DIRECTOR OF SALES
The Director of Sales is primarily responsible for management oversight of the sales function at Fullbay. In collaboration with other key departments (Marketing, Customer Success, Support, Product and Finance), the role is responsible for developing sales strategies and driving key initiatives to achieve Fullbay objectives. This position plays a key role designing, managing, building and coaching a team of sales professionals who can take inbound and outbound-generated interests that result in quality pipeline and closed business.Primary Duties & Responsibilities:
- Provides direct leadership and oversight of the Account Executive team.
- Carry and exceed the team’s established quotas by building, scaling and monitoring the teams processes, goals and metrics regularly
- Collaborate with BDR Leadership, Sales Ops, and Marketing to ensure conversion metrics continuously improve meeting or exceeding budget.
- Manage Fullbay lead channel conversion metrics, allocating appropriate resources to ensure optimum performance while maintaining lane CAC ratios.
- Protect the integrity of Fullbay lead channel metrics, avoiding “lane shifting” of inbound motion compromising the budget forecast while putting annual revenue and expense targets in jeopardy.
- Create incentive plans that motivate the sales organization to achieve budget objectives, ensuring sales team OTE compensation is always aligned with closed deal metrics promoting, quality demos vs quantity.
- Continue investing in Sandler Sales methodologies throughout the sales organization.
- Provide training and coaching for AE’s to ensure development of sales skills and deep product knowledge and call/email communication best practices; Work with the team to build career plans for future roles in Sales, Marketing, or Customer Success.
- Take on recruiting and hiring related efforts focused on building the sales team.
- Provide regular sales reports and updates to the executive team, including insights on sales performance, market trends, and areas for improvement.
- Continuously improve the sales process, tools, and methodologies to increase efficiency and effectiveness, including the adoption of new technologies and best practices.
- Identify and pursue new market opportunities, including verticals, geographies, and customer segments to expand our customer base.
- Work closely with Marketing & Leadership to ensure lead quality, quantity, and proper follow-ups
- Manage a modern lead generation tool stack, including Salesforce, Chili Piper, and Marketo.
- Adheres to all confidentiality and compliance regulations.
- Other tasks or projects as assigned
Minimum Education & Work Experience:
- Minimum GED or High School Diploma or equivalent;
- Bachelor’s degree in Business Administration, Marketing, or a related field Preferred
- Two (2)+ years of prior hands-on work experience leading and managing a high performing outbound sales representative team for a technology company preferred.
- Five (5)+ years of experience working in and building inside sales teams that drive lead generation, manage pipeline, and operate as full-cycle sales professionals.
- Direct selling experience as a full-cycle Account Executive in B2B environment required
- Experience in high-volume, high velocity sales organizations selling to SMB industry preferred
Key Skills and Qualifications:
- Demonstrated experience of consistently exceeded quotas and expectations
- Prior experience supervising and leading a team with a passion for motivating and developing talent and coaching a team to success. (preferables a team of customer support and sales professionals).
- Proven track record of goal achievement (as individual or manager) and building and managing KPIs for a sales organization.
- Ability to forecast your business – lead conversion data through to pipeline build and win rates.
- Excellent communications skills, both written and verbal. (includes effective communications over the phone and via email).
- Computer Savvy with solid knowledge of MS Office Products (Excel, Word, Powerpoint) and able to navigate multiple web applications simultaneously.
- Must be proficient with online meeting software, web conferencing tools, CRMs (Salesforce and Sales acceleration tools, such as Outreach or Salesloft).
- Numerically literate and data driven, comfortable working with numbers, making sense of metrics and processing figures with spreadsheets to constantly find ways to improve productivity, efficiency, and contribution to the business.
- Able to juggle multiple tasks (both technical and administrative), all with a sense of urgency and accuracy to still deliver high quality results in a fast paced environment.
- Must be a creative thinker with strong analytical and organizational skills.
- Must be a self-starter and proactive with the aptitude to learn, be results-driven, and deadline-driven.
- Must be able to travel up to 25 %
Physical Demands and Work Environment:The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Regularly required to sit at a desk in front of a computer and use hands to finger, handle, or feel objects, tools, or controls (including a computer keyboard and operating a telephone), lift and/or move up to 10 pounds.
- Frequently requires the use of hands and arms for reaching, as well as the ability to walk and communicate effectively through speaking and listening.
- Specific vision abilities required by this position include close vision, color vision, and the ability to adjust focus.
- Noise level in the work environment is usually moderate.
- Type on a computer keyboard and look at a computer monitor, and operate a cell phone or a computer-based phone.
