Vice President, Mid Market North America Sales

Vice President, Mid Market North America Sales

Location: Remote

THE OPPORTUNITY

Although we’re proud of our history, we’re just as excited about the future.  We want to create a world-class culture and company that attracts, develops, engages, and retains elite talent.  

At Salesloft, our Vice President, Mid Market North America Sales is pivotal to our company’s success. Reporting to the SVP, Global Premier Sales, you will lead, develop, and manage a team of leaders. Your leaders will lead, manage, and develop Mid-Market Account Executives. You will work closely with Marketing, Sales Operations, and Product teams (as well as other business units) to be accountable for delivering against budgeted revenue and KPI goals. You will lead the efforts to drive productivity and efficiency improvement for your team through innovation, new technologies, skill set training, and process improvement.

In addition to working with amazing colleagues who exemplify our ‘team over self’ core value, you will also have the opportunity to build and evolve a category of emerging global partners to the fastest-growing Sales Engagement company in the world. You will have an opportunity to make a difference. 

WHAT WE’RE LOOKING FOR:

We are seeking a results-oriented, motivated, and strategic leader who is laser-focused on developing a team that is responsible for hunting net new business within the Mid-Market white space and customer base. 

On a day-to-day basis you will be responsible for:

• Lead centralized teams with an entrepreneurial spirit while fostering a culture of innovative thinking and urgency.
• Drive the efforts for the new business and cross-sell/upsell motions.
• Coach and develop front line managers and sales executives to achieve targets and grow their careers.
• Oversee the strategic objectives, and work with the SVP of Premier to optimize operations to meet and exceed goals.
• Collaborate with the leadership team on optimizing the interlock between planning and governance of the business. Oversee and socialize KPIs across the entire company on the monthly Employee All Hands
• Work to optimize cross-functional processes and ensure that different departments work cohesively towards common organizational objectives
• Represent and communicate strategic, and operational perspectives to leaders across the company to ensure that these projects and team efforts align with Salesloft’s goals and strategic direction
• Foster a long-term mindset dedicated to the business's health while ensuring short-term execution that consistently meets expectations and delivers results
• Establish an understanding of change-management philosophy and principles to drive the adoption of our strategic plan to drive consistent and repeatable growth 
• Undertake special projects and business initiatives.
• Travel for customer meetings and internal meetings when necessary.

THE TEAM:

SalesLoft’s Revenue team is comprised of seasoned and up-and-coming salespeople who are all aligned on one vision and mission:

• Mission: Bring science to the art of sales.
• Vision: Fundamentally transform the way buyers and sellers drive repeatable outcomes.

They are also the epitome of our core values - Lead with humility and respect, Earn customer trust, Put team over self, Redefine what’s possible, and Deliver big results.

 THE SKILL SET:

• 10+ years of progressive experience in operations strategy, P&L management, or continuous improvement roles, preferably supporting both B2B SaaS and marketing technology businesses 
• 5+ years of senior sales leadership experience; history of managing a team of closers required.
• Built and managed Mid-Market sales teams who sell into companies with over 1,000 employees.
• Referencable experience leading expansion across North America/US.
• Direct experience as a sales rep in the SaaS industry.
• Expert knowledge and experience in building and motivating sales teams, growing pipeline, and hitting revenue targets.
• Passionate about developing people.
• Demonstrated ability to plan daily and weekly activities for a sales team, monitor performance, and measure results.
• Highly driven, proactive individual with an execution focus and a strong sense of urgency and a belief in SalesLoft’s mission.
• Willing to go the extra mile with a strong work ethic; self-directed and resourceful
• Demonstrated experience as a team-building leader, capable of rallying support from both direct and indirect staff to drive shared positive results
• Strong writing and public speaking skills since you’ll serve as a sales engagement thought-leader
• Strong communication and interpersonal skills, with the ability to professionally interact with a diverse blend of personalities to reach a resolution and maintain strong relationships
• Strength in working with cross-functionally including executive management, sales, operations, and marketing teams
• Proven track record of delivering on aggressive sales pipeline targets
• Design playbooks and career paths for the sales development organization
• Experience in leveraging CRM software, preferably Salesforce, to manage a high performing teams.

WITHIN ONE MONTH, YOU’LL

• Attend SalesLoft’s New Hire Orientation, where you will learn our SalesLoft story and understand what makes our “Lofters” unique 
• Join our 3-week Sales Bootcamp, where you will learn our software and all the skills necessary to set you up for success, allowing you to make an impact in the market quickly.
• In partnership with SalesLoft’s SVP of Premier, understand your 30-60-90 plan and meet & shadow key business partners on the SalesLoft team
• Set your MOaT (Metrics, Obstacles, and Tactics) / OKRs (Objectives and Key Results) with your manager and develop an action plan to achieve them
• Begin 1:1’s with your team. Meet and shadow current members of the SalesLoft team.
• Work directly with other Sales Leaders on new initiatives and ways to improve day-to-day operations; build the best team in the industry.
• Meet key partners in Account Management, Finance, Marketing, Executives etc. - they will be key relationships for you throughout your deal cycles.
• Become demo certified.

WITHIN THREE MONTHS, YOU’LL

• Be a product expert and feel comfortable demoing and assisting your team in closing deals.
• Accurately assess the capabilities, motivators, and career goals of each team member and provide ongoing coaching to improve their performance and support their career path.
• Develop and implement sales strategies that drive monthly, quarterly, and yearly growth against company targets.
• Perform regular pipeline reviews and accurately forecast the sales pipeline with your team to be delivered to the Senior Leadership team.
• Hire, develop, coach, and manage a strong team to meet and exceed sales objectives.
• Participate in team-building and company-growth activities including strategy setting, sales training, marketing efforts, and client care.
• Learn and maintain in-depth knowledge of SalesLoft’s product, value, competitors, and unified communications and collaboration industry trends.
• Consistently help your team achieve their activity goals.

WITHIN SIX MONTHS, YOU’LL

• Begin to implement the vision for change/impact that you have been developing over the past 6-months
• Think seriously about developing and growing your team - you’ll identify key talent on your team and remove roadblocks on their way to success
• Make serious strides against the year’s growth and revenue targets
• Consistently help your team meet or exceed quota
• Continue to focus on your MOaT/OKRs 

WITHIN TWELVE MONTHS, YOU’LL

• Be considered a change agent in the company, directly responsible for impacting SalesLoft’s performance
• Cultivate a team that sees consistent month-over-month success
• Begin to assist as a mentor, leader, or coach to other new peers on the team.

WHY YOU’LL LOVE SALESLOFT:

At Salesloft, we're not just a company, we're a community built on shared values. 

• Lead With Humility and Respect
• Earn Customer Trust
• Put Team Over Self 
• Redefine What’s Possible
• Deliver Big Results

Salesloft delivers a performance force multiplier for the world’s most demanding companies. Salesloft’s Revenue Orchestration Platform, delivering the first AI-powered durable revenue engagement model, keeps market-facing teams on top of all buyer signals, with outcomes-driven prioritization so they always act first on what matters most. Thousands of the world’s most successful sales teams, like those at Google, 3M, IBM, Shopify, Square, and Cisco, drive more revenue with Salesloft.

While we’re proud of our history, we’re even more excited about the future. We want to create a world-class culture and company that attracts, develops, engages and retains elite talent.

Since our founding in 2011, we have grown into a global, award-winning organization with Lofters based all over the world. As a testament to our organizational health, we have been named by Forbes as one of America’s Best Startup Employers in 2021, Atlanta Business Chronicle’s 2022 Healthiest Employers, three times by Deloitte as a ‘Fastest-Growing Technology Company in North America,’ and have been recognized as a top workplace by Fortune, Glassdoor, Atlanta Journal-Constitution, and Inc Magazine. 

In addition to our stand-out organizational health:

• 2024 Best Places to Work Certified for a fourth consecutive year
• Leader in The Forrester Wave™: Revenue Orchestration Platforms for B2B, Q3 2024
• G2 Enterprise Sales Engagement Leader 15 consecutive quarters
• Recognized by Gartner Peer Insights as a Customer’s Choice in 2023 Voice of the Customer for Sales Engagement Applications
• G2 recently ranked us #1 in Enterprise Sales Engagement and we were named a leader in the 2022 Forrester Wave for Sales Engagement.  We received the highest possible score in 26 out of 30 criteria, more than any other vendor evaluated in our category. 

We’re redefining an age-old industry. This is challenging work – but our team of driven innovators makes the journey thrilling. We’re fast-paced, cutting-edge, and collaborative. We pursue excellence in everything we do and have a lot of fun along the way. Come join us!

WHY SHOULD YOU WORK AT SALESLOFT:

• You will become part of an amazing culture with a supportive CEO and smart teammates who actually care
• You will work with an amazing team you can learn from and teach
• You will experience joining a high-growth/high-trajectory organization
• You will hear “Yes, let’s do that!” and then have the opportunity to successfully execute on your ideas
• You will build community with Lofters of many cultures and backgrounds through ERGs and DEI initiatives
• We have a vibrant, open office that utilizes modern technology
• We firmly believe you will have the opportunity to  grow more here than you would anywhere else

Salesloft is committed to creating a sense of belonging for all Lofters. We integrate representation and inclusion into Salesloft’s core by establishing and meeting specific, time-bound objectives for fair hiring and career growth. We prioritize actionable steps over terminology, and showcase how a genuinely diverse and inclusive culture enhances our financial success and overall performance. 

We are proud to be an Equal Opportunity Employer and provide equal employment opportunities to all employees and applicants without regard to race, color, religion, sex, age, national origin, disability, veteran status, pregnancy, sexual orientation, or any other characteristic protected by law.

Don’t meet every single requirement? Studies have shown that people from underrepresented groups are less likely to apply to jobs unless they meet every single qualification. At Salesloft we are dedicated to building a diverse, inclusive and authentic workplace, so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyway. You may be just the right candidate for this or other roles.

Keep an eye on our Careers Page for other positions!

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