The Director of Sales reports to Vice President of North America Sales and is a member of the company’s sales management team. They will be responsible for the strategic direction and execution of all of the company’s direct sales and business development efforts in North America. The Director of Sales will drive the company’s achievement of its booking and revenue goals, including customer retention, customer acquisition, up-selling and cross-selling. The Director of Sales will participate in ensuring a positive work environment consistent with corporate values.

Responsibilities:

• Support and lead a sales culture of success and ongoing business development against company goals
• Develop plans and strategies for evangelizing and developing business to achieve the company’s aggressive revenue and profit objectives over the coming 3 – 5 years
• Lead and develop the existing Somerville based direct Sales teams ensuring their alignment and collaboration with the supporting teams, operations and functions
• Define and oversee incentive programs that support the attainment of company sales objectives and motivate the sales team to achieve their individual sales targets
• Define and coordinate sales training programs that enable staff to achieve their potential, ensuring outstanding consultative selling abilities and excellent interpersonal skills with executive level customers and partners
• Develop a program of support and mentorship to the existing sales management team to ensure appropriate succession planning and career development
• Work closely and cooperatively with the Marketing function to define and refine the value proposition and execute lead generation programs
• Establish and manage the required metrics for sales funnel management.  Provide detailed and accurate sales forecasting
• Assist in the corporate budget planning process, specifically in sales forecasting and sales pipeline management.   As a member of the sales management team, be the lead on driving the top line, and share in achieving the bottom-line objectives
• Monitor customer, market and competitor activity and provide feedback to company leadership team and other functions
• Be a role model for the company culture

  Key Requirements:

• 7+ years sales experience, with 5+ years SaaS/software sales experience, and at least 4 years in sales management
• A versatile player-coach, with experience leading and developing both a sales leadership and sales and business development representatives. Be comfortable overseeing an inside sales team and be able and willing to directly manage relationships with large accounts
• Tangible experience scaling an inside sales operation to sell to mid-sized businesses with a 30 to 60-day sales cycle and average deal size in the $10K to $50K range
• Experienced in large enterprise sales cycles of three to six months and an average deal size of $100K to $500K per sale
• Work related experience with a company growing revenues from $1M to $10M+
• Established contacts and relationships with potential customers and channel partners
• Commitment to exceed customer expectations and contribute to a high level of customer satisfaction
• Ability to plan and manage at both the strategic and operational levels
• Experience in choosing, deploying and using marketing and sales applications, including salesforce.com
• Excellent interpersonal, verbal and written communications skills
• Demonstrated ability to multi-task and work in a dynamic, fast-paced setting
• Proven ability to work well under pressure and handle stress personally and professionally
• Experience and proven ability to collaborate as a member of the sales management team, and as the leader of a remote sales and business development team

SmartBear is an equal employment opportunity employer and encourages success based on our individual merits and abilities without regard to race, color, religion, gender, national origin, ancestry, mental or physical disability, marital status, military or veteran status, citizenship status, age, sexual orientation, gender identity or expression, genetic information, medical condition, sex, sex stereotyping, pregnancy (which includes pregnancy, childbirth, and medical conditions related to pregnancy, childbirth, or breastfeeding), or any other legally protected status.