Director of Enterprise Sales, Sprout Social

• We’re looking for a leader with a strong background in Enterprise sales with a deep understanding of B2B SaaS sales solutions
• This candidate must be consultative, highly motivated, data-driven, and willing to work in a fast-paced, dynamic, and growing environment
• 6+ years of enterprise sales leadership experience within B2B SaaS sales
• Proven track record of consistently exceeding sales targets and leading teams to high performance in complex, consultative selling environments
• A deep understanding of the SaaS business model, enterprise buying cycles, and stakeholder management
• Demonstrated passion for hiring, developing, & coaching top sales talent
• A consistent track record of positive qualitative feedback related to fostering collaboration, mentorship, & impact outside of your direct role & territory

Desirable

• Sprout Social is looking to hire a Director of Enterprise Sales for the Sales & Success team
• We’re seeking a strategic and collaborative sales leader to lead and scale a high-performing team of Strategic Enterprise Account Executives
• This team is responsible for driving new business growth by partnering with many of the world’s largest organizations, including Fortune 500 companies
• Meet (and exceed) revenue, operational, and strategic goals as well as foster the professional growth, development, and success of your team members
• Spend time coaching, counseling, and mentoring Strategic Account Executives in all aspects of sales and effectiveness
• Identify new market opportunities and provide feedback to product and leadership teams on customer needs and competitive intelligence
• Build strong relationships with C-level stakeholders at Fortune 1000 and global enterprise accounts
• Collaborate cross-functionally with Marketing, Product, Customer Success, and Sales Enablement teams to support enterprise pipeline development and deal execution
• Own forecasting, pipeline management, and reporting for the enterprise segment
• Ensure effective use of CRM and sales enablement tools to optimize productivity and visibility
• Within 1 month, you’ll plant your roots, including:
• Complete Sprout Social’s new hire training & onboarding program alongside other new Sprout team members. You’ll gain a broader understanding of our products and how your role fits into the organization
• Partner with your AVP to define key success metrics for your role and how you will measure against them
• Meet your team in 1:1s to understand each person as an individual, what’s working, and what’s not, and gather learnings to implement in your role
• Dive right into our platform to learn about what makes our platform unique and why customers love our solutions
• Learn Sprout’s go-to-market messaging, and key differentiators, develop and personalize segment-specific value propositions
• Learn the relevant customer stories and case studies to justify your value propositions with real ROI examples from the field
• Within 3 months, you’ll start hitting your stride by:
• Meet with leaders throughout the Sales, Sales Development, Sales Engineering & Customer Success organization that share responsibility for obtaining similar targets and identify areas of opportunity
• Meet with the recruitment team to consistently recruit and attract top strategic Account Executives to further build your team and get ahead of talent needs
• Establish a strong understanding of sales enablement, create/analyze team reports, and identify coaching opportunities
• Begin coaching and mentoring your team with call listening through Gong, call shadowing and role plays to help them improve, both professionally and personally
• Assist in negotiations and deal strategy
• Create an early concept of a future plan for your team and begin prioritization for future quarters
• Within 6 months, you’ll be making a clear impact through:
• Measure initial process improvements and make adjustments where appropriate
• Have built strong cross-departmental relationships with Marketing, Sales Operations, and Product teams
• Step up as a leader to share best practices across the Sales & Customer Success organization and help others grow from your experiences
• Meet agreed-upon goals and targets relating to revenue targets and team productivity
• Continue to develop your team, both personally and professionally
• Become a Sprout Social and social media expert to confidently speak to ever-changing trends, new product features and platform enhancements to help our customers realize their full potential and accomplish their goals
• Within 12 months, you’ll make this role your own by:
• Consistently meet and exceed monthly pipeline and revenue targets
• Obtain (solicited and unsolicited) and act upon peer, customer, and leadership feedback
• Be recognized as a subject matter expert and leader at Sprout
• Establish and begin executing against the long-term plan for your team
• Promote members on your team and create a bench of new talent