Director of Sales/Enterprise Sales Leader @ Instrumental

Director of Sales/Enterprise Sales Leader

Posted on 3/11/2023

INACTIVE

Website

AI for smart manufacturing

Locations

Palo Alto, CA, USA

Experience Level

Entry

Junior

Mid

Senior

Expert

Desired Skills

Data Analysis

Sales

CategoriesNew

Sales & Account Management

Requirements

Is a builder and is actively seeking the messy building stage of startups: rolling up their sleeves, rolling with the punches, and rolling out improvements - all with startup urgency. (Am I selling it yet?) You have seen what we're building towards in a larger organization, have a win under your belt, and are excited to be part of laying the bricks in the foundation for Instrumental. That includes hands-on experience solving real frictions in prior roles and excitement to do that at Instrumental
3+ years of people management experience, including prior experience hiring and leading salespeople who hit quota at one or more high-growth B2B companies, with a demonstrated specialization in startups
Has demonstrated personal success as a quota carrier owning the hunt into multi-national companies in deals with multiple stakeholders, 6-9 month sales cycles, and 6-7 figure contract sizes

Responsibilities

First, you'll dive deeply into our business to understand how our industry works and the value our technology provides for our customers. You'll become sales and demo certified, pitch customers, and develop a deep understanding of our business model, market, segmentation, customers, and operations. You'll seek out and stack rank opportunities for improvement
You'll be hands-on in identifying and solving problems with our sales process, devising and executing solutions. You won't wait for things to happen: you'll make things happen. You are a player-coach in problem-solving - rolling up your sleeves, making materials, working cross-functionally, and championing a solution to resolve
You'll establish a high standard of execution in leading by example, motivating others with your own self-directed urgency, fearless zero-to-one problem-solving, and energy. You'll improve our goal-setting, forecasting, and reporting process. You are someone who seeks out data and understands how to use it to prioritize and level up. You'll hold a high bar for the team
Leading and coaching a distributed team. You'll set, drive, and hit core sales team goals while developing systems, metrics, and people as you go. You'll know when it's best to cheer from the sidelines and it's time to get in the meeting with the AE to make forward progress or ensure a strong close. You'll hold a high bar for the team's performance and you will recruit and onboard new members

Desired Qualifications

Has a passion for gadgets, building physical things, or eliminating inefficiencies. Must have experience selling software to a technical buyer, ideally in the big data, analytics, or AI space - with a for direct experience with manufacturing

Instrumental works with the world’s most admired electronics brands like Bose, Cisco, SolarEdge, and others to significantly reduce the 20 cents of every dollar spent in manufacturing that is wasted. Our mission is to cut that waste in half and we’re building a fundamentally new product and technology to do so.

We’re looking for a lead-from-the-front sales leader who is excited to start as a player-coach to intimately understand the lay of the land, and then use that knowledge to identify and build core improvements to our sales process. You’ll lead a team with varying levels of experience working on new logo acquisition and expansion within existing accounts. You’ll also build an important conduit of feedback from the field into Product and Marketing. Once you’ve leveled up the process, you’ll develop and execute a hiring plan to expand the team.

We are open to speaking with candidates at various sales leadership levels – and will tailor & level candidates throughout the process.

Given the importance of this role in collaborating deeply with Product, Marketing, Customer Success, Solutions Architecture, and other parts of our organization, this is an in-person role based out of our Palo Alto Headquarters. Our sales team is distributed across the United States.

What You’ll Be Doing:

First, you’ll dive deeply into our business to understand how our industry works and the value our technology provides for our customers. You’ll become sales and demo certified, pitch customers, and develop a deep understanding of our business model, market, segmentation, customers, and operations. You’ll seek out and stack rank opportunities for improvement.
You’ll be hands-on in identifying and solving problems with our sales process, devising and executing solutions. You won’t wait for things to happen: you’ll make things happen. You are a player-coach in problem-solving – rolling up your sleeves, making materials, working cross-functionally, and championing a solution to resolve.
You’ll establish a high standard of execution in leading by example, motivating others with your own self-directed urgency, fearless zero-to-one problem-solving, and energy. You’ll improve our goal-setting, forecasting, and reporting process. You are someone who seeks out data and understands how to use it to prioritize and level up. You’ll hold a high bar for the team.
Leading and coaching a distributed team. You’ll set, drive, and hit core sales team goals while developing systems, metrics, and people as you go. You’ll know when it’s best to cheer from the sidelines and it’s time to get in the meeting with the AE to make forward progress or ensure a strong close. You’ll hold a high bar for the team’s performance and you will recruit and onboard new members.

We’re Looking for Someone Who:

Is a builder and is actively seeking the messy building stage of startups: rolling up their sleeves, rolling with the punches, and rolling out improvements – all with startup urgency. (Am I selling it yet?) You have seen what we’re building towards in a larger organization, have a win under your belt, and are excited to be part of laying the bricks in the foundation for Instrumental. That includes hands-on experience solving real frictions in prior roles and excitement to do that at Instrumental.
3+ years of people management experience, including prior experience hiring and leading salespeople who hit quota at one or more high-growth B2B companies, with a demonstrated specialization in startups.
Has demonstrated personal success as a quota carrier owning the hunt into multi-national companies in deals with multiple stakeholders, 6-9 month sales cycles, and 6-7 figure contract sizes.
Has a passion for gadgets, building physical things, or eliminating inefficiencies. Must have experience selling software to a technical buyer, ideally in the big data, analytics, or AI space – with a bonus for direct experience with manufacturing.

We’re a growing team that consistently works collaboratively, is supportive of each other, and is highly energized by the opportunity for large impact. We actively work to promote an inclusive environment, valuing passion and the ability to learn. You’re encouraged to apply even if your experience doesn’t precisely match the job description!

The following is a representative annual base salary range for a Director-level position within the Bay Area: 300k OTE with 0.13% equity to $330k OTE with 0.07% equity. In addition, job level & salary opportunity is evaluated through our interview process – we review experience, knowledge, skills, and abilities of each applicant.

Instrumental is very proud to offer a highly-rated variety of benefits including: Health, Vision, Dental, Public Transit/Commuter Plans, and Maternity/Paternity Leave.

All candidates must have an unrestricted right to work in the U.S.