaaS Product Information Management (PIM) solutions, helping enterprise businesses optimize their product data for digital commerce success. We are trusted by 600+ customers worldwide, including some of the biggest global brands - Carhartt, New Balance, Pandora, Yamaha, and Michelin among many others. We enable these brands to deliver enhanced customer experiences, increase revenue, and streamline their go-to-market strategies.
About the Role
We are seeking a highly motivated sales executive to lead our North American sales region, driving growth from new and existing clients with a focus on large enterprise customers.
You will draw on your strong experience building and growing high-performing SaaS sales teams. You will lead by example, have a growth mindset, and experience with a “land and expand” strategy.
As part of the global sales leadership team, this role will set the sales strategy and be accountable for growing the business in North America. Reporting to the CRO, you will collaborate closely with Sales Engineering, Alliances and Partners, Marketing, Customer Success as well as other key stakeholders to achieve the company’s business and sales objectives.
This is a remote role based in Eastern or Central time zones; travel is required.
Key Responsibilities
- Execute the Company's growth strategy to accelerate new customer sales growth, as well as increased revenue from customers in Enterprise and Mid-Market segments
- Design an overall operational model for NA Sales that allows the Company to efficiently execute against its opportunity
Evolve or establish new structures, roles, and sales processes focused on closing deals in the company’s two ICPs
Establish critical metrics and foundational processes
Partner with the Company's CFO to ensure Sales Operations and data foundation is built appropriately to support Sales
Provide proper visibility to near- and mid-term forecasts
- Lead effective go-to-market execution and a scalable sales engine that is KPI-driven, has a deal-by-deal “drumbeat,” and achieves increased sales rep productivity
Improve sales effectiveness across all key funnel metrics, including SQL to opportunity conversion and win rates (from ~10% to >25%)
Improve the Account Management function to drive growth in existing customer base using a “land and expand” strategy with the Enterprise segment, driving up net retention from 106% to >110%.
- Bring new product ideas and feedback from prospective customers to inform the product roadmap to increase win rate and customer retention
- Lead and grow a high performing, accountable, and collaborative team
Promote accountability and a culture of candor, transparency, integrity, and trust
Demonstrate a high-level of urgency and instill the same in others
Serve as a role model with a willingness to roll-up your sleeves, get your hands dirty, and build a scrappy culture
Demonstrate a high level of EQ to deftly navigate organizational dynamics
Foster collaboration across direct reports and other teams
- Motivate the NA Sales team by clarifying and communicating the Company's strategy
Qualifications
Minimum 3 years as a sales leader at the Director level or above, including 5+ years experience with enterprise solution selling and 7+ years of direct sales experience
Excellent track record selling SaaS solutions at the c-suite level to marketers or adjacent markets, in particular, selling mar-tech and ecommerce solutions
Excellent sales leadership skills with the ability to inspire and motivate a high performing team, improve sales effectiveness, and scale the team over time
Demonstrated track record of assessing market dynamics, identifying and prioritizing growth opportunities or risks, developing effective strategies, and partnering cross-functionally in a manner that consistently resulted in achieving growth targets
Demonstrated ability to support team and company in key business issues and business processes in your customer base
Domain expertise in manufacturing or retail space
Exceptional written and verbal communications at an executive level
Ability to travel as needed to achieve sales and business objectives
Experience with and able to build and teach through established sales methodologies e.g CHAMP, Bant, and Medic
University degree required
Additional Information
Benefits: All full-time US employees are eligible to participate in the Company's comprehensive benefit package which include medical, dental, vision, 401K, STD, and LTD.