Smartcat

Director of Sales

Smartcat • $150K — $180K *
US-AnywhereRemote in United States
Enterprise Technology
5 - 7 years of experience
Today
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Job Overview by Ladders

Qualifications

  • 5-7 years of proven experience in leading high-performing sales teams in SaaS or AI environments
  • Demonstrated ability to develop sales strategies and reinvent sales playbooks
  • Strong expertise in leveraging AI to enhance team productivity and performance
  • Proven track record in recruiting and mentoring top-performing global sales executives
  • Familiarity with the MEDDPIC framework for understanding sales metrics
  • Ability to thrive in dynamic, high-growth settings with remote teamwork
  • Eagerness to acquire new product knowledge quickly

Responsibilities

  • Lead a team of Account Executives to achieve and exceed quarterly Annual Recurring Revenue (ARR) targets
  • Monitor and ensure monthly key performance indicators (KPIs) related to pipeline generation and sales cycle progress
  • Analyze sales metrics and pipeline data to proactively forecast and identify roadblocks
  • Coach and develop Account Executives to maximize their performance potential
  • Establish a strategy to improve sales team efficiency and effectiveness based on data insights
  • Initiate training programs aimed at reducing sales cycle times and enhancing deal closure rates
  • Conduct ongoing reviews and updates of sales processes to optimize results

Benefits

  • Opportunity to work in a fast-paced, high-growth environment
  • Access to ongoing professional development and coaching for career advancement
  • Work with advanced AI technologies to drive sales effectiveness
  • Engage with a collaborative and dynamic global team
  • Flexible work arrangements to accommodate remote team interaction
Full Job Description
MISSION

In this role you will be responsible for leading a team of Account Executives. This is a team of individuals who are both hunters and farmers, who are responsible for building relationships and driving revenue. Your mission will be to upskill and develop the Account Executives to take their performance to new heights, by achieving and exceeding team ARR goals. Through an AI-first and data-driven approach, the Director of Sales will unlock the team's potential, helping Smartcat to continue our exceptional growth.
OUTCOMES
  • Leads the team to consistently meet or exceed quarterly ARR targets
  • Consistently meet or exceed monthly KPI's: pipeline generation, sales cycle time and progression towards team's quota attainment
  • Proactively forecasts and analyzes sales metrics and pipeline data to identify and remove potential roadblocks
  • Coaches and develops a team of Account Executives to unlock their highest potential
HOW YOU'LL RAMP

By Day 30:
  • Gain deep knowledge of Smartcat's product and begin to form key relationships with partners from the Go-to-Market Team.
  • Learn current sales processes, ICP's, and existing metrics
  • Evaluate team's performance and individual metrics of each Account Executive

By Day 60:
  • Analyze data from the sales funnel to identify areas of strength and opportunity.
  • Begin to develop a strategy to improve the team including areas such as key metrics, targets, and process optimization initiatives.
  • Start training and coaching initiatives focused on helping reps speed up cycle times, objection handling and deal acceleration.

By Day 90:
  • Track and report on improvements
  • Establish ongoing cadence for regular forecast reviews, standups and performance coaching
  • Optimize processes and scale what works
WHAT YOU'VE ACCOMPLISHED:
  • Proven, long term, success leading a Sales team within a high-growth SaaS or AI environment
  • Background in leading sales executives who do both the hunting and farming
  • Experience creating or reinventing the sales playbook to achieve greater outcomes
  • Strong expertise using AI to improve team productivity and performance
  • Strong experience recruiting, retaining and developing a high powered, global sales team
  • Ability and eagerness to quickly learn new products
  • Skilled in holding teams accountable to achieve their quarterly quota
  • You have a data driven approach in identifying and overcoming challenges within the sales funnel; deeply familiar with the MEDDPIC framework
  • Ability to thrive in a fast-paced, high growth environment
  • Comfortable working with remote teams across time zones
  • Openness to feedback and alternative opinions and ideas

About Smartcat

Smartcat is a cloud-based translation management system and CAT tool. It is designed to make the translation process faster and easier for both freelancers and translation agencies. Smartcat offers a range of features, including project management, translation memory, terminology management, and invoicing. The platform also includes a marketplace where clients can find and hire freelance translators. Smartcat was founded in 2014 and is headquartered in Moscow, Russia.
Learn more about Smartcat
Size
200 employees
Industry
Enterprise Technology
Founded
2016
* Ladders Estimates

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