Senior Director, Commercial Account Management, General Contractors

Procore Technologies•Austin, TX

9d•$235,200 - $323,400•Remote

About The Position

Procore is seeking a Senior Director to manage, grow, and further develop its Commercial Sales, General Contractor team. The role partners with the General Contractors Sales team to drive sales strategy and execution with commercial general contractor customers, while building a high-performance, high-accountability culture that meets and exceeds sales goals. The ideal candidate has software sales management experience, preferably in a second-line leadership capacity, and is skilled at cross-functional collaboration, pipeline generation, consistent deal processes, recruiting, and developing employees. The role reports to the Vice President, General Contractor Sales and may be performed remotely from any US location. Procore is seeking someone to join immediately. The position includes quarterly travel for client onsite visits. The compensation ranges are $235,200–$323,400 annually in base pay and $392,000–$539,000 annually in on-target earnings. The role may also be eligible for equity compensation and/or bonus incentive compensation. Actual compensation depends on job-related skills, experience, education or training, and location.

Requirements

At least 8 years of quota-carrying software sales experience.
At least 5 years of management experience.
A track record of hiring, developing, and promoting account managers and sales leaders.
Experience selling through thorough discovery, value selling, and a rigorous sales process.
Experience using and implementing a sales methodology.
Demonstrated experience with Salesforce.
Superior written and verbal communication skills, including the ability to deliver persuasive business messages to channel partners, end users, and sales leadership.
Ability to multitask and thrive in a fast-paced environment.
Results-focused, team-oriented approach and strong work ethic.
Ability to work autonomously and identify and complete high-value projects.

Nice To Haves

Software sales experience in a SaaS environment.
Software sales management experience in a second-line capacity, managing managers.

Responsibilities

Lead the Commercial General Contractors Account Management team to drive sales, reduce churn, and achieve objectives and quotas while fostering inclusion, accountability, and collaboration.
Implement new and optimize existing processes, training, and initiatives to help the organization exceed its goals.
Attract, hire, and retain high-performing Sales Managers and Account Managers, fostering a performance culture.
Train and support the team in understanding the role, Procore products, the industry, the market, the value proposition, and sales best practices.
Independently identify high-value projects and drive them to completion.
Demonstrate leadership in cross-functional team environments.
Conduct regular call, presentation, pipeline, and deal reviews with managers and representatives.
Help managers and representatives win deals through onsite presentations, negotiations, and deal strategy.
Work with sales leadership and representatives to ensure lead quality, quantity, and appropriate follow-up.
Provide detailed analysis and reporting on team performance and accurate forecasts to sales leadership based on individual performance and historical trends.
Identify and implement process improvements that drive efficiency and productivity.
Travel quarterly for client onsite visits.
Contribute to and drive the go-to-market strategy in the assigned region.