About the RoleWe are looking for the next Sales Leader to join Turn/River's Operations team. This person will have two primary responsibilities:
- Alongside the other Turn/River Sales Leads, own and continuously contribute to the Turn/River sales playbook. This playbook serves as the best practices guide for our network of portfolio companies in how to accelerate each element of renewal sales, from 6 months before contract expiration to a closed renewal sale, in a SaaS/ B2B environment.
- Partner with sales leaders (CROs to line managers) from a subset of Turn/River's portfolio companies and support them to over-achieve their renewal sales targets. You can do this by structuring improvement to focus on key growth levers, categorized by Turn/River as either Volume (% of renewals with expansion and price increase), Conversion (Gross Retention %) or Price (Net Retention % and Contract Terms).
Key Responsibilities- Support analysis of companies during the due diligence process, developing a deep understanding of the existing sales organization's process, efficiency, and team performance
- Partner with the sales leaders at Turn/River portfolio companies to drive revenue growth; provide guidance and support implementation of best practices
- Continuously test and contribute to Turn/River's renewal sales best practices, and share internally for application across the Turn/River portfolio
- Foster a sales culture focused on repeatable and predictable processes
- Work closely with Marketing, New and Expansion Sales, and Customer Success functional counterparts at Turn/River to ensure a cohesive revenue generation strategy and execution
Qualifications- 10+ years of experience building and leading sales teams in the B2B software / SaaS space
- Experience scaling sales teams to 50+ sellers
- Previous experience in a highly quantitative role, including but not limited to RevOps, PE/VC, consulting, sales strategy, banking, or engineering
- Experience across all end-customer segments (SMB, Mid-Market, Enterprise) and sales cycles (High Velocity and Enterprise)
- Deep understanding of the critical elements to grow a sales organization as a company scales such as hiring, team composition, and org structure/design
- Proven ability to create predictability in the renewal sales funnel through implementing process best practices
- Experience leading teams that have sold through various pipeline sources: Inbound, Outbound (BDR-sourced, AE-sourced), Channel
- Highly analytical. You take a data-driven approach to sales optimization.
- Strong project management, organizational skills, and process management
- Nice to have: deep knowledge of AI applications for software sales
Location- San Francisco, hybrid work model
Compensation- The annual base salary range for this role is $375,000 - $385,000 taking into account numerous variable factors that are considered in making compensation decisions including but not limited to skill sets, experience, training, licensure, certifications, and organizational requirements.
- This role is eligible to participate in the Turn/River carry program and a discretionary bonus program.
Benefits and PerksThe below benefits are offered to full-time employees based out of our San Francisco office:
- An opportunity to make an impact across multiple high-growth tech firms
- Competitive salary and discretionary bonus
- Medical, dental, and vision insurance covered 100% for employee & dependents
- Flexible vacation policy
- 401K matching
- Paid parental leave
- Commuter benefits
- Health and Wellness benefits
- Household Services benefits
- Home Office benefits
- Annual Home Office Equipment Reimbursement
- Donation matching
- Work from home Monday & Friday
- Energetic work environment with snacks and weekly team lunches 3x per week, centrally located near multiple public transit lines
- A company that enjoys having fun: holiday parties, annual company offsite and retreat, annual summer "work from anywhere" month
