Description:
Zendesk is growing and looking for an expert, Senior Sales Manager who adheres to a solution and value-driven sales approach and has experience managing hard-working, high-performing SaaS teams. You possess strong sales leadership experience (specifically with leading a Commercial field sales team), as well as deep knowledge of sales cycles likely from your experience as a top individual performer. This person will play a key role in leading a highly visible and motivated sales team that focuses on Commercial accounts (500-1,500 employees) and prospects.
Responsibilities:
- Demonstrate strong operational rigour and discipline in managing a field sales team working Enterprise-level accounts
- Provide team leadership, vision, and direction. Bring your own identity and build your own inclusive, high-performing culture. Clearly communicate expectations to team members and demonstrate methodology for holding individuals accountable.
- Ongoing mentoring and development of the sales team: includes recruiting, onboarding, and training new Commercial Account Executives.
- Engaging at C-level in enterprise customer organisations, to include customer onsite visits.
- Supporting direct reports by participating in prospect meetings and engaging other corporate resources as required.
- Conducting weekly forecast meetings. Mentoring direct reports on strategies to drive closure. Reporting accurately to Senior Sales Management on progress/obstacles. Forecast accuracy within 5% each quarter
- Reporting on all aspects of the business to Senior Sales Management.
- Be accountable for the attainment of assigned new customer acquisition and financial performance targets.
- Working closely with other cross-functional teams; field marketing, outbound sales development to drive market awareness and build necessary pipeline for the sales team to achieve bookings targets.
- Coaching direct reports on strategies to drive sales wins.
- Consistent monitoring of the sales activity of the team, and tracking of results.
- Actively leading and monitoring demand generation activities.
- Leading initiatives to drive customer awareness and engagement.
- Develop and implement successful sales campaigns.
- Capable of optimally leading significant client customer concerns and issues.
- Develop required relationships and Executive engagement to support success.
- Knowledge and experience running deal reviews through MEDDPICC
Requirements:
- 10+ years of software sales experience in an individual contributor and management role, including 3-5+ years sales management experience.
- You have a consistent track record of success, driving revenue expansion against quota and increased profitability in the software industry.
- Currently and successfully managing a team of Commercial Account Executives in a B2B software solution sales environment.
- Excellent presentation and listening skills.
- Results-driven, self-directed with a passion to succeed!
- Ability to attract, hire and train new Account Executives.
- CX Experience a huge advantage and plus!