Description:
What You’ll Be Working On
- Mentor and lead a high-performance sales team of leaders and reps, including performance management, coaching, and quota setting.
- Create a culture of accountability and consistent execution, with clear individual expectations reinforced daily, not only in periodic reviews.
- Build and install a consistent sales process across the organization: clear stage definitions, exit criteria, deal reviews, and forecasting discipline.
- Manage the full cycle sales process from prospecting, outreach, presentations, proposals, and deals.
- Meets assigned targets for profitable sales volume and strategic objectives in assigned territories.
- Explore and pursue new markets and verticals to expand the company's footprint and customer base.
- Utilize data and analytics to track sales performance, identify areas for improvement, and make data-driven decisions to optimize sales efforts.
- Involved in strategic opportunities, both as a direct participant and a leader with the team to cultivate and grow opportunities.
- Build and maintain a cross-functional strategic deal framework that ensures our greatest chance for success
- Align with Commercial Strategy on pricing, quota design, compensation, and forecasting methodology
- Champion sales and growth activity internally through consistent communication, reporting, forecasting, and visibility across key stakeholder groups
- Partner with the CCO to develop resourcing strategies that support growth within the existing client base, recognizing the distinct needs of customer expansion versus new business acquisition.
- Represent the company at a wide range of industry events, tradeshows and conferences.
- Own new logo generation and drive growth as accesso's product portfolio expands
- Partner with Marketing on pipeline generation and adoption of sales tools and messaging
- Partner with Commercial Contracts on redlines and contracting speed without sacrificing deal quality.
What Success Looks Like In The First 12 Months
- A consistent, well documented sales process is adopted across the organization, with stage definitions and forecasting discipline that leadership can trust.
- Win rate and deal velocity show measurable improvement over the prior year.
- Sales directors have clear expectations, consistent coaching and deal review, clarity on the sales process, and a strong understanding of the accesso product portfolio.
- accesso's presence and reputation with prospects and industry partners visibly strengthens.
- New business growth becomes structurally repeatable.
- Implement a consistent sales forecasting methodology that all business stakeholders can trust.
What You Bring To The Role
- 8+ years of progressive B2B SaaS sales leadership experience, with at least 5 years in a senior sales leadership role leading enterprise sales organizations.
- Proven success building, mentoring, and leading sales teams, including leaders and reps.
- Demonstrated ability to create a culture of accountability, collaboration, coaching, and continuous improvement.
- Experience selling into complex organizations with multiple stakeholders.
- Experience owning a forecast and pipeline of significant scale with direct accountability to an executive team or board.
- Experience developing and executing strategic sales plans that align with organizational goals.
- Exceptional consultative selling, negotiation, and executive relationship-building skills with experience engaging C-level decision makers.
- Fluency managing through data: CRM discipline, forecasting rigor, and scorecard-based accountability.
- Experience leading a team through a change in sales leadership without losing morale or momentum.