Commercial Sales Director

  • Boston, MA
  • Full-time

Job Description

The Opportunity

We are looking to add an experienced Sales Director to lead a fast-paced, highly-visible sales team that generates revenues and exceeds organizational and individual quotas. You'll be instrumental in driving the Pluralsight sales and company strategy. We are looking for an experienced, driven sales manager with a proven track record of success in software using a value-driven sales approach. Ideal candidates will possess strong sales leadership experience, having sold software solutions to commercial and enterprise companies at the Director, VP and C level.

Responsibilities:

  • The Director of Commercial Sales will be responsible for setting and executing
  • Pluralsight’s sales strategy for a given region. This leader will assume responsibility of a growing sales team to help drive complex deal transactions. 
  • Revenue accountability will exceed $10MM annually
  • Manage and take accountability for negotiated non-standard contractual terms and conditions
  • Manage the performance of the Commercial Account Executive team including: recruiting, hiring, training, and professional development of individual team members 
  • Support the targeting, planning, positioning, and execution of commercial opportunity development efforts as necessary to maximize the probability of success 
  • Manage overall sales process, set appropriate metrics for sales funnel management 
  • Set and execute an aggressive customer acquisition strategy to generate annual growth in revenue and bookings for the region 
  • Work directly with the senior management team to shape strategies for driving sustainable business growth 
  • Maintain key customer relationships, develop and implement strategies for expanding the company’s customer base 
  • Provide detailed and accurate sales forecasting to senior leadership 
  • Plan and manage at both the strategic and operational levels 
  • Collaborate with senior leaders and other relevant stakeholders to create, implement and manage policies and procedures to effectively support the business 
  • Create and execute effective presentations, including corporate and solution capabilities, prospective client proposals, bid defense and business case/justification 
  • Support Business Development efforts by attending industry conferences and events Supporting direct reports by participating and leading in client and prospect meetings and engaging other corporate resources as required 
  • Ongoing mentoring and development of sales team which includes recruiting, on-boarding and training new Account Executives 
  • Conducting weekly forecast meetings & one-on-one reviews with direct reports 
  • Reporting on all aspects of the business to senior sales management 
  • Monitoring the sales activity of the team, and tracking the results 
  • Plan and execute marketing events in territory 
  • Travel up to 50%

Experience you’ll need:

  • Must possess a Bachelor's degree and have a demonstrable, successful track record with a minimum of 10 years’ experience in software sales and a minimum of 7 as a software sales manager 
  • Strong negotiation skills and proven experience of successfully selling to and closing 7-figure contracts at the CxO level; familiarity with SaaS solutions for technical education is preferred 
  • Strong interpersonal and communication skillset; in addition, must have the ability to synthesize complex business challenges and create clear solutions and messages for audiences at various levels of sophistication 
  • Must be a team player, able to handle ambiguity, anticipate and react to changes in a rapidly evolving environment 
  • Consistent overachievement of quota and revenue goals as a sales leader 
  • Proven track record of building satisfied, loyal and reference able customers 
  • Strong track record of recruiting, training/developing and retaining high performing sales talent 
  • Ability to to listen, think logically, strategically, and tactically to solve complex problems 
  • Self-motivated, demonstrating an ability to assume responsibility and work autonomously 
  • Successful track record of planning, executing and closing business from field events 
  • Strong operational and analytical abilities

Additional Information

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

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