Director, Sales

Job Description:
Role Summary
The Enterprise Sales Director is an influential sales leader overseeing a team of Enterprise focused sales representatives and is responsible for identifying, securing, servicing and strategizing key Enterprise business partnerships in the assigned region. This is an essential role in building, professionally developing, inspiring, and coaching the team; ensuring they reach their full selling potential, while expediting the expansion of the sales territories and Enterprise deal pipeline. This is an excellent opportunity to sell into the Human Resources industry and influence workplace cultures around the world; based on employee appreciation, connectedness, and gratitude.
Key Responsibilities

• Leads all sales efforts in assigned East U.S. territories by forging relationships with key decision makers and assisting the team in creating long lasting partnerships in existing and new areas of business
• Lead Enterprise sales team management and fulfilling all reporting requirements
• Develop strategic and tactical plans delivered through a world class sales organization that continues to drive higher revenue, productivity and margin performance in line with Enterprise objectives
• Hire, manage, and continuously professionally develop a world-class Enterprise East sales team to achieve success and meet overall goals
• Effectively collaborate with cross-functional internal teams to drive sales success, strong communication, and true partnerships
• Establish and track progress against agreed upon targets/KPIs, continuously reporting out on opportunities, trends, and planning ahead
• Leverages the Challenger Sales Methodology to drive sales execution and deal progression
• Deliver results and forecasts against targets
• Acquires, retains, motivates and rewards an exceptional sales team to exceed business goals
• As a key member of Workhuman's sales leadership team, work closely with sales leaders in defining the business strategic direction and planning activities
• Help maintain and enhance a sales culture of innovation, determination, imagination and respect by driving affiliated behaviors in every interaction with the East sales team
• Maintain a thorough understanding of the HR industry trends, technology, competitive landscape, and various HR personas related to CHRO's/VP's, Total Rewards and Talent.

Role Requirements

• A proven leader in the HR industry space with the capability to instil excellence at all levels
• Entrepreneurial, consultative, progressive thinker
• Positive attitude with passion for helping others and driving accountability
• 3+ years of having led outside field sales teams
• Ability to recruit, lead, motivate, engage, and continuously assess high performance sales teams
• 10+ years of experience in enterprise software SaaS sales
• Passion for coaching, building, inspiring, and effectively managing sales teams
• Ability to drive consistent growth within a set region and territory year over year
• Proven sales expertise and solid, high level relationships at key accounts
• Proven executive-level leadership skills in complex deal strategy, development, financial structuring, contract negotiations and closing with new clients
• Demonstrated interpersonal skills, oral and written communication skills; ability to earn the right to be the room
• Ability to travel to on-site prospect meetings and team offsites when needed within the East U.S. territories
• Bachelor's degree preferred

Knowledge/Experience (Technical or professional information needed to perform role)

• 3+ years of having led outside field sales teams
• Ability to recruit, lead, motivate, engage, and continuously assess high performance sales teams
• 10+ years of experience in enterprise software SaaS sales

Skills/Competencies

• Key competencies to consider (aligned with evaluation matrices) may be: Problem solving capability needed; Relationship building, judgement, strategic thinking.
• Experience with various sales methodologies / Challenger preferred
• Problem solving skills
• Professional presentation skills
• Excellent Relationship building skills with multiple levels inside an organization
• Strategic thinking
• Excellent listening skills
• Excellent communication skills - verbal and written
• Contract negotiation experience
• Familiar with CRM systems, preferably SFDC

Qualifications

• 3+ years of having led outside field sales teams
• Ability to recruit, lead, motivate, engage, and continuously assess high performance sales teams
• 10+ years of experience in enterprise software SaaS sales
• Proven sales expertise and solid, high level relationships at key accounts
• Proven executive-level leadership skills in complex deal strategy, development, financial structuring, contract negotiations and closing with new clients

The Company:
At Workhuman® our mission is to bring more humanity to the workplace. We recognise and embrace individuals' differences and believe that workforce diversity and inclusion are essential to our long-term growth and success. Even if you don't think you "check every single box" above, please still consider applying. We're looking for a human who is collaborative, and innovative with a growth mindset. We love what we do because we're shaping the future of work through our people and our technology. Our human cloud-based applications are helping some of the world's leading global brands connect culture to shared purpose. The Workhuman Cloud empowers employees to thank, talk and celebrate each other, creating an environment that sparks gratitude and human connection while increasing employee engagement and productivity.
Did you know we have an award-winning culture across EMEA and North America:

• We were named as #5 Best Workplace in the Great Place to Work Awards in Ireland in 2022 in the large sized workplace category. We were also recognised as a Best Workplace for Women and a Best Workplace in Technology in 2020, 2021 and 2022.
• In 2021 we were named as #2 Best Workplace in Europe in the medium sized workplace category.
• We were also recognised as #2 Best Large Places to Work in Boston by Built In for 2023 as well as a Best Place to Work in Boston, U.S. Best Large Places to Work and U.S. Best Places to Work.
• There are currently over 7.5 million users on the Workhuman® cloud across 180 countries.
• Our core values are Respect, Determination, Innovation and Imagination.

Workhuman is an Equal Opportunity Employer and is committed to the principle of equal employment opportunity for all employees. We proudly provide a work environment free of discrimination and harassment. Employment decisions at Workhuman are based on solely on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social, or ethnic origin, sex (including pregnancy), age, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, or any other status protected by the laws or regulations in the locations where we operate. Workhuman believes that diversity and inclusion among our teammates is critical to our success as a global company, and we seek to recruit, develop and retain the most talented people from a diverse candidate pool.