Director, Sales
3 weeks ago
Who We Are
At StellarAlgo we are inspired and united around innovating the future of fan experiences. We are brought together by the belief that accessible and actionable data inspires the personalized and authentic experiences that create lifelong fans. Through a combination of embracing challenges, a belief that alignment enables autonomy and a committed team, we believe in empowering our players to achieve big things where it comes to solving interesting problems with data. In fact, our biggest investment is in you; we give you what you need to focus on your professional growth and career development, all while developing software that directly impacts our customers and their fans. We will challenge you and you will be surrounded by people equally committed to the company's success, allowing for constant collaboration.
The Role: Are you up for the challenge?
StellarAlgo is the leading customer cloud platform for live audience businesses. We're focused on growing and monetizing the world's most passionate digital audiences by recruiting high performers who know how to go for gold, work with their team, solve problems in real time, and speak up with creative ideas.
The Director, Sales & Lead Generation will support the Chief Commercial Officer by playing a critical role in driving pipeline growth, ensuring we meet our revenue goals via net new sales & expansions, growing our key strategic alliances, and optimizing our sales operations & processes.
What You'll Do
- Strategic Lead Generation - In concert with Business Unit Strategies you will be accountable & responsible for translating our go-to-market plan(s) into qualified sales leads across our Leagues/Federations, Properties, and Live Events customer base.
- Develop and execute lead generations strategies to drive a consistent flow of qualified prospects for yourself and other members of the sales team.
- Use a variety of outbound and inbound tactics such as email campaigns, cold calling, webinars, content marketing, and social media.
- Collaborate with Marketing and Product to optimize lead capture methods and messaging across all channels.
- Sales Capture - Focused on our Single Property, Multi-Property, Live Events, and Smaller League prospects, you will lead the end-to-end sales process including qualification, internal & external solutioning with StellarAlgo teammates, proposal creation, and contracting & negotiation.
- Present StellarAlgo value proposition and brand promises (including product features and benefits) to prospective clients, demonstrating how we can solve specific business challenges or help customers capture on desired opportunities.
- Synthesize customer needs and company offerings into concise proposals covering timeline, product functionalities, timelines, and commercials with support & buy-in from Business Units.
- Negotiate contracts, pricing, and terms with clients, ensuring both client satisfaction and company profitability, while closing deals to meet sales targets.
- Sales Operations - Lead the management, analytics & reporting, and optimization of our sales operations including OKRs, HubSpot CRM & reporting, tools/templates/enablers, and executive communications.
- Optimize and streamline sales processes to increase efficiency and ensure consistent execution of the sales strategy.
- Oversee Hubspot CRM management ensuring data accuracy, reporting, and analysis for sales performance tracking.
- Develop sales dashboards, OKRS, and other reporting tools to provide insights into sales activities and team performance.
- Work closely with finance, business units, and Product to ensure seamless collaboration and alignment. - Alliances and Partnerships - You will be responsible for managing our alliance relationship with AWS and other key partners including our shared pursuit pipeline, funding requests against specific high-probability sales, and other collaboration areas such co-marketing, POC funding, & SI/Consulting engagement support.
- Build relationships with key partners to extend market reach and drive sales opportunities (e.g,. AXS, TDC, and other industry ecosystem partners)
- Maintain and enhance existing AWS strategic partnership to secure key POC, execution, marketing, and other funding.
- Work closely with finance, legal, and Business Unit leadership for risk and economics alignment when funding to be utilized.
- 3-5+ years of proven track record of success in SaaS and/or Consulting sales
- Experience in developing joint business plans, co-marketing strategies, and co-selling initiatives with partners.
- Familiarity with cloud service providers (AWS) services and the broader cloud computing ecosystem, with the ability to articulate how these services integrate with StellarAlgo's offerings.
- Ability to understand customer pain points, business challenges, and/or revenue goals and align these to StellarAlgo's products & offerings.
- Ability to execute a consultative, solution-based sales approach, helping clients understand how SaaS solutions can drive their business goals.
- Ability to manage large accounts, pipelines, and long sales cycles with a clear focus on long-term growth.
- Proficiency in complex sales negotiations and closing large deals.
- Expertise with customer relationship management (CRM) tools (e.g., HubSpot) and familiarity with sales enablement technologies like sales automation tools, data analytics platforms, etc.
Who YouAre
You have great interpersonal skills and can communicate, collaborate, engage and build relationships with business stakeholders from decision-makers to C-level executives. You've got strong analytical skills and thorough understanding of market trends to develop strategic sales plans and the ability to turn those plans into real results. When asked what your superpower is, those you work with would say it's your incredible communication and relationship building skills. You're a do-er with a relentless desire to drive and 'get things done'. You are highly motivated, creative, and self-sufficient with the ability to work successfully under pressure.
The data is clear - diverse teams are not only the right way to go, they're the profitable way to go. StellarAlgo is an equal opportunity employer that prioritizes creating an inclusive work environment for our team. We focus on hiring candidates with unique perspectives and opinions that improve our ability to apply creative solutions to complex problems.
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