Enterprise Sales Director

2 months ago

Santa Barbara, United States Foxen Administration Full time

Who We Are:

Founded in 2018 and headquartered in Columbus, Ohio, Foxen provides innovative insurance compliance solutions and financial services for the mutual benefit of property owners, managers, and residents in multifamily real estate. Foxen is comprised of technologists and developers, insurance and finance professionals, and property management industry veterans. We leverage extensive expertise and collaboration to deliver technology-driven solutions that seamlessly meet the needs of our customers. Foxen’s products revolutionize flawed and antiquated processes, while simultaneously creating property revenue and financial wellness for residents.

Role Overview:

We're seeking an experienced and high-impact Enterprise Sales Director with a proven track record in both direct selling and channel sales environments selling to enterprise level companies. The primary objective of this role is to strategically cultivate and manage strong relationships in Foxen’s markets with particular focus on our ICP: owner/operators, operators (PMCs) and ownership groups in habitational real estate areas such as multifamily, student, and senior living real estate. This individual will significantly contribute to Foxen's rapid ARR & NRR growth in the fast-evolving proptech industry.

What You'll Do:

  • Own the sales process for all buyer constituent groups in your region and account list.
  • Close opportunities effectively by obtaining accurate customer needs and wants and reliable deal facts, effectively addressing and overcoming prospect objections, driving Foxen’s unique value proposition and managing expectations for a seamless client implementation process, yielding mutually beneficial customer ARR that meets or exceeds your quota.
  • Familiar with complex deal cycles and can take a consultative selling approach with each client, navigating multiple stakeholders on the prospect side as well as internally.
  • Familiarity with navigating complex procurement processes including IT, Legal, Procurement departments, etc.
  • Experience negotiating contracts with favorable pricing and business terms.
  • Ensuring high forecasting accuracy and consistency across long sales cycles.
  • Ability to translate complex technical concepts into clear, relatable terms for varied audiences.
  • Own your pipeline, from top of line funnel filling activities to deal closing. This includes developing and leveraging direct industry lead generation sources as well as sourcing and maintaining partnerships with key insurance brokerage firms and industry partners to generate a qualified, hygienic, and growing pipeline.
  • Collaborate with marketing teams to develop territory-specific strategies designed to engage our prospective clients.
  • Ensure accurate product representation. Present yourself as an external subject matter expert on innovative real estate insurance products and services, including TLL, Rentistry, renter’s insurance, captive strategies and more.
  • Collaborate with internal Relationship Management, Implementation, and Customer teams to share customer information and preferences, ensuring a smooth handoff to Implementation and supporting the development and execution of client relationship management strategies.
  • Maintain communication with key clients to gauge satisfaction, manage expectations and drive adoption portfolio wide.
  • Foster collaborative trusted and productive relationships with peer sales representatives as well as Foxen’s customer facing, product and enablement teammates.
  • Relentlessly provide an exceptional customer experience.
  • Travel within your sales territory and to national/regional conferences as appropriate.
  • Perform other selling duties as necessary and assigned.

What You Bring:

  • 10+ years minimum experience of quota-carrying selling and/or quota-carrying client expansion in the proptech space, with at least 5 of those years selling to enterprise level customers.
  • Industry experience (asset management, property management, CREtech, Proptech, etc.) and a working knowledge of Foxen’s customer personas.
  • Experience in highly complex sales cycles with technical products, navigating multiple buyer personas and roles.
  • Ability to create financial models, pro formas, etc. as part of building business cases.
  • Bachelor’s Degree or equivalent experience required.
  • Demonstrated track record of consistently surpassing sales quotas and driving revenue growth.
  • Exceptional time management, organizational, communication, interpersonal, problem-solving and negotiation skills.
  • A collaborative mindset to excel in a cross functional team environment.
  • Displays both a relentless drive for results and success and natural curiosity.
  • Proficient in Outlook, Powerpoint, Excel, and Salesforce.com.
  • A property & casualty producer license in each of the Enterprise Sales Director’s market territory states. Applicants without current licenses are required to promptly obtain them upon hire.

What We Offer:

As a Foxen Enterprise Sales Director, you’ll receive a competitive annual salary, commission opportunities, and a robust benefits package. Our benefits include your choice of three health insurance plans, dental, vision, short-term disability, long-term disability, HSA accounts with company match, company paid and voluntary life and AD&D insurance, FSA-Dependent Care Accounts, Paid Time Off, paid holidays, and a 401k with 4% company match. This full-time, remote role reporting to the VP of Sales offers significant strategic autonomy and growth potential within the company.

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