Enterprise Sales Manager

2 weeks ago

Remote, Oregon, United States Nextiva Full time

Transform the landscape of customer interactions, one dialogue at a time.

We are revolutionizing the industry with an innovative, conversation-focused platform that integrates team collaboration and customer engagement seamlessly. Driven by artificial intelligence and crafted by exceptional talent.

Our ethos is progressive, client-focused, and rooted in the steadfast belief that relationships are the cornerstone of business and life; connections with our clients through our hallmark Amazing Service, our offerings, and most importantly, with one another. Since our inception, over 100,000 organizations and more than 1 million users trust Nextiva for their communication needs.

If you are eager to collaborate and innovate alongside remarkable individuals, let your unique personality shine while being at the forefront of enabling businesses to provide extraordinary experiences, you have found the right opportunity.

Create Excellence - Deliver Excellence - Live Excellence - Be Excellent

The mission of the Sales Manager is straightforward: to expand the business and guide a team of Customer Account Managers, empowering each member to advance their career and make a significant impact.

The Manager will lead a team of six quota-carrying Mid-Market/Enterprise Account Managers, focusing on team development and driving daily sales initiatives in alignment with Nextiva's sales strategies to surpass set monthly revenue goals. They will perceive challenges as opportunities and look beyond mere quotas to emphasize potential, never settling for mediocrity. They possess the capability and ambition to excel in a dynamic, fast-paced environment, demonstrating resilience in discovering innovative and effective methods to enhance productivity and outcomes.

The Manager will adopt a player-coach approach. They will cultivate their team's skills, hold everyone accountable, and foster a high-performance culture. They will be actively involved, leading by example and showcasing the competencies necessary for success. When required, they will step in to finalize deals to ensure the team surpasses its targets. They will be approachable, available, accountable, and trustworthy. Lastly, they will be organized and strategic, ensuring a structured approach for each team member on a daily, weekly, monthly, and quarterly basis.

You will excel in this role if you possess the following attributes:

Execute Effectively

Employ a structured yet adaptable customer-centric methodology to comprehend client needs and propose tailored solutions. Proactively oversee the sales pipeline, accurately forecasting bookings for each CAM and the team on a daily, weekly, and monthly basis. Manage team and CAM productivity through consistent evaluation and analysis of sales performance and key performance indicators (KPIs). Mentor and assist CAMs in generating and qualifying leads from the existing customer base, leading product demonstrations, addressing objections, and closing deals to exceed quotas. Uphold an Amazing Service culture, starting from the initial customer interaction. Instill a sense of urgency to conclude all customer discussions to outpace competitors.

Build High-Performing Teams

Lead by example, demonstrating resilience, passion, and a desire to succeed. Conduct regular one-on-one meetings and team discussions to review past performance, active and aged pipelines, share lessons learned, and coach for improvement. Hold CAMs accountable to daily performance standards and KPIs. Teach and exemplify strong value-selling techniques that drive results when necessary. Stay informed on industry trends and educate your teams to promote continuous enhancement in sales skills and product knowledge. Understand how to motivate the team and implement contests/recognition to enhance competition and foster enjoyment. Cultivate simplicity, forward-thinking, and care within the team culture. Manage underperformers proactively, maintaining transparent communication, improvement plans, and criteria for replacement to uphold high performance standards and ensure team success. Actively seek feedback from peers. Be open to constructive criticism and engage in discussions on addressing weaknesses. Acknowledge mistakes and derive insights from experiences.

Sales Tools and Process Efficiency

Exhibit discipline and rigor in planning to manage daily, weekly, monthly, and quarterly activities, teaching team members to do the same. Coach and hold CAMs accountable for adhering to sales methodologies and processes during all customer interactions. Demonstrate proficiency in Salesforce (sales stages, account management, opportunity tracking, quoting, and reporting) to monitor and manage team performance. Familiarity with sales tools and processes to enhance CAM performance (LinkedIn Sales Navigator, ZoomInfo). Ensure proper systems and tools hygiene for accurate forecasting and customer insights regarding the existing client base.

Foster Collaborative Relationships

Collaborate with Marketing and CRM Leadership on demand generation initiatives necessary to exceed targets. Work with Sales Operations, CRM Management, and Learning & Development to identify and implement additional sales skills or product training to improve close ratios and boost productivity. Demonstrate leadership and confidence under pressure, helping others maintain focus. Engage with industry forums or groups to remain at the forefront of the industry and share best practices. Quickly recover from setbacks by restoring performance to KPIs. Ensure a seamless transition to the Customer Success team that promotes a unified customer experience.

Essential Qualifications:

5+ years of proven success in leading high-performance sales teams selling CCaaS solutions. 5+ years of experience in selling large, complex opportunities to the existing channel or direct customer base. Demonstrated success in achieving measurable business objectives in a high-velocity sales environment. Focused on renewals. Experience in a fast-paced, high-growth business setting. Advanced proficiency in Microsoft Word and Excel. Possesses strong business acumen. Willingness to travel 30% (or more). Remote work capability (Pacific Time Zone preferred).

Nextiva Core Competencies:

Results Driven: The ideal candidate will be proactive, with a passion for problem-solving. They will bring clarity and simplicity to complex situations, challenging the status quo and seeking innovative ways to achieve greater success. They are change agents, ready to lead and drive transformation. Analytical Thinker: The successful candidate will be data-driven, able to understand and articulate underlying reasons, identifying key drivers and learning from past experiences. They will be forward-thinking, anticipating issues before they arise and recommending well-considered solutions while understanding associated risks and dependencies. Positive Attitude: The ideal candidate will be team-oriented, collaborative, and competitive, with a winning mindset; resilient and capable of bouncing back from setbacks. They will be hands-on in solving critical issues while motivating the team throughout the process. They will embrace a culture of service and learning, focusing on caring, supporting, and respecting both customers and team members.

Compensation and Benefits:

The compensation offered by Nextiva to external candidates takes into account a variety of factors, including skills, experience, training, and certifications. Our compensation decisions are based on the specific circumstances of each case. For this sales role, the expected hiring range is between $180,000 and $240,000, encompassing both base salary and target sales incentives. Some sales positions may be compensated on an hourly basis and may qualify for overtime. Different levels within the job hierarchy may apply to specific candidates, resulting in varying hiring ranges.

Nextiva offers a comprehensive benefits package that includes medical (with supplemental plans for accident, hospitalization, and critical illness), telemedicine, dental, vision, disability, life insurance, legal assistance, an Employee Assistance Plan, paid parental leave, PTO for hourly employees, and Flexible Time Off (FTO) for salaried employees. Additionally, we provide a long-term savings plan (401k) through Fidelity with matching contributions, extensive employee wellness programs, and numerous learning and development opportunities paired with career advancement paths.

Interested in becoming part of our dynamic team at Nextiva? We invite you to explore this opportunity as we shape the future of business communications.

Established in 2008 and headquartered in Scottsdale, Arizona, Nextiva secured $200 million from Goldman Sachs in late 2021, valuing the company at $2.7 billion. To learn more about Nextiva, please visit our website.

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