Area Director, Enterprise Sales (West)

Optro

23h•Remote

About The Position

As an Area Director, Enterprise Sales in Optro's dynamic and high-growth environment, you will play a critical and impactful role in driving your Enterprise sales team to successfully sell Optro's full suite of products to leaders in the GRC industry. The Area Director will lead, coach and develop a team of 5-6 Enterprise sales professionals to proactively generate and identify new opportunities into target accounts within their territory, close business to achieve quarterly and annual revenue goals and take Optro’s sales organization to the next level. We’re looking for candidates who are passionate about what they do, driven to succeed and excited to join our team at this pivotal stage of growth. This position is remote but must be located in the Western Region (PDT).

Requirements

10+ years of related experience including 3+ direct full sales cycle experience selling enterprise B2B software, preferably SaaS GRC, finance, ERP, CRM, procurement, or adjacent sectors with 3+ years of people management experience
Experience leading sales in an early stage, high-growth enterprise B2B SaaS environment preferred
Proven line-of-business selling experience and able to engage at a C-Suite level within enterprise accounts
Ability to build and lead a sales organization, including quota-carrying and forecasting experience
Experience selling with and through alliances / partners.
Excellent cross-organization partnership and interpersonal skills
Experience devising sales strategy and contributing to enablement programs
A clear understanding of value-based selling with multiple examples of success
Strong EQ skills, able to build strong relationships internally and externally while inspiring and driving a team to deliver exceptional results.

Responsibilities

Drive portfolio business of high velocity new “lands,” as well as the expansion of strategic accounts
Recruit top talent at scale who possess high intelligence, strong character and coach-ability.
Lead AEs in achieving individual, team, and organizational quotas
Drive strategic deals and accounts to six-figure and seven-figure deal victories
Drive and monitor account planning and execution to deliver maximum revenue potential
Provide strategic executive leadership for sales forecasting, territory assignments, sales mentorship, and commission planning
Coach sales teams by helping structure sales opportunities and deals; further assist with selling activities as appropriate; Ensure the sales team is working cohesively with operations, sales engineering, and other internal/external teams
Build out a predictable business focused on the end-to-end sales process.
Lead pricing and contract negotiations.
Listen and comprehend customer pain points and goals and objectives to tailor Optro’s products and services.
Present a compelling solution of the Optro suite of products to clients using the information found in the discovery phase
Engage with C-level prospects to position Optro's strategic value proposition and drive the deal to closure
Leverage a values-based sales process to work with multiple client personas to close new business
Use a MEDDICC-based sales qualification methodology to manage sales resources and to report sales forecasts
Stay ahead of industry trends, competitive activity, and client opportunities
Attend trade shows, industry events, client meetings, and conferences – up to 30% travel
Engage and build relationships with Optro Partners and Alliances to help drive new pipeline growth and close new business
Evangelize the organizational need for a strong audit, risk, and control environment to drive new pipeline and win new business.
Willingness to embrace the core company values of Customer Obsession, Constant Innovation, Personal Improvement, Gritty Resilience and Win-Together

Benefits

Launch a career at one of the fastest-growing SaaS companies in North America and EMEA!
$200/mo for anything that enhances your life
Comprehensive employee health coverage
401(k) with company match
Competitive compensation & bonus program
Flexible vacation (exempt) / Accrued vacation (non-exempt)
Time off for your birthday & volunteering
Employee resource groups
Opportunities for team and company-wide get-togethers!
Parental Leave