Director, Enterprise Sales (Strategic)

Description

Sprout Social is looking to hire a Director of Enterprise Sales for the Sales & Success team. 

We’re seeking a strategic and collaborative sales leader to lead and scale a high-performing team of Strategic Enterprise Account Executives. This team is responsible for driving new business growth by partnering with many of the world’s largest organizations, including Fortune 500 companies.

Why join Sprout’s Sales & Success team?

Joining the Sales and Success team is an opportunity to accelerate your career. We’re a winning team selling and supporting the leading social media management platform for businesses. Not only do you get to work alongside some of the sharpest minds in the industry, you also get to work with some of the biggest brands in the world ​​including General Mills, Make-a-wish Foundation, Honda, and Edelman. And the real kicker? You get to design your own career and follow the path that’s best for you. Wherever you want to go, we’re committed to helping you get there. 

What you’ll do

• Meet (and exceed) revenue, operational, and strategic goals as well as foster the professional growth, development, and success of your team members 
• Spend time coaching, counseling, and mentoring Strategic Account Executives in all aspects of sales and effectiveness 
• Identify new market opportunities and provide feedback to product and leadership teams on customer needs and competitive intelligence
• Build strong relationships with C-level stakeholders at Fortune 1000 and global enterprise accounts
• Collaborate cross-functionally with Marketing, Product, Customer Success, and Sales Enablement teams to support enterprise pipeline development and deal execution
• Own forecasting, pipeline management, and reporting for the enterprise segment
• Ensure effective use of CRM and sales enablement tools to optimize productivity and visibility

What you’ll bring

We’re looking for a leader with a strong background in Enterprise sales with a deep understanding of B2B SaaS sales solutions. This candidate must be consultative, highly motivated, data-driven, and willing to work in a fast-paced, dynamic, and growing environment.

The minimum qualifications for this role include:

• 6+ years of enterprise sales leadership experience within B2B SaaS sales
• Proven track record of consistently exceeding sales targets and leading teams to high performance in complex, consultative selling environments
• A deep understanding of the SaaS business model, enterprise buying cycles, and stakeholder management
• Demonstrated passion for hiring, developing, & coaching top sales talent
• A consistent track record of positive qualitative feedback related to fostering collaboration, mentorship, & impact outside of your direct role & territory 

Preferred qualifications for this role include:

• Exceptional leadership, communication, and interpersonal skills
• Experience with CRM tools (e.g., Salesforce), sales methodologies (e.g., Sandler, Challenger), and enterprise sales processes

How you’ll grow

Within 1 month, you’ll plant your roots, including:

• Complete Sprout Social’s new hire training & onboarding program alongside other new Sprout team members. You’ll gain a broader understanding of our products and how your role fits into the organization
• Partner with your AVP to define key success metrics for your role and how you will measure against them
• Meet your team in 1:1s to understand each person as an individual, what’s working, and what’s not, and gather learnings to implement in your role
• Dive right into our platform to learn about what makes our platform unique and why customers love our solutions
• Learn Sprout’s go-to-market messaging, and key differentiators, develop and personalize segment-specific value propositions
• Learn the relevant customer stories and case studies to justify your value propositions with real ROI examples from the field

Within 3 months, you’ll start hitting your stride by:

• Meet with leaders throughout the Sales, Sales Development, Sales Engineering & Customer Success organization that share responsibility for obtaining similar targets and identify areas of opportunity
• Meet with the recruitment team to consistently recruit and attract top strategic Account Executives to further build your team and get ahead of talent needs
• Establish a strong understanding of sales enablement, create/analyze team reports, and identify coaching opportunities
• Begin coaching and mentoring your team with call listening through Gong, call shadowing and role plays to help them improve, both professionally and personally
• Assist in negotiations and deal strategy
• Create an early concept of a future plan for your team and begin prioritization for future quarters

Within 6 months, you’ll be making a clear impact through:

• Measure initial process improvements and make adjustments where appropriate
• Have built strong cross-departmental relationships with Marketing, Sales Operations, and Product teams
• Step up as a leader to share best practices across the Sales & Customer Success organization and help others grow from your experiences
• Meet agreed-upon goals and targets relating to revenue targets and team productivity.
• Continue to develop your team, both personally and professionally
• Become a Sprout Social and social media expert to confidently speak to ever-changing trends, new product features and platform enhancements to help our customers realize their full potential and accomplish their goals

Within 12 months, you’ll make this role your own by:

• Consistently meet and exceed monthly pipeline and revenue targets
• Obtain (solicited and unsolicited) and act upon peer, customer, and leadership feedback
• Be recognized as a subject matter expert and leader at Sprout
• Establish and begin executing against the long-term plan for your team
• Promote members on your team and create a bench of new talent

Of course what is outlined above is the ideal timeline, but things may shift based on business needs and other projects and tasks could be added at the discretion of your manager.

Our Benefits Program
We’re proud to regularly be recognized for our team, product and culture. Our benefits program includes:

• Insurance and benefit options that are built for both individuals and families
• Progressive policies to support work/life balance, like our flexible paid time off and parental leave program 
• High-quality and well-maintained equipment—your computer will never prevent you from doing your best
• Wellness initiatives to ensure both health and mental well-being of our team
• Ongoing education and development opportunities via our Grow@Sprout program, employee-led diversity, equity and inclusion initiatives and mentorship programs for aspiring leaders
• Growing corporate social responsibility program that is driven by the involvement and passion of our team members

This role’s On Target Earnings (“OTE”) is $328,000 (min), $410,000 (mid), $451,000 (max) CAD annually. OTE is governed by an incentive plan. It is the sum of a fixed base salary plus incentives at target performance. Incentive compensation will vary based on performance. The minimum amount earned is the fixed base salary. The incentive plan is uncapped.

The listed ranges represent the expected earning potential in this position. Starting salaries for well-qualified new hires are typically around the midpoint of the range. These ranges were determined by a market-based compensation approach; we used data from trusted third-party compensation sources to set equitable, consistent, and competitive ranges. We also evaluate compensation bi-annually, identify any changes in the market and make adjustments to our ranges and existing employee compensation as needed.

OTE is only one element of an employee's total compensation at Sprout. Every Sprout team member has an opportunity to receive restricted stock units (RSUs) under Sprout’s equity plan. We have outlined the various components to an employee’s full compensation package here to help you to understand our total rewards package.

Candidates for this remote work opportunity must be based in either British Columbia or Ontario. If you are based in another location within Canada, we aren’t able to hire in your location at this time; however, if you’d like to stay in touch with us in case that changes in the future, please apply and we’ll save your application for possible future consideration.

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