Job Description

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