Vice President VP of Sales

Job Description

As the VP of Sales, you will be expected to:

• Build and grow the sales team and train new hires
• Codify the sales playbook, including setting meetings, executing discovery calls, delivering product presentations, handling objections, and converting prospects to successful customers
• Implement a process to test, learn, and iterate on components of the sales playbook ensure optimization
• Establish an annual sales plan defining sales hiring goals, KPIs, and the corresponding monthly revenue output
• Develop an accurate monthly forecast for the company
• Assess sales metrics and translate insight into improvements
• Provide on-going coaching to salespeople
• Work with functional leaders from marketing, customer success, product, and finance to properly align sales execution with the broader company goals

Key Responsibility: Own recruiting & retention of sales reps:

• Build and maintain a best-in-class sales team by recruiting, training, motivating and developing the right talent
• Design compensation and incentive programs that engage and motivate the sales team while driving continual improvements in productivity

Key Responsibility: Develop sales strategy, systems, training and processes:

• Develop and implement the sales strategy to exceed revenue targets for our product, including the go-to-market plan and sales process from lead gen to upsell/retention
• Cultivate and develop a winning culture through performance expectations, driving the right behavior to develop a pipeline, direction, transparency, and proactive communication
• Serve as the executive point person for sales such as improving sales discipline, institutionalizing use of best practice sales methodologies and executing against growth forecasts
• Oversee the responsibilities and key initiatives of our sales management team
• Create, improve and audit sales processes and support resources through training programs and management coaching

Key responsibility: Drive sales productivity and effectiveness:

• Establish strategies for improving sales rep performance, both in volume (# of deals) and quality (size and value of deals)
• Oversee the management of daily and weekly AE activities, pipeline analysis, and forecasting efforts to ensure predictable top-line growth trajectory in line with company goals
• Assist with complex sales negotiations, craft sales positioning and presentation approach, assist with proposals and POCs, and help drive the pipeline for high-profile strategic accounts
• Develop and generate reporting to track all key sales metrics for the organization in conjunction with Heads of Finance and Sales Ops
• Work closely with finance and operations teams to develop key operating assumptions & growth plans for the business
• Collaborate with Marketing Demand Generation team to build strategic data sets for lead gen optimization and sales planning purposes

Qualifications:

• 10+ years of sales experience, preferably in scaling a metrics-driven SaaS sales team at a rapidly growing technology company in a highly competitive market
• 3-10 years of sales leadership: hired at least 6 successful, high performing sales reps and managed at least 8 sales reps or managers-of-managers within dynamic sales teams
• Executed a sales playbook used to acquire customers with $250K+ ACV. Strong preference for experience in designing and implementing the playbook from scratch. MEDDIC preferred
• Preference for Sales management experience with an organization that has scaled at least to $20+M ARR. Front-office software (i.e. martech, sales-tech, etc.) preferred but will accept any complex software sales except ad sales or hardware
• Preference for experience selling into Multi-Location or Franchises but any industry works as long as sale was $250 K+ ACV and involved a complex DMU of 3+ people
• Extensive sales operations experience (forecasting, planning, analysis, sales systems, reporting, compensation and quota management)
• Ability to build vision, understand and define requirements, design practical solutions, develop supporting business cases and implement solutions for clients
• Strong experience using CRM and Marketing Automation tools such as Salesforce, Hubspot, etc.
• Strong problem solving skills, project management, time management
• High levels of analytical horsepower and ability to turn analysis into insight and actions
• Very organized with attention to detail
• Bachelor's degree in Business, Sales, Marketing, or related discipline, or equivalent additional experience

Additional Information:

This role can be done remotely as long as you're willing to work during Pacific Time zone standard business hours.

MyTime is a fully remote company. The teams meet virtually throughout the day to collaborate. We provide a competitive base salary, performance bonus, startup equity, and healthcare benefits. We offer a transparent and exciting startup culture that is singularly focused on empowering people to make an impact in their jobs. We’re growing fast and solving a big problem, providing our employees the opportunity to make the tremendous impact that leads to true professional fulfilment. If you're interested, we'd love to talk!

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