Sales Manager, Enterprise - Americas

Ashby • San Francisco, CA

4d

About The Position

TA tools in the Enterprise represent a huge market opportunity, a $1B+ TAM, and the incumbents are legacy players. We are displacing a collection of tools (ATS, Sourcing & CRM, Scheduling, Analytics, Offers & Approvals) with a consolidated talent suite. This is a proven playbook that Workday used to win the HCM market as customers realize value in a multitude of ways.
We are seeking an experienced Enterprise Sales Manager in North America to lead the segment and scale our Enterprise AE team. There are three primary responsibilities that this sales leader will take on:
Be accountable for the revenue results of the segment. Partner with the senior AEs in a team selling motion to maximize our win rates on the company's largest opportunities. Manage deal risks and help navigate the complexities of large-scale competitive replacement deals.
Make high quality hires in lock step with market demand. In general we believe that smaller, high caliber teams can achieve remarkable results. Your Enterprise team will be an adept group of solution selling experts.
Establish a reputation for excellence by fostering alignment across Product, Marketing, Solutions Engineering & Professional Services creating a flywheel for future enterprise customer acquisition.
In this role, you’ll report to our Head of AMER Sales (Leigh Brown) and have significant impact in defining our go-to-market strategy and sales methodology. If we are even moderately successful relative to our ambition, we'll have an incredible growth story to tell in just a few years!

Requirements

• You’ve managed a team of SaaS Enterprise Account Executives delivering $5M/yr+ at a company that has scaled beyond $100M ARR
• You have helped win $1M+ SaaS deals with publicly traded companies, and can help your team see around corners on complex deals
• You have a proven track record of hiring and onboarding Ent AEs who can create their own pipeline and close both more tactical ($100k) and strategic ($500k+) deals
• You have a strong mental model for enterprise sales execution. At the same time, you're a lifelong learner and are open to new ideas and experimentation.
• You are comfortable establishing relationships with customers and facilitating peer-to-peer conversations between company leadership to elevate engagements.
• You become a product and industry expert. You connect the dots quickly. Customers and your team trust you to provide practical advice and relevant stories.
• You have sold a complex multi-product platform and have won many rip-and-replace sales motions.

Nice To Haves

• You have sold to Talent and/or People leaders and are familiar with their pains and priorities

Responsibilities

• Be accountable for the revenue results of the segment.
• Partner with the senior AEs in a team selling motion to maximize our win rates on the company's largest opportunities.
• Manage deal risks and help navigate the complexities of large-scale competitive replacement deals.
• Make high quality hires in lock step with market demand.
• Establish a reputation for excellence by fostering alignment across Product, Marketing, Solutions Engineering & Professional Services creating a flywheel for future enterprise customer acquisition.

Benefits

• A product that our prospects & customers are truly excited about
• Competitive salary, commission and equity.
• 10-year exercise window for stock options. You shouldn’t feel pressure to purchase stock options if you leave Ashby —do it when you feel financially comfortable.
• Unlimited PTO with four weeks recommended per year.
• Generous equipment, software, and office furniture budget. Get what you need to be happy and productive!
• $100/month education budget with more expensive items (like conferences) covered with manager approval.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed