Dairy.com (www.dairy.com) is the leading software-as-a-service (SaaS) solutions provider to the dairy industry.  Our suite of sourcing, trading, transaction facilitation, data processing and data analytics solutions are trusted to power certain mission-critical activities. Today our solutions and services help clients solve real and complex supply chain problems.

Dairy.com is positioned to be the world’s preeminent provider of dairy intelligence and technology, helping our customers feed a growing world. That’s what we strive for every day. We’re a critical lynchpin in the global food supply chain…and our customers remind us of it quite often.

It takes a great culture and amazing talent to meet such lofty goals. We invest in our people and promote a diverse, inclusive, and engaging culture. Titles don't really matter here. We like to say that we are all part of a “great team doing great things.”  We look for employees who are engaged and passionate about our products and our customers' success.

This, we believe, creates a dynamic work environment where we all actually get along, help one another, and feel good about the work we do. When talented people come together who share similar values – amazing things happen.

Opportunity:  The Head of Sales role is responsible for bringing a strategic vision, organizational design and day-to-day leadership to an emerging sales team with an aim to deliver rapid and profitable top-line growth. This position affords the successful candidate the opportunity to envision and create a high-performance sales and marketing engine to help the business deliver key business objectives. 

An array of products and solutions – all focused on the dairy supply chain – creates complex sales processes that cut across multiple client departments and functions. Determining the messaging, positioning and getting the deal approved for each client touchpoint is key for this role and the company’s long-term success. Also, leveraging value-selling and product ROI metrics in the sales process is a high priority.

This role is stretched across the very strategic to very tactical. It involves strategic planning, sales forecasting, building and inspiring a team, responsibility for select accounts, improving established processes while implementing new ones, and working across multiple functional areas. Operational processes are a priority: determining the sales methodologies and processes best suited for this market, then implementing those best-in-class processes that will enable the company to exceed its goals. Sales is at times a “team effort” touching several other executive members, meaning this role often teams with other executives to create and execute against sales targets.

From a leadership perspective, we hire recognized experts in their field who leverage their skills and experience to create measurable, improved outcomes for our company and our customers. We value humility and humbleness in management style and approach, but show strength, determination, and aim to provide clarity for those we lead. While our work is important, we don’t take ourselves too seriously. Life if more fun when you enjoy what you come to work to do each and every day and share that with those around you. Most of all, our leaders are passionate. Passionate about their work.  About their teams.  About making our customers better.

Essential Duties and Responsibilities include the following, other duties may be assigned:

• Build a strategic enterprise sales function to support a rapidly growing SaaS platform. Implement long-range strategies to support this growth while also promoting best practices, tools and techniques for exceptional sales performance to meet and exceed quarterly revenue targets.
• Define and make recommendations for changes to the sales strategy, including budget, territory alignment and essential tactics that will align with overall sales strategy. Define roles, hand-offs, compensation packages and tools to deliver an efficient and measurable sales process.
• Implement disciplined and proven sales methodologies and processes; hold the sales team and peers accountable for delivering results.
• Recruit and develop talented sales professionals through ongoing coaching and management.  Develop sales metrics and reporting capabilities that support productive, focused sales management discussions and activities. Develop training methodology designed to increase sales rep productivity.
• Review the sales projection/pipeline process ensuring that sales milestones, on a daily/weekly basis, are met and projections remain accurate.
• Assist with complex sales negotiations, attend sales presentations and close deals as necessary.
• Build core marketing capabilities into the sales organization to support the sales effort, including: lead generation, market research and brand awareness. Work with technology and other customer touchpoints to develop programs that support lead generation, customer acquisition, market penetration, customer retention, referrals, revenue, and branding goals.
• Partner with Product Management to create a strong and collaborative working relationship to ensure success in competitive positioning, market awareness and sales execution for customers.

• 5+ years Sales Leadership in a software/SaaS based business; 10+ years of actual sales experience with a focus on selling SaaS based products with a successful track record of achieving revenue targets…both as an individual and for a team.
• Professional direct sales experience in selling to C-level executives through a blended sales model of inside and outside sales professionals
• Proven experience selling SaaS/software/subscription-based software products and services
• Proven experience with supply-chain services and/or solutions; familiarity with agriculture and/or logistics a plus
• Proven experience implementing methodologies, sales training and development programs
• Be process driven and be able to implement those processes once the appropriate processes for sales cycle has been identified/created in growth companies
• Proven, successful track record of navigating across functional areas to deliver profitable sales and top line growth
• Ability to assess market trends to proactively alter sales plans and strategies

Travel may be required, approximately 50%.

If this job sounds like the perfect fit for you, please apply by uploading a copy of your resume!

All your information will be kept confidential according to EEO guidelines.