Vice President

2 weeks ago

Los Angeles, United States Melian Labs, Inc. Full time

MyTime produces an Enterprise SAAS product serving multi-location chains and franchises in the beauty, wellness, pets, and fitness verticals. Our mission critical software -- which includes appointment scheduling and online booking, client record management, email and SMS marketing, and Point of Sale with integrated payment processing -- is used in every aspect of the customer journey. We aspire to be the “operating system” of our customers’ businesses and their strategic partner in helping them achieve their vision for success.

We’ve also made it easy to plug our online booking, payments and messaging capabilities into the places customers are found today, including Google Search, Facebook, Instagram, and the merchants’ own websites and mobile apps. Upon adopting MyTime, our customers see average revenue growth of up to 30% through improved operational efficiency, greater customer retention, and access to new customer acquisition channels.

Our product is used at thousands of locations across the globe, ranging from single-location sole proprietors to multi-billion dollar Fortune 500 chains. As a completely cloud-based solution, MyTime is designed for quick and easy deployments. It’s lauded for its ease-of-use and short ramp-up time, having won numerous awards such as the Best Commerce Product from the Local Search Association.

MyTime is backed by Upfront Ventures and Khosla Ventures and was founded by Ethan Anderson, a successful serial entrepreneur whose first startup, Redbeacon, won TechCrunch50 in 2009 and was acquired by The Home Depot.

Come help us realize our goal of becoming the world’s leading appointment scheduling and retail commerce platform

Job Description

As the VP of Sales, you will be expected to:

  • Build and grow the sales team and train new hires
  • Codify the sales playbook, including setting meetings, executing discovery calls, delivering product presentations, handling objections, and converting prospects to successful customers
  • Implement a process to test, learn, and iterate on components of the sales playbook ensure optimization
  • Establish an annual sales plan defining sales hiring goals, KPIs, and the corresponding monthly revenue output
  • Develop an accurate monthly forecast for the company
  • Assess sales metrics and translate insight into improvements
  • Provide on-going coaching to salespeople
  • Work with functional leaders from marketing, customer success, product, and finance to properly align sales execution with the broader company goals

Key Responsibility: Own recruiting & retention of sales reps:

  • Build and maintain a best-in-class sales team by recruiting, training, motivating and developing the right talent
  • Design compensation and incentive programs that engage and motivate the sales team while driving continual improvements in productivity

Key Responsibility: Develop sales strategy, systems, training and processes:

  • Develop and implement the sales strategy to exceed revenue targets for our product, including the go-to-market plan and sales process from lead gen to upsell/retention
  • Cultivate and develop a winning culture through performance expectations, driving the right behavior to develop a pipeline, direction, transparency, and proactive communication
  • Serve as the executive point person for sales such as improving sales discipline, institutionalizing use of best practice sales methodologies and executing against growth forecasts
  • Oversee the responsibilities and key initiatives of our sales management team
  • Create, improve and audit sales processes and support resources through training programs and management coaching

Key responsibility: Drive sales productivity and effectiveness:

  • Establish strategies for improving sales rep performance, both in volume (# of deals) and quality (size and value of deals)
  • Oversee the management of daily and weekly AE activities, pipeline analysis, and forecasting efforts to ensure predictable top-line growth trajectory in line with company goals
  • Assist with complex sales negotiations, craft sales positioning and presentation approach, assist with proposals and POCs, and help drive the pipeline for high-profile strategic accounts
  • Develop and generate reporting to track all key sales metrics for the organization in conjunction with Heads of Finance and Sales Ops
  • Work closely with finance and operations teams to develop key operating assumptions & growth plans for the business
  • Collaborate with Marketing Demand Generation team to build strategic data sets for lead gen optimization and sales planning purposes
Qualifications
  • 10+ years of sales experience, preferably in scaling a metrics-driven SaaS sales team at a rapidly growing technology company in a highly competitive market
  • 3-10 years of sales leadership: hired at least 6 successful, high performing sales reps and managed at least 8 sales reps or managers-of-managers within dynamic sales teams
  • Executed a sales playbook used to acquire customers with $250K+ ACV. Strong preference for experience in designing and implementing the playbook from scratch. MEDDIC preferred
  • Preference for Sales management experience with an organization that has scaled at least to $20+M ARR. Front-office software (i.e. martech, sales-tech, etc.) preferred but will accept any complex software sales except ad sales or hardware
  • Preference for experience selling into Multi-Location or Franchises but any industry works as long as sale was $250 K+ ACV and involved a complex DMU of 3+ people
  • Extensive sales operations experience (forecasting, planning, analysis, sales systems, reporting, compensation and quota management)
  • Ability to build vision, understand and define requirements, design practical solutions, develop supporting business cases and implement solutions for clients
  • Strong experience using CRM and Marketing Automation tools such as Salesforce, Hubspot, etc.
  • High levels of analytical horsepower and ability to turn analysis into insight and actions
  • Very organized with attention to detail
  • Bachelor's degree in Business, Sales, Marketing, or related discipline, or equivalent additional experience
Additional Information

This role can be done remotely as long as you're willing to work during Pacific Time zone standard business hours.

MyTime is a fully remote company. The teams meet virtually throughout the day to collaborate. We providea competitive base salary, performance bonus, startup equity, and healthcare benefits. We offer a transparent and exciting startup culture that is singularly focused on empowering people to make an impact in their jobs. We’re growing fast and solving a big problem, providing our employees the opportunity to make the tremendous impact that leads to true professional fulfilment. If you're interested, we'd love to talk

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