Job DescriptionAs the VP of Sales, you will be expected to:- Build and grow the sales team and train new hires
- Codify the sales playbook, including setting meetings, executing discovery calls, delivering product presentations, handling objections, and converting prospects to successful customers
- Implement a process to test, learn, and iterate on components of the sales playbook ensure optimization
- Establish an annual sales plan defining sales hiring goals, KPIs, and the corresponding monthly revenue output
- Develop an accurate monthly forecast for the company
- Assess sales metrics and translate insight into improvements
- Provide on-going coaching to salespeople
- Work with functional leaders from marketing, customer success, product, and finance to properly align sales execution with the broader company goals
Key Responsibility: Own recruiting & retention of sales reps:- Build and maintain a best-in-class sales team by recruiting, training, motivating and developing the right talent
- Design compensation and incentive programs that engage and motivate the sales team while driving continual improvements in productivity
Key Responsibility: Develop sales strategy, systems, training and processes:- Develop and implement the sales strategy to exceed revenue targets for our product, including the go-to-market plan and sales process from lead gen to upsell/retention
- Cultivate and develop a winning culture through performance expectations, driving the right behavior to develop a pipeline, direction, transparency, and proactive communication
- Serve as the executive point person for sales such as improving sales discipline, institutionalizing use of best practice sales methodologies and executing against growth forecasts
- Oversee the responsibilities and key initiatives of our sales management team
- Create, improve and audit sales processes and support resources through training programs and management coaching
Key responsibility: Drive sales productivity and effectiveness:- Establish strategies for improving sales rep performance, both in volume (# of deals) and quality (size and value of deals)
- Oversee the management of daily and weekly AE activities, pipeline analysis, and forecasting efforts to ensure predictable top-line growth trajectory in line with company goals
- Assist with complex sales negotiations, craft sales positioning and presentation approach, assist with proposals and POCs, and help drive the pipeline for high-profile strategic accounts
- Develop and generate reporting to track all key sales metrics for the organization in conjunction with Heads of Finance and Sales Ops
- Work closely with finance and operations teams to develop key operating assumptions & growth plans for the business
- Collaborate with Marketing Demand Generation team to build strategic data sets for lead gen optimization and sales planning purposes
Qualifications- 10+ years of sales experience, preferably in scaling a metrics-driven SaaS sales team at a rapidly growing technology company in a highly competitive market
- 3-10 years of sales leadership: hired at least 6 successful, high performing sales reps and managed at least 8 sales reps or managers-of-managers within dynamic sales teams
- Executed a sales playbook used to acquire customers with $250K+ ACV. Strong preference for experience in designing and implementing the playbook from scratch. MEDDIC preferred
- Preference for Sales management experience with an organization that has scaled at least to $20+M ARR. Front-office software (i.e. martech, sales-tech, etc.) preferred but will accept any complex software sales except ad sales or hardware
- Preference for experience selling into Multi-Location or Franchises but any industry works as long as sale was $250 K+ ACV and involved a complex DMU of 3+ people
- Extensive sales operations experience (forecasting, planning, analysis, sales systems, reporting, compensation and quota management)
- Ability to build vision, understand and define requirements, design practical solutions, develop supporting business cases and implement solutions for clients
- Strong experience using CRM and Marketing Automation tools such as Salesforce, Hubspot, etc.
- Strong problem solving skills, project management, time management
- High levels of analytical horsepower and ability to turn analysis into insight and actions
- Very organized with attention to detail
- Bachelor's degree in Business, Sales, Marketing, or related discipline, or equivalent additional experience
Additional InformationThis role can be done remotely as long as you're willing to work during Pacific Time zone standard business hours.MyTime is a fully remote company. The teams meet virtually throughout the day to collaborate. We provide a competitive base salary, performance bonus, startup equity, and healthcare benefits. We offer a transparent and exciting startup culture that is singularly focused on empowering people to make an impact in their jobs. We're growing fast and solving a big problem, providing our employees the opportunity to make the tremendous impact that leads to true professional fulfilment. If you're interested, we'd love to talk!
