Director, Commercial Sales (US - West, Phoenix preferred)

About the Role: 

Reporting to the VP of Sales, the Director of Commercial Sales will be responsible for building and growing our commercial sales team. You will also be responsible for setting standards, KPIs, selling strategies, and dashboards to measure overall outcomes. In addition to hiring and growing the sales team, your efforts will depend upon understanding the voice of the customer, aligning our solution value proposition, training the sales team and knowing when/how to leverage product experts to close a deal. You will embrace this fast moving industry by working with your sales team to position us for ongoing success. 

You Will: 

• Enhance the existing go-to market plan for our software solution, by building on the voice of our customer, understanding our technology and process solutions, understanding how the market competitively sells, and working alongside our experts to create a position of strength
• Set and achieve revenue targets according to the Company’s goals, sales conversion metrics, and monthly, quarterly, or annual sales goals
• Organize and orchestrate internal resources to obtain sales objectives
• Develop and continually optimize sales and channel profitability, partner recruitment, assessment, channel growth, technologies, and programs that quantifiably drive pipeline and new logo growth
• Maintain and provide accurate pipeline tracking within the department’s sales processes, including up-to-date data entry of leads and prospects, maximizing performance of channel partner campaigns, and leading strategic quarterly business reviews (QBRs)
• Work closely with the marketing team to develop meaningful sales content, sales tools and reports to that provide necessary information to key buyers including the CFO or financial leaders in the organization
• Define and implement onboarding programs to efficiently onboard and reduce partner ramp time to productivity
• Meet and exceed established sales targets, including calls per day, meetings per month, and closing proposals and revenue targets
• Manage the department’s budget for planned travel, key customer meetings, etc.
• Recruit, motivate, and evaluate professional and aggressive sales and channel staff
• Coach and mentor sales managers and professionals
• Participate in any/all training and educational activities necessary to fulfill at least the minimum requirements specified in the department’s goals

You Have: 

• 5 years of sales experience, preferably in business to business (B2B)
• 3 years of experience building and managing scalable direct, indirect, and channel sales teams OR leading teams who were required to deploy solution selling methodologies
• Experience managing and/or architecting GTM strategies based upon the voice of the customer and industry competitive intelligence
• Demonstrates natural curiosity
• Has worked in an environment, where the sales process included partners, implementation and subject matter experts that were part of the deal team
• Experience architecting and implementing effective sales compensation models
• Metrics driven and prior experience with dashboard metric supervision and development
• Possess strong analytical skills with a growth mindset
• Possess the desire to make a profound impact on the company’s growth trajectory
• Ability to act strategically with demonstrated ability to influence the performance of an overall sales organization
• Ability to make decisions, follow-through, and measure outcomes

U.S. base salary range for this role is $150,000, not including bonus and/or commission. Our salary ranges are determined by role, level, and location. As a remote-first company, we strive to consider each candidate's job-related skills, location, experience, relevant education or training to determine individual base salary. Your talent partner will share more about the specific salary range for your preferred location during the hiring process.