VP of Sales - B2B SaaS
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Posted over 2 years ago
Time zones: EST (UTC -5), CST (UTC -6), MST (UTC -7)
This position is only open to applicants who reside in and are eligible to work in the US.
Localize is looking for a VP of Sales to join our fast-growing US-based remote team. Our company has proven product-market fit, a team of Account Executives, and is now looking to bring on an experienced sales leader to fuel and accelerate growth. This opportunity is perfect for a polished sales management professional who has proven experience leading, coaching, and scaling a sales team in a high-growth B2B SaaS startup environment.
As the company’s first VP of Sales, you'll be given direct responsibility over a growing team of Account Executives. You'll take ownership over the sales team’s performance and accelerate your team's success and efficiency through group and individual coaching, frequent/real-time feedback, opportunity strategy development & critique, and account planning. As VP of Sales, you'll have the opportunity to hire, train, and build out an A+ sales team. You'll leverage the foundational processes currently in place -- including a comprehensive sales playbook, CRM automations, sales strategies, and collateral -- to optimize, iterate, and manage a high performing, high growth, and scalable sales operation.
General Responsibilities:
- Manage the existing sales team and actively hire qualified team members
- Accurately forecast on a weekly and monthly basis to help sellers meet and exceed quota
- Work closely with senior management; translate plans and directives from senior management into clear activities
- Understand the hierarchy and culture of customer and prospect organizations and identify the decision makers and influencers
- Understand and act in accordance with economic drivers, including internal and external business dynamics
- Utilize cross-functional information and collaboration to build a business case in a complex environment
- Serve as a role model of company culture, embrace our values and ethics
Coaching:
- Coach your team to develop customer management skills like moving stalled deals forward, positioning solutions to customers, and qualifying deals
- Motivate and train the sales force to develop the skills to independently drive and lead sales processes
- Coach, develop and mentor your team of reps to become top achievers and future leaders
- Coach and mentor the team regularly through frequent 1:1 sessions. Follow-up on development discussions through regular reviews and provide feedback
- Tailor the coaching approaches to the team members by identifying individual development areas, and targeting the precise development needs
- Conduct group coaching sessions to encourage team work and collective learning
Judgement Facilitation:
- Actively support the team to proactively build and manage a pipeline of new opportunities
- Help develop and mature the sales department processes, doubling down on tactics that have proven to be successful and iterating where opportunities for improvement are identified
- Help sellers develop strong commercial, technical and business acumen to drive well-informed decisions in a timely manner, even when data is limited
- Proactively anticipate deal-level challenges and roadblocks that can obstruct a new sale, using past experience, customer feedback and peer perspectives
- Empower sellers to align their preferred sales approach with organizational processes to improve pipeline conversions and close rates
- Encourage smarter team decisions by holding sellers in the team accountable to a common business objective
Sales Innovation:
- Assess market trends, diagnose root-cause of commercial challenges and identify potential risks for sales processes
- Conduct a deep dive analysis on the issues affecting seller performance and create actionable plans for operational improvement
- Brainstorm with the team to explore new approaches and ideas to position our sales offers
- Apply creative and lateral thinking to innovate on and find solutions for deal problems
- Share improvement ideas and best practices of resolving deal obstacles with the team
- Establish key relationships with other teams as well as with external stakeholders to leverage selling opportunities
- Encourage team and cross-department collaboration and liaise with peers to drive opportunities forward leveraging team members outside of your immediate team
Experience and Qualifications:
- Education: BS in Sales Management or business-related field
- 3-5 years of sales management experience in an enterprise B2B SaaS sales capacity
- At least 2 consecutive years of remote work experience (mandatory)
- Excellent coaching and leadership skills including people development, objective setting and evaluation
- Likes to identify gaps and potential obstacles and has a passion for problem solving through collaboration
- Employs creative techniques to motivate the team to produce new approaches and ideas to overcome obstacles in the sales process
- Encourages an inclusive, collaborative and interactive team environment
- Communicates effectively with the ability to network and influence various stakeholders and manage team conflict
- Knows how to empower the sales team to judge situations and use their preferred approach for pursuing a deal
- Uses comprehensive information and others’ input wherever essential for sound decision-making
- Ability to connect the sellers with the right people across the organization for opportunities and their development needs
- Strong negotiating skills and closing techniques.