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Direct Sales Manager

3 months ago

Scottsdale, United States Nextiva Full time

**Direct Sales Manager**

at Nextiva Scottsdale, AZ At Nextiva, we create connected communication tools that help businesses stay in touch with their customers and teams. Over 100,000 companies rely on Nextiva for phone service and customer management tools. Were not your parents phone company.

Founded in 2008, Nextiva took on the trillion-dollar telecom industry and succeeded in changing the game by making technology more accessible and affordable for everyone. Companies solve their toughest challenges using our VoIP innovations and signature Amazing Service.

Today, Nextiva is the fastest-growing, privately held provider of cloud communications. We dont study industry trends; we create them. Business leaders look to Nextiva to equip their teams in the office and while working from home. Nextiva is not just a tech company were the backbone of the economy.

By joining our global team, youre saying yes to an opportunity to be part of a tech company with massive growth potential and exciting opportunities ahead.

**Were actively looking for amazing people like you to join our team**

The Inside (Direct) Sales Managers mission is simple to grow the business and lead a team of Inside Sales Reps (Account Executives) enabling everyone to make a ton of money

The Manager will drive results of a team of 10+ quota-carrying AEs by developing the team and driving daily sales activity in accordance with Nextivas sales methodology to exceed assigned monthly sales revenue targets. They will see challenges as opportunities and look beyond the quota to focus on potential, never settling. They have the ability and desire to thrive in a fast paced, rapid growth environment, with perseverance to find creative and effective ways to increase productivity and results.

The Manager will be a player-coach. They will develop skills of their team, hold each other accountable and inspire a high-performance culture. They will be hands on and lead from the front, personally demonstrating the skills required to succeed. When needed, they will step in and close business to ensure the team exceeds their target. They will be approachable, available, accountable, and trustworthy. Finally, they will be organized and planful, always ensuring there is a structured path for each member of their team daily, weekly, monthly and quarterly.

**You will Rock this Role if you have the following characteristics:**

**Manage Execution**

* Use a structured yet agile value selling methodology to understand the customers needs and propose solutions for their business.

* Proactively manage pipeline, accurately forecasting weekly/monthly bookings for each AE and the team.

* Manage team and AE productivity with consistent measurement and inspection of sales performance and KPIs.

* Coach and support AEs in generating and qualifying leads, leading product demo, handling objections and closing to exceed quota.

* Maintain an Amazing Service culture, starting from the customers initial contact.

* Develop a sense of urgency to close all customer conversations to beat the competition.

**Build Effective Teams**

* Lead from the front, being resilient, with passion and desire to win

* Hold regular 1:1s and team meetings to review previous results, active and aged pipeline, discuss lessons learned and coach areas for improvement.

* Hold AEs accountable to daily performance standards/KPIs.

* Teach and demonstrate strong value-selling behaviors that will drive results when needed.

* Stay current on industry developments and teach your teams to drive continuous improvement in sales skills and product knowledge

* Understand how to motivate the team, and implement team contests/recognition to boost competition and instill fun.

* Develop simplicity, forward-thinking and caring in the team culture.

* Manage under performers proactively, with transparent communication, improvement plans and replacement criteria to maintain high standards of performance and ensure team success.

* Proactively seeks feedback from others

* Open to constructive feedback and talking about how to address shortcomings

* Admits mistakes and gains insights from experience

**Sales Tools and Selling Process Effectiveness**

* Demonstrate discipline and rigor in having a plan to manage the day/week/month/quarter and teaching team members to do the same

* Coach and hold AEs accountable for following sales methodology and process on all customer interactions.

* Demonstrate proficiency with the use of Salesforce (sales stages, account, opportunity, quoting, and Salesforce reporting) to inspect and manage team performance.

* Familiarity with sales tools and processes to strengthen AE performance (Outreach, Gong, lead routing logic).

* Enforce good systems and tools hygiene for accurate forecasting and customer insight.

**Build Collaborative Relationships**

* Work in partnership with Marketing on demand generation programs required to exceed target.

* Collaborate with Sales Operations and L&D and to identify/execute incremental sales skills or product training to improve close ratios and increase productivity

* Shows leadership and confidence under pressure and through adversity to help others stay focused

* Connects and participates in industry forums or groups to stay on the leading edge of the industry and share best practices

* Quickly bounces back from setbacks by restoring performance to KPIs

* Ensure a positive hand-off to the Customer Success team that promotes a one-Nextiva customer experience.

**Must Haves:**

* 5+ years of high-performance leading Direct Sales teams in a SaaS, general technology or telecommunications environment.

* Demonstrated prior success in achieving measurable business goals in a high velocity sales environment.

* Experience in a fast-paced, high growth business environment.

* Advanced proficiency in SalesForce.com, and competent in Word and Excel.

* Demonstrates business insight.

* Flexibility to work shifts that cover coast-to-coast hours. Sales team hours can start as early as 5AM for the East Coast and as late as 9AM for the West Coast. Direct Sales Manager may be required to be on call from time to time before or after their core hours to assist their team.

**Metrics of Success (KPIs):**

Performance and effectiveness will be evaluated on the influence and impact the Manager has on the teams results and will include the following.

* **Prospecting** number of quality new leads acquired

* **Close ratio** lead to quote, quote to sale, one call close

* **Time to close** from lead to close

* **MRR** Monthly recurring revenue

* **Attrition of team members** regrettable vs. non-regrettable

**Your Success Depends on Your Commitment:**

We invest in our employees development and care deeply about your ability to grow. We want Nextiva to not be just a job, but a career.

Personal and Professional Development is at Your Fingertips. Youll have many resources to continually improve the focus areas associated with your role, and also to prepare for your future career growth. Nextiva has invested in world class training programs to help you improve in your current role, but also to prepare for your future ambition.

Nextiva is a trailblazer in the Voice over IP () and Unified Communications as a Service () industries. Were outpacing our competitors, and its an exciting time to join our team. If youre looking to join a fast-paced tech company with massive potential, Nextiva is the place for you. Our 1,000+ team members worldwide embrace our promise of Amazing Service. Were passionate about upholding our energetic culture of forward-thinking, caring, and simplicity. Nextiva seeks diverse individuals who share our values and vision to help take us to the next level. Nextiva provides an impressive benefits package and has a resilient company culture. Glassdoor named us one of the Best Places to Work in 2020 nationwide. Employees rate Nextiva a 4.9/5 on Comparably, an