This Strategic Sales Leader position is responsible for leading a high performing sales organization for HireVue’s Strategic account segment within North America. This role is a first line manager position, and will play a crucial role in delivering on customer retention targets and revenue growth expectations. Passion for success, accountability to the number, and grit and determination for impact are core elements to the right leader for this position.
Team Leadership: Lead, mentor, and inspire a high-performing sales team, both for hunters and farmers, providing guidance, training, and support to maximize their potential. Foster a culture of accountability, operational rigor, and continuous improvement. The leader must be prepared to lead by example, roll up one’s sleeves to help the team get the job done and knock down internal and external barriers to success.
Forecast Management: Weekly forecast management, including the submission of forecasts, but also the reviews of the teams forecast, pipeline coverage to the calls, working through multiple paths to the call, deal reviews, identifying risk and working cross-department to address gaps and opportunities to improve. Accountability to the forecast is critical.
Sales Process Optimization: Continuously optimize the sales process to improve efficiency, effectiveness, scalability, and most importantly increased conversion rates. Implement best practices to continuously uplevel the Strategic sales team, but also share with other teams and leaders to ensure there remains a culture of collaboration. Comfortably run the business in Salesforce, leveraging data-driven insights to inform decision-making.
Performance Tracking and Reporting: Establish KPIs and metrics to measure sales performance, track progress against goals, and identify areas for improvement.
Sales Strategy Development: Develop and execute strategic sales plans to achieve revenue targets and expand market share. Collaborate with Marketing, Solution Engineering, Partners, Business Development and Customer Success to brainstorm and implement the right plans for impact.
Client Relationship Management: Build and nurture strong relationships with the Strategic segment, ensuring there is a consistent playbook to understanding a customer’s business needs, challenges, and objectives. Coach the team on how to show up as a trusted advisor, providing strategic guidance and tailored solutions to drive adoption, impact and ultimately retention. Think differently (bigger and wider) about accounts and opportunities to unlock new value and revenue streams.
New Business Development: Part of the Strategic team includes new business sellers, so it’s imperative to have business development experience to help the team identify and pursue opportunities with prospective clients, utilizing market insights, competitive analysis, and industry trends to develop compelling value propositions. Leverage your network to help accelerate pipeline generation and movement.
Gross Retention Management: Take ownership of gross retention within the segment, ensuring that existing customer based remain satisfied with our solutions and renew on time. Develop and implement strategies to proactively address churn risk factors and maximize client retention rates and ensure tight, productive and collaborative partnerships with Customer Success, Renewals, Services, Support and a number of other departments that play a material role in the success of our customers.
10+ years of experience selling SaaS products
Proven leadership experience in business-to-business sales within commercial industries
Experience in the Assessments, Human Resources (HR), Human Capital Management (HCM), Applicant Tracking Systems (ATS), or Talent Management industry preferred.
History of engaging with industry influencers and buyers to better understand the market trends, pressures, and challenges.
Strong understanding of customer and market dynamics and a passion for continuous learning.
Ability to engage at c-suite levels within an account and support the team during complex negotiations.
This opportunity requires travel 50% of the time.
Salesforce experience critical, along with experience in Google’sproductivity suite.
