The Director of Sales will oversee the vertical sales strategy at Fullsteam. This role is responsible for building and leading a robust sales organization across multiple business units and product lines selling SaaS solutions to SMB and mid-market customers. This includes designing sales strategies, resourcing plans, and ensuring execution and results align with company objectives. The ideal candidate will bring extensive experience in managing large SaaS sales teams and a proven track record of driving marketing-leading revenue growth.
Responsibilities and Duties:- Lead sales organizations across multiple business units within a vertical, potentially expanding to other areas.
- Build and manage an inbound/outbound sales organization, targeting vertical B2B SaaS and payment solutions from SMB to Enterprise levels.
- Design sales strategies and resourcing plans, ensuring effective execution and achievement of sales goals.
- Directly accountable for leading, coaching, and managing individual and team performance to meet or exceed sales quotas.
- Lead forecasting efforts, pipeline management and backlog inspection to achieve sales quotas. Host weekly sales pipeline reviews and win/loss evaluation meetings.
- Roll up weekly sales forecasts to executive leadership.
- Monitor and analyze sales performance, providing timely feedback and driving improvements in sales methodologies and outcomes.
- Develop new sales approaches to penetrate target customer markets.
- Act as a hands-on leader, monitoring outbound activity and conducting pipeline reviews.
- Develop standard operating procedures for efficient and effective sales processes.
- Contribute to regular budget and sales forecasting processes.
- Drive performance on key metrics through sales excellence efforts, including:
- Recurring software and services revenue growth
- Support administrative processes and initiatives to ensure effective team management and organizational success.
- Drive and foster a positive organizational culture by exemplifying and promoting our core values and behaviors, ensuring alignment with company standards and nurturing an environment of collaboration, continuous improvement, and performance.
- Set performance goals and regularly evaluate the team's progress, providing feedback and guidance to ensure high standards are met.
Skills and Competencies: - Strong business acumen with a focus on achieving revenue goals.
- Expertise in leveraging data to inform strategy, optimize tactics, and drive results.
- Proficiency in building, developing, and leading high-performing sales teams.
- Advanced knowledge of Salesforce and sales engagement platforms.
- Excellent communication skills across all levels of an organization, both in-person and remotely.
- Strong analytical and problem-solving skills.
- Detail-oriented and organized, with the ability to effectively prioritize tasks.
- Ability to thrive in a fast-paced, dynamic, team-oriented environment.
- Demonstrated ability to manage prospecting efforts, sales processes, pipelines, and contracts.
- Knowledge of SaaS solutions and the buyer-centric sales approach.
- Ability to partner with product and marketing teams to on go to market strategy for new products.
- Capacity to think ahead, set clear goals, and develop long-term plans to achieve organizational objectives.
- Capable of bringing together diverse individuals, fostering a positive team environment, and promoting collaboration and teamwork.
- Demonstrated ability to develop new markets and territories
Experience and Education Requirements: - 4-6 years of experience leading B2B SaaS sales selling to SMB, mid-market, and/or enterprise customers
- Experience selling software with payments preferred
- Experience building and managing best-in-class sales teams of > 10 people in a distributed environment
- Strong working aignment with cross functional teams
- Travel as required by business needs
On-Target Earnings (OTE): $180,000-240,000 USD
Includes base salary plus commission.
