What you’ll do

• Manage, mentor, and motivate sales managers and team members to drive success.
• Develop and execute best practices and sales strategies.
• Establish and maintain relationships with prospects, customers, and partners.
• Manage, mentor, motivate, develop, lead sales leaders/manager team members.
• Manage recruiting and hiring sales team members.
• Foster a collaborative culture within your own team and across the organization.
• Set and deliver on competitive quotas, objectives, and key results for the team.
• Participate in management meetings to ensure good context about current status and priorities in the business.
• Develop, implement, and execute best practices and sales strategies.
• Work closely with Sales Operations for progressive personal development and best practices on
• improving sales effectiveness and efficiency
• Develop and implement best practices to maximize pipeline creation and customer conversion rates
• Create and execute sales strategies to grow revenues within the customer base as well as through new customer acquisition.
• Work with Marketing to establish business unit Go To Market (GTM) strategy, aligning ideal customer profile (ICP) with target markets to drive messaging and product that aligns with the greatest market opportunity for target segments, verticals and/or geographies.
• Establish and maintain relationships with prospects, customers, and partners; actively participate in and/or close deals, and lead prospect presentations as needed
• Establish executive-level relationships with prospects, customers, and partners to help accelerate individual opportunities and advance customer relationship
• Effectively and accurately manage forecast and pipeline reporting as well as the monthly and quarterly performance of the team utilizing SFDC
• Work with Implementation and Support team leaders to ensure new customer sales are set up for success.
• Leverage channel partners for land & expand selling
• Regional travel required regularly; overnight travel required

What we are looking for

• A college degree – Equivalent years of relevant experience may substitute
• Minimum of 10 years of experience in leading/managing quota-carrying enterprise cloud
• Knowledge of travel and expense management industry highly preferred
• Software sales team with a strong history of consistently meeting goals of a manager
• Success in a past leadership role required to include ongoing development of individuals
• Ability to influence and build relationships with people across all levels of an organization, internally and externally
• Technically savvy, experienced with the cloud, APIs, communications, and enterprise software
• Exceptional oral and written communication skills
• Creative, critical thinker with customer service mindset
• Ability to handle multiple projects and priorities in a fast-paced environment
• Results driven, detail oriented, and organized self-starter