Regional Director, Enterprise Sales
About Drift
Drift is the Conversational Marketing platform that combines chat, email, video, and automation to remove the friction from business buying. With Drift, you can start conversations with future customers now, on their terms -- not days later. There are over 50,000 businesses that use Drift today to generate more revenue, shrink sales cycles, and make buying easy. Our mission is to use conversations to make business buying frictionless, more enjoyable, and more human.
What you'll be doing on the team:
- Drive revenue through new customer acquisition, meeting or exceeding all sales targets and performance metrics
- Lead, inspire, manage, and mentor 4-8 experienced sales executives to maximize their individual potential and professional growth as well as ability to function effectively as a team
- Build a culture of accountability and urgency by transparently leveraging metrics and reporting to drive the right behaviors
- Develop a deep understanding of our product messaging, technology platform, partner ecosystem, and competitive landscape
- Cultivate an environment of teamwork, openness, creativity, and continuous improvement
- Support and assist sales executives with all aspects of the sales process including client presentations, proposals, contract negotiations, and final close
- Develop and maintain accurate forecasts
- Identify topics and partner with sales enablement to plan product and competitive training sessions
- Build excellent working relationships with all key business leaders, colleagues, and broader team
- Listen carefully to prospects and clients to provide market feedback to the Product team and help prioritize functionality needed to drive sales opportunities
- Partner with Customer Success to provide new customers a seamless onboarding experience
- Creatively identify and help drive new programs to improve the sales organization
In one month you'll
- Attend comprehensive organization training and learn the Drift story, how we work and our goals for the future
- Complete our in-depth product training, including learning how to use the product within the Enterprise business
- Establish 1:1 meetings with your VP and a cadence for your weekly forecast and reporting
- Establish 1:1 meetings with your direct reports and set appropriate expectations for their weekly updates
- Meet with key players across the organization in Product, Marketing, Customer Services, Data Operations, Legal
- Attend at least 10 videoconference or in-person demos with your team members
- Seek feedback, not consensus
By month 3 you'll
- Master Drift pitch and value proposition and become knowledgable of several Enterprise use cases
- Fully understand our internal ecosystem and be able to collaborate cross-functionally to lead a best in class sales process
- Determine how to forecast your team number as accurately as possible on a monthly and quarterly basis
- Create and collect Enterprise materials that can be used for training purposes and be stored on the Enterprise Wiki for efficiency and consistency
- Determine the sales math needed for your team including total pipeline, activities, deals across stages on a weekly and monthly basis
- Understand inbound and outbound marketing programs and determine what mix is needed for your team's success
- Be a curious learning machine
By month 6 you'll
- Build and manage a strong team pipeline of prospective customers and expansion opportunities and provide accurate sales forecast through Salesforce
- Lead your team to drive complex, enterprise deals from initial contact through close within a fast paced environment
- Develop strong collaborations with Enterprise CS to support the growth of our ENT customer base
- Hire, train and ramp new talent on the team to continue to drive growth on the Enterprise team in 2020
- Through your leadership, coach your team to be role models within Drift
- Bring your thinking, strategy and ideas to the team to advance our unique culture and vision for the future
- Practice extreme ownership
About you and what type of skills you’ll need:
- Minimum of 6+ years of successful enterprise outbound B2B SaaS sales experience with at least 3+ years of managing an enterprise team of 8+
- Demonstrable track record of above target performance, especially in a startup environment
- Smart, organized, self-motivated, flexible and team player
- True mentor and colleague
- Clear and direct communicator
- Consistently exceeds expectations
- experience selling to CMOs or S/VPs of Marketing
- experience selling a product for a category creator / not budgeted for already
- experience with working in a growing company vs. an established, known Enterprise brand
- trained on MEDDIC and/or other Enterprise sales methodology
Drift is committed to being an equal opportunity employer.
We know that applying for a new job can be intimidating. But guess what? At Drift, there is no such thing as a “ideal candidate.” We believe in the power of teamwork -- and in the desire to learn something new every day. We believe in hiring people, not just skills. Take it from our CEO.
If this sounds like a company you would like to join and a role you would thrive in, please don’t hold back from applying! Whatever skills you bring to the table or background you’re coming from, we welcome you to start a conversation with us. We need your unique perspective for our continued innovation and success. We’re looking forward to learning more about you!
Drift is committed to providing reasonable accommodations for candidates with disabilities in our recruiting process. If you need any assistance or accommodations due to a disability, please let us know at [email protected]
