Director of Enterprise Sales, Sprout Social

• 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
• Joining the Sales and Success team is an opportunity to accelerate your career. We’re a winning team selling and supporting the leading social media management platform for businesses.
• Not only do you get to work alongside some of the sharpest minds in the industry, you also get to work with some of the biggest brands in the world ​​including General Mills, Make-a-wish Foundation, Honda, and Edelman.
• And the real kicker? You get to design your own career and follow the path that’s best for you. Wherever you want to go, we’re committed to helping you get there
• 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