Vice President of Enterprise Sales, B2B at TripAdvisor

| Greater Boston Area
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Based at the company’s HQ in Needham, MA, the Vice President of Enterprise Sales, B2B is responsible for driving the sales of TripAdvisor’s Hotels Solutions advertising platforms to current and future Hoteliers globally. This role will be responsible for setting the sales strategy and execution and generating revenue through a world class sales organization. The Vice President of Enterprise Sales, B2B, plays a key role in driving the future growth of the Hotels Business Unit. This is the core TripAdvisor business representing approximately two-thirds of the company’s current revenues.

To be successful in this role you will:

  • Build a detailed understanding of the hotels market and online travel industry globally
  • Effectively recruit, manage and retain a large global field sales organization
  • Work with the Global head of Hotel Sales to devise and execute a global sales strategy to optimize revenues across the full suite of advertising products
  • Personally negotiate and close Enterprise-level accounts that support the long-term growth of the business
  • Maintain and share knowledge of global market conditions, competition, and opportunities


Key Skills / Experience

  • 12+ years of sales experience; with at least 7 years successfully managing and mentoring a global sales team
  • Provide leadership to the sales and technical organization within Hotels, while fostering a culture of accountability, professional development, high-performance, and ethical behavior
  • Drive team performance to exceed targets for sales and revenue growth consistent with margin expectations
  • Ensure best practices sales processes are in place and monitor execution to constantly optimize results
  • Lead sales organization change initiatives by championing change initiatives, and overcoming challenges that are impeding revenue growth
  • Recruit top caliber sales professionals at all levels of sales organization and scale the organization
  • Collaborate with our marketing organization to maximize benefit from demand generation and account-based marketing investment and execution
  • Collaborate with implementation and professional services organizations to ensure efficient transition from prospect to customer and accelerate revenue generation
  • Manage ongoing forecasting process to provide predictable results
  • Partner with other senior leaders to gather and provide valuable process and product improvements
  • Confident presenter with excellent verbal and written presentation skills
  • Experience in a digital advertising, fast growth business strongly preferred

What you'll bring to the team

  • A proven track record leading a widely geographically distributed sales team selling digital advertising products
  • A history of success recruiting and retaining top tier sales professionals with proven ability to exceed performance targets
  • Proven ability to implement and drive a disciplined, systematic sales process across sales teams
  • Ability to be a collaborative manager and strong influencer with superior interpersonal skills and strong business acumen
  • A track record of success as a sales leader who can successfully negotiate contracts with six and seven figure annual recurring revenue with large corporate customers
  • Outstanding written and verbal communication skills
  • Bachelor’s degree required

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