Job Description

Procore is looking for a VP, Global Sales Effectiveness. As Procore grows and the SaaS-based construction solutions industry evolves, we are looking for a world-class leader to lead an Sales Effectiveness organization to support our high-performing global Revenue team.

The VP, Sales Effectiveness for Procore is responsible for designing and driving efficiency, scale, and sustainability via successful Sales Effectiveness programs in partnership with key stakeholders.

This position reports to the Chief Revenue Officer and can be based in our Carpinteria, CA, Austin, TX, New York, NY offices or work remotely from a US location. We’re looking for someone to join us immediately.

What you’ll do:

• Partner with Global Sales and Customer Success leaders to understand their business, identify knowledge and skills gaps, conduct ongoing needs assessments, and deliver targeted Sales Effectiveness programs in coordination with Marketing, Product, and Operations teams

• Build a roadmap to a fully-enabled field workforce, including cross-functional work with product, product marketing, marketing and sales. Regularly communicate with key stakeholders and executive leadership on progress toward goals. Scope includes onboarding through and a multi-tiered Sales Effectiveness program strategy, including:

  • Building and expanding account planning and deal negotiation capability through certification programs that drive Revenue team accountability and performance.

  • Partner with content teams to develop comprehensive, “101”, “201”, “301” and “401” - 40 hour training modules and certifications, that include courseware as well as “stand and deliver” components to ensure readiness for world-class field execution. 

• Utilization of conversational intelligence tools and curation of best-in-class positioning, objection handling, competitive positioning, etc. to ensure demonstrable field readiness

• Collaborate with Marketing, Product, and Operations teams to drive and deliver the consumption and effectiveness with the Sales and Customer Success Teams

• Develop Partner Sales Effectiveness framework, including both courseware and instructor led courses and tracking to ensure indirect scale

• Work closely with global field operations to facilitate scale and last mile execution of core Sales Effectiveness pillars

• Ensure effective field and field operations communication rhythm to have an effective understanding of how well enabled the field is, and the next best action to drive world-class field readiness and execution

• Design and build a robust Sales Effectiveness infrastructure based on our core Sales Effectiveness pillars for program delivery - messaging/positioning, revenue skills (i.e. sales methodology), product proficiency, and manager learning - that will scale with the business as it grows. These pillars should broaden skill sets, decrease time to productivity, and support our teams as they evolve their careers across Revenue.

• Define, measure, and report the performance of our Sales Effectiveness programs’ impact, efficiency, appropriateness, and utility

• Launch and implement new methods of learning that scale and enable the salesforce in all geographic locations

• Participate in GTM launch programs, with ownership over Sales and Customer Success readiness perspective

• Build and retain a team of Sales Effectiveness professionals to execute and improve our strategic Sales Effectiveness programs

• Initiate, develop, and maintain positive relationships with key partners at all levels in the organization to ensure alignment across the organization

What we’re looking for:

• Outstanding communicator who is affable, approachable, empathetic and naturally curious. Seeking top 1% of global Sales Effectiveness leaders to lead this function for a world-class, high-growth SaaS Company.

• 10+ years leading a Global Sales Effectiveness role at a large-scale technology or software company with ability to demonstrate both creation of and execution against robust global Sales Effectiveness programs for multi-billion dollar organzations, at scale.

• Strong preference for ideal candidate to have field selling experience over learning and development background, to empathetically understand well the mindset of field sellers and best practices in balancing robust Sales Effectiveness with day-to-day demands that field organizations face 

• Experience scaling and leading high-performing, Global Sales Effectiveness teams across multiple hyper-growth companies--with notable success in building, launching, and sustaining enterprise Sales Effectiveness programs

• Must be adept at working with a geographically dispersed global organization, balancing and prioritizing projects/ initiatives/ tasks across multiple groups with various partners, including a strong appreciation for cultural and regional differences in ways to successfully enable global teams

• Strong experience working cross-functionally within the Revenue organization to drive alignment and deliver results

• Strong, team-oriented leadership skills; able to frame and confront issues and make tough decisions

• Self-starter, results-driven, motivated, creative, and resourceful

• Thrive and adapt in a fast-paced environment where priorities change quickly based on business needs

• Excellent public speaking, presentation, teaching, facilitating and writing skills, while being even a better listener

• Superb communicator, skilled at strategically creating and executing a range of clear, high-impact communications at a global scale.

Qualifications