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Director, Sales

2 months ago

Boston, United States Measurabl Full time
About Measurabl

Measurabl has developed the leading ESG (environmental, social, governance) data management solution for commercial real estate—and we’re looking forward to doing so much more Our team is a diverse group of innovators, leaders, and creators who are passionate about the work we do. We believe technology plays a central role in creating a sustainable, equitable world, and we’re working to build something that matters.

Overview

  • At Measurabl, the Director, Sales, drives the Sales team to exceed targets through coaching, training, and mentoring the Sales Team. The Director, Sales also works closely with Sales Team members on key client engagements strategizing on how to best win the business while shortening the sales cycle. This role engages customers of all sizes, but has an added focus on the needs of enterprise level accounts and providing SME level support in the sales process to deliver on enterprise level accounts.

Essential Functions & Responsibilities

The essential functions and responsibilities for this position include but are not limited to, the following. Other duties may be assigned as needed.

People Leadership

  • Drive engagement and performance through hands-on management, 1:1’s, team meetings, performance management programs, engagement programs, or other programs as needed
  • Working with People Operations team to recruit, hire, and train team members as needed
  • Ensure effective communication throughout department to ensure sales team members are aware of their responsibilities and alignment with company goals
  • Ensure effective team structure and resourcing to meet current and future needs of the department and organization
  • Maintain a team culture that is focused on continuous improvement, learning and development to ensure we are best positioned to deliver a world-class product to our customers
  • Coach, train, and mentor Sales Team to meet or exceed monthly, quarterly, and annual sales targets.
  • Provide thought leadership in ideas and approaches to sales productivity challenges
  • Ability to work with Sales Team members to deliver accurate sales forecasts

Department Operations

  • Partner with Marketing to ensure alignment with sales team pitches
  • Partner with Senior Vice President, Sales to determine annual forecasts, manage pipeline, and ensure appropriate team resourcing
  • Work closely with other department heads to address any roadblocks that may negatively impact team members or development
  • Partner with the Sales Enablement Manager and People Operations to ensure sales team is appropriately positioned through training to deliver the best experience possible for our potential customers
  • Partner with People Operations to ensure that the Sales Team is performing at a high-performance level.
  • Regularly communicate roadblocks or challenges facing the Sales Team and work with internal resources to address and minimize these challenges.

Client Engagement

  • Serve as a trusted advisor to understand the unique business challenges and goals of prospective clients in support of Sales Team members
  • Work alongside Sales Team members to develop and deliver customer presentations and demonstrations via online web conferencing tools
  • Deliver SME level knowledge and support to drive enterprise level accounts through the sales process
  • Partner with Sales Team members to achieve and consistently exceed pipeline and sales targets by converting free trials, marketing-qualified leads or demo requests into paid customers
  • An articulate individual who is able to convey our value proposition to C-Level, Sales and Marketing executives
  • Proven consultative sales solution skills in a SaaS/Cloud environment
  • Responsible for managing the Sales Team. Would consist of working with sales employees, periodically attending business meetings, industry meetings, or working with key customers
  • Partner closely with the Sales Enablement Team to customize product demonstrations and architect solution packages based on client requirements

Contract deliverables

  • Manage the full sales-cycle, including contract generation and other deliverables for closing
  • Prepare proposals that outline consultative solutions to meet client needs
  • Prepare quotes and pricing proposals for prospective clients
  • Partner with our Legal Department to review and redline contracts
  • Partner with Customer Success to ensure a smooth client handoff experience and participate in client onboarding calls as needed

Additional Responsibilities

  • Other responsibilities as assigned.

Education & Experience

We have identified the following programs, experience, and knowledge that have helped others find success in this role at Measurabl. We understand though that knowledge comes from many forms of learning and experiences. Above all, we consider a person’s potential impact in the role and value their unique path to this point in their career.

  • Bachelor's Degree or relevant experience in a similar role
  • Five plus years of enterprise sales experience, preferably in a SaaS organization, with a track record of top performance
  • Experience maintaining quota expectations and forecasting proactively
  • Experience driving sales behaviors in a team and proven track record with success
  • A combination of professional or educational experience (whether formal or informal) that affords you with the knowledge, skills, and abilities above
  • A seasoned sales rep possessing 5+ years of solution sales experience, 5 years in the high tech and/or software space, with a history of driving, managing and closing enterprise deals
  • A driven individual with proven ability to hit or exceed sales quota

Supervisory Responsibility

  • This position manages a team of Account Executives. The size of this team may fluctuate depending on the needs of the organization.

Compensation Range

  • $135,000 to $210,000 (plus commissions when applicable)

Perks & Benefits (U.S. Based)

  • Unlimited PTO
  • Health and Dental Insurance + HSA options
  • Pet Insurance
  • Holiday Paid Time Off (Black Friday and Christmas Week Included)
  • Matching 401k
  • 100% fully remote
  • Flexible work hours
  • $800 office set up fund for new employees
  • Monthly phone & internet reimbursement
  • Stock options
  • Bonus potential

Equal Employment Opportunity (U.S. Based)

Measurabl, Inc. provides equal employment opportunities to all employees and applicants in all company facilities without regard to race, color, religious creed, sex, national origin, ancestry, citizenship status, pregnancy, childbirth, physical disability, mental and/or intellectual disability, age, military status or status as a Vietnam-era or special disabled veteran, marital status, registered domestic partner or civil union status, gender (including sex stereotyping and gender identity or expression), medical condition (including, but not limited to, cancer related or HIV/AIDS related), genetic information, or sexual orientation in accordance with applicable federal, state and local laws. This policy applies to all terms and conditions of employment, including, but not limited to, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

Perks & Benefits (EMEA Based)

  • Unlimited Time Off
  • Benefits in line with your local country requirements
  • Holiday Paid Time Off (A week of Holiday in December included)
  • 100% fully remote
  • Flexible work hours
  • £670 or €790 office set up fund for new employees
  • Monthly phone & internet reimbursement
  • Stock options
  • Bonus potential

Equal Employment Opportunity (EMEA Based)

We aim to be an equal opportunities employer and we are determined to ensure that no applicant or employee receives less favourable treatment on the grounds of gender, age, disability, religion, belief, sexual orientation, marital status, or race, or is disadvantaged by conditions or requirements which cannot be shown to be justifiable.

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