Director, Sales & Business Development

Job Description:

The experienced Director of Sales & Business Development will lead our North American sales efforts. You will be a true partner on the executive leadership team helping set a vision for our sales strategy, ensuring that sales and revenue generation will meet the company's short and long-term goals.

We are seeking an accomplished and seasoned sales professional with a proven track record of overachieving quotas by prospecting, cold-calling, networking externally, scheduling, and participating in client meetings/demonstrations to generate a pipeline for our SaaS platform. You will work alongside and be supported by our management team to build successful relationships that lead to new business opportunities.

Responsibilities:

An ideal candidate will have experience prospecting into IT/SaaS accounts to develop new business opportunities by setting appointments with their current external network, our internal contacts, and establishing a deep prospective client pipeline.

• Help define the company’s sales methodology and prospecting accounts for new business
• Execute annual sales goal and meet targets for new client acquisition and account growth
• Partner with Technical Advisors to effectively present value proposition to capitalize on new business opportunities
• Partner with Customer Education Managers to identify opportunities for increased ROI within your account base
• Provide quarterly, semi-annual and annual forecasts within acceptable accuracy rate
• Deliver client feedback to product, marketing and development teams to enhance company products and services
• Understand and build upon competitive positioning models and pricing structure, and help deliver on company value propositions
• Provide strategic guidance and support to build out, hire, and train an effective sales team to assist in implementing the sales strategy
• Understand, at a high level, the key features, differentiators, and attributes of the platform (including basic technology strategy & architecture) and how it fits in to enterprises’ technology infrastructure
• Attend trade shows and conferences relevant to client base

Qualifications & Technical Skills:

• Deep understanding and broad knowledge of operational procedures, sales process, and ROE.
• 10+ years of senior sales and business development experience, preferably with a SaaS platform/IT model with the Cybersecurity space
• Proficient in Microsoft Office applications and familiarity with Salesforce and prospecting tools like LinkedIn Sales Navigator and ZoomInfo.
• Strong communication skills, both verbal and written, with the ability to effectively communicate complex information and adapting it to the end user
• Ability to maintain a professional and appropriate demeanor with all current and potential clients
• Deep network of prospects, and ability to successfully grow the network through internal contacts
• Self-motivated, competitive, and a natural drive to succeed.
• Possess excellent analytical and problem-solving skills, and possess strong time management and organizational skills
• Experience working in complex, dynamic, and evolving work environments
• Meet and exceed quota for two consecutive quarters.
• Ability to prioritize and meet deadlines.