Director, Sales - Enterprise

Payscale

33d•Remote

About The Position

The Director of Enterprise Sales at Payscale will lead a team of Enterprise Account Executives focused on building partnerships with larger organizations, understanding their challenges, and focus on solving their pain by positioning Payscale solutions. Payscale’s mission is to empower employers with the strategic power of compensation by delivering data, services, and software to get pay right. This responsibility entails close management of sales productivity, pipeline discipline, and a strong desire to lead blocks for their team members to ensure success in both their personal and professional lives. A strong leader will build trust, drive engagement and celebrate wins that drive the growth of the organization. You’ll leverage your expertise to enable a team of salespeople to effectively sell a suite of data, software, and services and the progression of the sales forecast to ensure sales growth. You’ll drive and improve metric reporting procedures and own financial metrics, targets, and budgets. The successful candidate will be energetic, persuasive, organized and carry a player/coach attitude. This person will also work exceptionally well cross-functionally, build collaborative relationships, and dedicate their focus to improving the team and building Payscale for the future.

Requirements

Bachelor's degree, or experience in sales and/or customer facing activities in a solution selling environment
Demonstrated success expanding the deployment of offerings within current customers and closing new business at the same time.
10 years of Enterprise SaaS sales experience
5+ years of experience leading a team of Enterprise Account Executives
Ability to prepare reports and use of appropriate mode of communication. Must be proficient at analyzing data, building reporting and making strategic recommendations based on data and trends
Ability to manage multiple change management initiatives and work under tight deadlines
Proven success in navigating a matrix organization and driving successful SAAS initiatives
Keen business sense, with the ability to find creative business-oriented solutions to problems
Desire to own projects and exceed expectations, with ability to find solutions and deliver results within a rapidly changing, entrepreneurial, SaaS culture
Excellent interpersonal skills, with the ability to communicate effectively with management and cross-functional teams, for both technical and non-technical audiences
Expert user and trainer in Salesforce.com, Excel and other tools as required (training provided on unique Payscale solutions)

Nice To Haves

Previous experience working for an HR tech or SaaS company is highly preferred (HCM, Compensation, ATS, etc.)

Responsibilities

Manage a team of 5-7 Enterprise Account Executives
Ability to forecast revenue, monitor sales activities, and deliver on performance targets
Excellent interpersonal skills, with the ability to communicate effectively with management and cross-functional teams, for both technical and non-technical audiences
Proven track record of identifying and implementing sales best practices
Develops sales teams through a culture of coaching, learning and development, and strategic performance management
Create strong relationships with key client stakeholders at both senior and mid-management levels
Partner with other go to market teams to identify opportunities to gain efficiency across the business
Drive the Sales team to achieve annual sales revenue
Understand and effectively communicate the company's mission, vision, and values
Through reporting and analytics, validate the quality of the lead and pipeline data and provide guidance to improve the overall data quality
Report on KPIs related to the lead and the opportunity waterfall needed to implement a strong partnership between marketing and revenue
Monitor the quality of marketing and sales information and define the data improvement programs
Maintain sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors
Effectively recruiting and onboard new hires
Work with Revenue managers and Sales Operations teams to implement targeted sales strategy
Generate and maintain accurate Territory plans
Define contact and account quality standards in the database, defining processes and data acquisition strategies

Benefits

Flexible paid time off, giving you the opportunity to rest, relax and recharge away from work
14 Paid Company Holidays, includes 2 floating holidays (you choose!)
A comprehensive benefits plan including medical, dental, life, vision, disability, and life insurance covered up to 100% by Payscale
Unlimited infertility coverage benefits through our medical plans
Additional supplemental health benefits offered to you and your family
401(k) retirement program with a fully vested immediate company match
16 weeks of paid parental leave for birthing and non-birthing parents
Health Savings Account (HSA) options and company contributions each pay period
Flexible Spending Account (FSA) options for pre-tax employee allocations
Annual remote work stipend to be used on wellness or home office equipment