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Director, New Business Sales, Mid-Market Accounts

1 month ago

New York, United States NextRoll Full time

RollWorks, the B2B division of NextRoll, Inc., is looking for a passionate sales leader to head up our Mid-Market Accounts Sales team. Reporting to the VP of Revenue, you will have an outsized impact on RollWorks’ growth and will be responsible for driving the success of the RollWorks Mid-Market Sales Team. You have a proven track record in sales leadership, a deep understanding of the Mid-Market and Small Medium Business segments, and the ability to drive team performance to exceed revenue targets. You are critical in shaping our sales strategy, fostering a high-performance culture, and ensuring the successful execution of our go-to-market plans.

You have experience running sales teams focused on acquiring new logos employing the MEDDPICC deal qualification framework and have extensive experience in sales processes like Force Management, Challenger, Sandler, or SPICED.

You are comfortable in a “scaling environment” where change is not only expected but embraced for the opportunities it represents, and have the ability to stay agile without losing sight of key objectives. You will oversee a team of 7 quota carriers focused on B2B companies between 100-499 employees. You will develop and maintain a strong performance culture within our local & distributed workforce. Your responsibilities will include partnering with sales and marketing leadership, building and strengthening the Sales team through coaching and enablement, helping New Business Sales (NBS) Account Executives drive opportunities, owning Executive Buyer relationships within the deals, and ultimately delivering on the team’s performance goals. 

Our work environment is one where ambition thrives, and so will you. We help every employee discover their full potential by giving them opportunities to expand their skill set and develop their career at NextRoll. Do you have all the skills required for this role? That's okay; we're committed to helping our employees learn and grow.

The impact you’ll make:

  • Grow the RollWorks business in the Strategic segment through the acquisition of new B2B customers & expansion of these newly acquired customers. 
  • Consistently achieve (and over-achieve) customer acquisition expectations and Annual SaaS and Media goals. 
  • Hire and lead a team of seven Quota Carriers who will be expected to generate >$5m in SaaS annually and acquire at least seven new logos monthly.
  • Work cross-functionally and collaboratively to build scalable systems, tools, and processes that will enable the team's success.
  • Work as a stakeholder with Product, Partnerships, Operations, and Marketing to provide input into important business decisions that will influence the success of the RollWorks Strategic Sales team. 
  • Provide key insights, reporting, and strategic recommendations to the RollWorks Sales Leadership team
  • Work to maintain a strong performance culture that upholds the values at RollWorks

Key responsibilities:

  • Leadership and Management: Lead, mentor, and manage a team of midmarket sales professionals, fostering a collaborative and high-performance culture aligned with the VP of Revenue’s core pillars. 
  • Sales Strategy: Develop and implement effective sales strategies to achieve and exceed revenue targets for the midmarket segment.
  • Performance Management: Set clear performance expectations around RollWorks NBS key performance indicators and provide regular coaching and feedback.  Conduct performance reviews to ensure team members met and exceeded their goals.
  • Pipeline Development: Oversee developing and managing a robust sales pipeline, ensuring consistent and predictable revenue growth.
  • Cross-functional collaboration: Collaborate with marketing, product, account management, and customer success teams. Align strategies, share insights, drive integrated campaigns, and coach NBS account executives on smooth new business to post-sales business handoff.
  • Reporting and Analysis: Monitor sales metrics, analyze performance data, and report on sales activities and outcomes to senior leadership.
  • Market Insights: Stay informed about industry trends, competitor activities, and market opportunities to inform sales strategies and tactics.
  • Sales Enablement: Ensure the team has the tools, resources, and training to succeed.
  • Hiring and Team Expansion: Identify talent needs, participate in hiring, and onboard new team members to build and strengthen the midmarket sales team.

Skills you’ll bring:

  • Experience: 8+ years of sales experience with a minimum of 3-5 years in a sales leadership role. Experience selling SaaS-based technology with $100K+ deal sizes to Director, VP, and C-level executives. Knowledge of the advertising technology space is a plus.
  • Leadership Skills: Strong leadership and people management skills with the ability to inspire and motivate a team.A high-energy professional with a positive attitude and a deep desire to develop people and grow their careers in a supportive yet accountable work environment
  • Track Record: Demonstrated success in leading midmarket sales teams to achieve and exceed revenue targets.
  • Sales Acumen: Deep understanding of the midmarket segment, MEDDPICC, and the ability to develop and execute effective sales strategies.
  • Communication Skills: Excellent communication and interpersonal skills, with the ability to build relationships with internal and external stakeholders.
  • Analytical Skills: Strong analytical and problem-solving skills, with the ability to use data to inform decisions. Understands how to prioritize initiatives and delegate work effectively, but also comfortable rolling up your sleeves to get things done.

Benefits and perks: 

  • Competitive salary, equity, and fully covered medical
  • One month of paid time off and work/life balance
  • Three months of paid pregnancy disability leave
  • Three months of paid family leave (care for a family member, bond with a new child, etc.)
  • Six weeks of paid disability leave
  • Join a community of fellow Rollers as a member of one of our Employee Resource Groups 
  • Ample opportunities to volunteer with local organizations with NextRoll Gives Back

Additional Information:

Minimum salary of $173,000 to maximum salary of $214,200 + bonus or commission (if applicable) + equity + benefits. On-target earnings are 66.67%% of base and will be paid quarterly based on achievement of sales targets.

The range provided is NextRoll’s reasonable estimate of the base compensation for this role. The actual amount will be based on job-related and non-discriminatory factors such as location, experience, training, skills, and abilities. Consult with your Recruiter during the initial call to determine a more targeted range based on these job-related factors.

About RollWorks:

RollWorks, a division of NextRoll, offers ambitious B2B companies an account-based platform to align their marketing and sales teams and confidently grow revenue. Powered by proprietary data and machine learning, RollWorks’ solutions address the needs of organizations large and small—from those with best-in-class ABM programs to those just beginning their exploration. By empowering teams to identify their target accounts and key buyers, reach those accounts across multiple channels, and measure program effectiveness in their system of record, RollWorks is an indispensable platform for marketers and sellers who believe an account-based approach is just good business. Take the lead and visit www.rollworks.com.

We are committed to building diverse teams of “Rollers” and are proud to be an equal-opportunity employer. All applicants will receive consideration without regard to race, color, ancestry, sex, religion, gender, gender identity or expression, sexual orientation, marital status, national origin, citizenship, genetics, disability, age, veteran status, or other characteristics. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and receive other benefits and privileges of employment. Please notify us to request accommodation.