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Director of Sales

2 months ago

Austin, Texas, United States Stamps Full time


About us

At Auctane, we are united by a passion to help sellers - wherever they are, however they operate - fulfill the promises they make to consumers. The Auctane mission is to fuel commerce through exceptional delivery. We make it possible for businesses to meet the ever rising expectations of their customers, and we make the world smaller and more accessible to consumers everywhere. Auctane brands enable hundreds of thousands of merchants to annually deliver billions of products - over $200 billion worth - to customers around the globe. And Auctane is just getting started.

Auctane is a team of shipping and software experts with a passion for helping merchants move their ideas, dreams and innovations around the globe. The Auctane family includes ShipStation, ShipWorks, ShipEngine, ShippingEasy, Stamps, Endicia, Metapack, Shipsi, GlobalPost, and Packlink. Our partners include Amazon, UPS, USPS, eBay, BigCommerce, Shopify, WooCommerce, and Walmart.

Our values

About the role

As a Director of Trial Sales, you will drive revenue for the company by leading and developing of a team of inside sales professionals to ensure successful quota attainment, relationship development, and the delivery of superior product knowledge.

About the Team

The Inside Sales team is responsible for selling parcel delivery services through our leading technologies for mid-volume prospects.

What will you be doing?

  • Develop & Implement sales strategy, process and methodology for current and future year growth
    • Implement MEDDPICCC or similar as forecast methodology
    • Drive continuous improvement through deep understanding of the sales funnel and understanding where go-to-market and product headwinds and tailwinds exist
  • Meet or exceed annual revenue quotas.
    • Track and deliver accurate forecasting on a weekly, quarterly, and annual basis.
    • Manage day to day operational needs of assigned Inside Sales team.
    • Maintain expert level knowledge of the value and business application of the company's product line.
  • Manage and maintain a high performing team inside sales professionals.
    • Build and maintain a positive culture that inspires a sense of urgency, continuous learning, and a strong sense of individual and team accountability.
    • Provide weekly 1:1 training to assigned inside sales team members and build coaching plans focused on quota attainment, relationship development, and the delivery of great sales cycles for our prospects
    • Analyze team activity to identify opportunities for improvement.
    • Develop and deliver sales training to increase selling skills and product knowledge.
    • Create and maintain training materials based on sales industry best practices.
    • Recruit top level inside sales professionals and build a bench of qualified candidates.
  • Build and maintain internal and external relationships.
    • Develop cross functional relationships and drive sales needs within other departments.
    • Manage Sales team relationships and strategy with key channel partners such as the USPS.
  • Automate manual processes.
  • Perform other related duties as requested.

What are we looking for?

  • Bachelor's degree preferred.
  • Three to Six (3-6) years of front-line sales leadership experience required.
  • 6+ years of B2B, SaaS sales experience
  • Experience working in small parcel transportation desired.
  • Results-driven with experience influencing people across functions and managing teams within a large organization.
  • Excellent written & verbal communication and presentation skills
  • Demonstrated ability to handle multiple tasks and assignments simultaneously
  • Strong leadership, conflict management, and composure
  • Proven ability to collect and analyze call analytics and recommend solutions based on identified trends
  • Planning & organization, self-starting, self motivating
  • Strong interpersonal and leadership skills; self-motivated and capable of motivating others; ability to deliver results under pressure and tight deadlines.
  • Creativity and delivering actionable results; ability to succeed in a collaborative, fast-paced environment.

What will make you stand out?

  • Experience running multi-product solution sales cycles
  • Experience co-selling with a Solutions Engineer or Architect
  • Experience working in eCommerce or Logistics

The tech

  • Microsoft Office
  • G-suite
  • Gong

What do we offer?

  • Discount on your personal shipment orders via and GlobalPost.
  • Charitable donation matching We are happy to support your initiatives by duplicating the amount donated.
  • Volunteer day. You can take 1 day off per year in order to participate in volunteering activities We will love to see some pictures in our slack
  • Referral Fee We need your support in hiring top-class talent We offer a referral bonus of 500-5K, depending on the complexity of the role and the hiring process.
  • Great work-life balance. We offer a flexible work schedule and will do our best to adapt to your situation. Working in a fast-paced environment can be intense, but that doesn't mean you shouldn't enjoy your free time
  • An inclusive and upbeat work environment Leave your suit behind... business casual, jeans accepted kind of place More importantly, our company culture promotes diversity and inclusion. The personality and opinions of each of our team members are important and valid, and we aim to offer all employees a safe environment where they can be themselves and thrive.
  • A cross-cultural atmosphere We are a truly international team of over 20 nationalities that speak at least 10 languages. Our company language is English and all internal communication and company-wide meetings are in English.
  • Company events Work hard, play hard We do our best every day, even at our regular team-building events.
  • Internal and external training, free access to online training platforms such as LinkedIn Learning.
  • We are a hybrid company. All team members at Auctane in Austin come into the office Tuesday-Wed-Thursday.
  • We offer 10 paid days off for U.S. holidays throughout the year
  • Health and Wellness: The well-being of our team is super important to us. Choose from different options that help you focus on your health.
  • Take the reins of your time off with our flexible PTO policy - because work-life balance should always be in your hands
  • Attractive office space in the heart of central Austin, Texas (free drinks, snacks...)
  • Indulge in weekly catered lunches at our office - a delicious perk to fuel your work.
  • Free garage parking directly across from the office building.
  • Fitness center in the office with Tonal Mirrors, Peletons, free weights, etc.
  • We offer a gym discount program to help you stay fit and healthy
  • Find your zen right at the heart of our Austin office with weekly onsite yoga sessions - because balance is key to our vibrant workplace culture
  • 401k employer matching program - because your future deserves a friendly boost
  • We offer education reimbursement to all employees, ensuring that you can pursue your educational goals while excelling in your career with us. Invest in your future and let us support your growth every step of the way.
  • We've got your furry friend covered with pet insurance discounts.
  • Have a helpful legal sidekick right in your back pocket with our free access to Rocket Lawyer.
  • Get ready for hassle-free healthcare from the comfort of your couch - we offer free Telehealth services to keep you feeling your best
  • Treat yourself to relaxation on the regular - enjoy a monthly discount at Massage Envy.
  • Get ready to rock our brand with style - we've got awesome company swag to offer
  • We conduct annual merit reviews to recognize and reward your hard work and achievements.
  • BenefitsHub platform to obtain perks and discounts on auto/home insurance, pet insurance, travel, fitness, etc.
  • Wellness programs with wellness discounts on medical benefit deduction and offers various company wellness activities/webinars and challenges such as Steps challenges and a Health Fair
  • Health savings account employer contribution for HSA medical plan enrollees.

Travel Requirements

  • Less than 10% - estimated at one field trip per quarter.

Additional Position Duties: (The following is a list of what all employees, except those with medical accommodation, may be regularly required to do.)

  • Sit for prolonged periods of time
  • Utilize wrist and hands for a prolonged period of time
  • Walk short distances
  • Stand for short periods
  • Speaking and conversing with others
  • Lift up to 25lbs without assistance up to chest height

Equal Opportunity Employer/Veterans/Disabled

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