Description
We are seeking to add a new Expansion Sales leader with great energy, acumen, and initiative to lead our Expansion Sales team. The winning candidate will be a high impact individual capable of driving exceptional world wide business results and first-class employee development. The ideal candidate will proactively partner with New and Renewal Sales, Marketing, Pre-sales, Partner Alliances, & HR and embrace’s cross-company engagement, communication and orchestration to reach our team and company goals. This role reports directly to the CRO. In this role you will:
- Manage, coach, and develop the expansion sales team to achieve their quota.
- Leverage MEDDPICC sales methodology to ensure a thorough and robust sales process.
- Understand how to sell business value, using a repeatable world class process.
- Develop territories by planning strategically and effectively.
- Consistently meet or exceed quota while maintaining strong cross team collaboration.
- Demonstrate expertise in building business cases which clearly show value and differentiation at all levels of your customer / prospect organizations.
- Consistently win deals through world-class planning and preparation, as well as being consultative in your approach to solving real business problems.
- Regularly report on Team/Individual Results: Pipeline Generation, Quality of Pipeline, Revenue Forecasting
- Work closely with Executive Leadership Team and Sales Leaders to ensure Pipeline Quality/Quantity and proper follow-up
- Embody all our company values and Instill them within your team and across the company
Location: Remote within the USCompensation: $200,000 - $280,000 OTE (60% base / 40% commission)
Requirements
Preferred Qualifications
- 5+ years of direct security sales experience selling enterprise software to large enterprises (required) in fast-growing and changing environments.
- 2+ yrs of sales leadership experience managing a team of five or more quota carrying sales reps to achieve your number.
- 2+ years guiding Account Executives through complex legal and commercial negotiations.
- Experience with target account selling, solution selling, and/or consultative sales techniques; knowledge of Force Management, MEDDPICC, and Challenger methodologies.
- Strategic thinker with the ability in establishing relationships with current and prospective customers and internal team.
- Experience outperforming targets as an individual contributor and a manager in an outbound sales role.
- Excellent presentation and executive engagement skills.
- A self-starter that can thrive in a fast paced environment.
- Experience promoting a customer success focus and the “win as a team environment.”
- Excellent communication and negotiation skills.
- Significant experience in B2B sales, preferably with large accounts.
- Proficiency in strategic sales planning.
- Ability to collaborate effectively with cross-functional teams.
- Strong problem-solving skills and adaptability in complicated and complex sales scenarios.
- Consistent track record of meeting or exceeding sales target.
- Proactive and self-motivated with a strategic mindset for long-term business relationships.
- BA/BS required.
- Sold to CISOs and security teams.
- Ideally located/working in the pacific or central time zone.
Benefits
DomainTools is the global leader for internet intelligence and the first place security practitioners go when they need to know. The world's most advanced security teams use our solutions to identify external risks, investigate threats, and proactively protect their organizations in a constantly evolving threat landscape. DomainTools constantly monitors the Internet and brings together the most comprehensive and trusted domain, website and DNS data to provide immediate context and machine-learning driven risk analytics delivered in near real-time.DomainTools offers a comprehensive benefits package to our employees that includes fully paid medical, dental and vision insurance premiums, a 401k retirement plan with company matching, basic life insurance, flexible PTO and additional well-being benefits.DomainTools embraces diversity, equity, and inclusion to its fullest as an equal opportunity employer.
We build our teams so creativity and innovation can flourish. We believe inclusivity and equity fosters innovation and growth; and we harness this mindset to drive a culture that serves our employees and our customers. We encourage people of all backgrounds, ages, perspectives, and skill sets to apply; and do not discriminate based on age, religion, color, national origin, gender, sexual orientation, gender identity, marital status, veteran status, disability, or any other characteristic protected by law.
