NextRoll seeks a passionate and results-driven Second-Line Leader for North America New Business Sales to join our leadership team. Reporting to the VP of Revenue, you will significantly impact NextRoll’s growth. You will drive the success of NextRoll’s North America New Business Sales Team for both our AdRoll and RollWorks business units. You have a proven track record in sales leadership, a deep understanding of SaaS or media sales within both commercial and enterprise business segments, and the ability to drive team performance to exceed revenue targets. You are critical in shaping our sales strategy, fostering a high-performance culture, and ensuring the successful execution of our go-to-market plans.
You have experience running sales teams focused on acquiring new logos employing the MEDDPICC deal qualification framework and have extensive experience in sales processes like Force Management, Challenger, Sandler, or SPICED. You also have experience managing managers and driving performance.You are comfortable in a scaling environment where change is expected and embraced for the opportunities it represents. You can stay agile without losing sight of critical objectives. You will oversee a team of 21 quota carriers focused on B2C and B2B companies.You will develop and maintain a strong performance culture within our local and distributed workforce.
Your responsibilities will include partnering with sales and marketing leadership, building and strengthening the Sales leadership and team through coaching and enablement, helping New Business Sales (NBS) Leaders and Account Executives drive opportunities, owning Executive Buyer relationships within the deals, and ultimately delivering on the team’s performance goals. Unsure that you check all the boxes? You should still apply! We’ll review your application for other opportunities. We're always looking for talented people and committed to developing each employee's career, with over 1,800 training classes offered annually.
The impact you’ll make:
- Grow the North America NextRoll business in commercial and enterprise B2B and B2C segments by acquiring new customers.
- Consistently achieve (and over-achieve) customer acquisition expectations and Annual SaaS and Media goals.
- Hire and lead a team of 18 quota carriers and three leaders expected to generate >$17m in SaaS annually and acquire at least seven new logos monthly.
- Work cross-functionally and collaboratively to build scalable systems, tools, and processes to enable the team's success.
- Work as a stakeholder with Product, Partnerships, Operations, and Marketing to provide input into critical business decisions that will influence the success of the NextRoll New Business Sales team.
- Provide critical insights, reporting, and strategic recommendations to the NextRoll Sales Leadership team.
- Work to maintain a strong performance culture that upholds the values at NextRoll.
Key responsibilities:
- Leadership and Management: Provide strategic direction, support, and mentorship to first-line sales managers, fostering a high-performance culture and driving team success.
- Sales Strategy: Develop and implement effective sales strategies to maximize new business opportunities and revenue growth for media and SaaS solutions.
- Performance Management: Set clear performance expectations around NBS key performance indicators and provide regular coaching and feedback to leaders and quota-carrying NBS account executives. Conduct performance reviews to ensure team members meet and exceed their goals.
- Collaboration: Work closely with the NextRoll VP of Revenue, CRO, and other senior leaders to align sales initiatives with overall business objectives and drive cross-functional collaboration.
- Pipeline Development: Oversee developing and managing a robust sales pipeline, ensuring consistent and predictable revenue growth.
- Cross-functional collaboration: Collaborate with marketing, product, account management, and customer success teams. Align strategies, share insights, drive integrated campaigns, and coach NBS account executives on smooth new business-to-post-sales business handoffs.
- Reporting and Analysis: Monitor sales metrics, analyze performance data, and report on sales activities and outcomes to senior leadership.
- Market Insights: Stay informed about industry trends, competitive landscape, and market dynamics across media and SaaS sectors to inform sales strategies and drive innovation.
- Sales Enablement: Ensure the team has the tools, resources, and training to succeed.
- Hiring and Team Expansion: Identify talent needs, participate in hiring, and onboard new team members to build and strengthen the sales team.
Skills you’ll bring:
- Experience: 10+ years of sales experience with a minimum of 5 years in a sales leadership role. Experience selling SaaS-based technology or media with $100K+ deal sizes to Director, VP, and C-level executives. Knowledge of the advertising technology space.
- Leadership Skills: Strong leadership and people management skills with the ability to inspire and motivate a team. A high-energy professional with a positive attitude and a deep desire to develop people and grow their careers in a supportive, accountable work environment.
- Track Record: Demonstrated success as a second-line leader in leading sales teams to achieve and exceed revenue targets.
- Sales Acumen: A deep understanding of the commercial and enterprise B2B or B2C segments, MEDDPICC qualification framework, and the ability to develop and execute effective outbound sales plays and strategies.
- Communication Skills: Excellent communication and interpersonal skills, with the ability to build relationships with internal and external stakeholders.
- Analytical Skills: Strong analytical and problem-solving skills, with the ability to use data to inform decisions. Understands how to prioritize initiatives and delegate work effectively, but also comfortable rolling up your sleeves to get things done.
Benefits and perks:
- Competitive salary and equity
- 100% employee coverage for medical, dental, and vision premiums
- Short and long-term disability benefits at no cost to the employee
- Basic life and AD&D insurance at no cost to the employee
- 401K Plan (Pre-tax and Roth)
- Four weeks of paid time off and work/life balance
- Up to 12 weeks of paid family leave (care for a family member, bond with a new child, etc.)
- Up to 6 weeks of paid disability leave (up to 12 weeks for pregnancy disability leave)
- Join a community of fellow Rollers as a member of one of our Employee Resource Groups
- Ample opportunities to volunteer with local organizations with NextRoll Gives Back
- For additional benefits not mentioned, visit our Careers page
Additional Information:
Minimum salary of $212,850 to maximum salary of $262,998 + bonus or commission (if applicable) + equity + benefits.On-target earnings are 66.67% of base and will be paid quarterly based on achievement of sales targets.The range provided is NextRoll’s reasonable estimate of the base compensation for this role. The actual amount will be based on job-related and non-discriminatory factors such as location, experience, training, skills, and abilities. Consult with your Recruiter during the initial call to determine a more targeted range based on these job-related factors
About NextRoll:
NextRoll is a marketing technology company delivering products ambitious marketers use and rely on to grow their businesses. Powered by machine learning and integrated data platforms, NextRoll’s technology serves tens of thousands of businesses globally through its two business units: RollWorks, an account-based platform for business-to-business marketing and sales teams; AdRoll, a marketing and advertising platform for direct-to-consumer brands. NextRoll is a privately held, remote-friendly company headquartered in San Francisco, CA, with additional offices in New York City, Dublin, and Sydney.
To learn more, visit nextroll.com.We are committed to building diverse teams of “Rollers” and are proud to be an equal opportunity employer. Learn more about our DEI impact via our DEI Annual Report on our Culture page. All applicants will receive consideration without regard to race, color, ancestry, sex, religion, gender, gender identity or expression, sexual orientation, marital status, national origin, citizenship, genetics, disability, age, veteran status, or other characteristics. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, perform essential job functions, and receive other employment benefits and privileges. To request reasonable accommodation, contact candidateacommodations@nextroll.com.
