200+ applicants

Company

GoGuardian · 2 days ago

Vice President, Sales

United States

Full-time

Remote

Director/Executive

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Responsibilities

Partner with key customer decision makers across our different customer routes to market to develop new business and deeper, renewable long-term relationships

Be a key business and customer advocate through near and long-term market insights to drive both near and long-term business growth; be a strong leader internally and externally (thought leadership) for this team and the brand

Bring a level of market knowledge (K12 + Higher Education) to the business to elevate customer conversations and our own business direction and growth efforts

Provide team strategic and operational leadership to drive business objectives

Manage the day-to-day of a large, diverse sales organization across new business, cross-sell, expansion, and renewal opportunities

Provide strategic and operational rigor through our territory-organized teams for each territory leader to exceed their business objectives

Possess a strong understanding of salary with variable compensation models and partner with Finance and Revenue Forecasting and Operations to manage budgets appropriately

Provide day-to-day support to help the new business and customer success teams manage their daily responsibilities to achieve financial objectives

Partner closely with Finance and Revenue Forecasting and Operations to develop our quarterly and annual revenue objectives across our territory and routes to markets

Be responsible for 'hitting the number' by knowing the details within the forecast and pipeline to manage trade-offs across the teams

Work daily with teams to ensure pipeline is healthy and close rates are aligned to the forecast expectations of the business while making adjustments as necessary

Provide strategic oversight and sign-off on territory-driven operating plans and support daily efforts to exceed territory business expectations

Each territory will have key state and account operating plans; provide strategic oversight and alignment on those efforts and provide support as needed

Make necessary trade-offs between the territories to hit broader business objectives

Provide a strong balance between driving new business - market share growth - while also supporting our existing customers with deep, relationship-driven management

Understand how to manage each team and how they can collaborate and support each other to drive business objectives within their lines of responsibility

Manage trade-offs between new business and existing customer growth to exceed ongoing financial objectives across the broader business

Deepen our relationship and success with key channel partners including CDW while understanding the balance between our direct sales motions and partner initiatives

Enhance our business objectives by developing new channel partner relationships

Work closely with key strategic partners including Google, Microsoft, and others to further develop initiatives with them that enhance our presence in the market

Be accountable for 'hitting the number' while simultaneously being a proactive, collaborative and influential partner to other key leaders to drive the business

Partner with Product and Engineering to drive prioritization in the roadmaps to support customer needs; partner with Marketing to create a healthy pipeline; and partner with Finance to have a consistent pulse on the health and performance of the business

Partner with peers in the Growth Organization to drive efforts across the customer journey, from acquisition to engagement to renewal, to achieve business targets

Build a talented, engaged, and performance-minded team both through new hires while also supporting career development for strong existing talent

Drive accountability for 'hitting the number' while also driving accountability to build strong engagement, trust and loyalty with our customer base

Establish metrics, KPIs, and dashboards to monitor sales pipeline to close performance and provide regular reporting to executive leadership while working day to day in the field to help teams exceed business objectives

Bring an experienced, winning mentality to our teams and partners; build trust and confidence each in the team and across the thousands of customers we work with

Qualification

Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.

Sales LeadershipK-12 Education ExperienceSales Strategy DevelopmentData AnalysisSales Process OptimizationP&L ResponsibilityCustomer Relationship ManagementSales ForecastingEdtech ExperiencePerformance ManagementCross-functional Collaboration

Required

Proven and experienced Sales leader, managing large teams, preferably in K-12 and Higher Education, with experience selling into Education / Government organizations.

Experience developing a sales-driven strategic operating plan that captures territory-driven, key state and key account initiatives to drive business growth.

Experience managing routes to market into small, midsize, and large accounts and understand the necessary trade-offs and support efforts to help the team in each.

Strong analytical skills with the ability to interpret data, analyze trends, and implement strategic solutions across the needs of the business; both big and small.

Experience balancing the needs of driving significant new business growth while continuing to develop existing customer success to drive long-term relationship value.

Expert in sales process optimization, sales forecasting, and sales performance management in partnership with peers to ensure motions are highly accurate and effective.

Experience building and managing sales, bonus, and variable compensation models.

Proven track record of building operational rigor with clear pipeline visibility and structure that eliminates surprises and drives accountability to achieve business objectives.

Experience building strong teams, developing from within, while maintaining an outcome, performance-driven mindset and a customer-first approach across all interactions.

Great communicator with audiences at all levels of the organization.

Highly successful in leading and developing high-output teams.

Actively build meaningful relationships with customers and throughout the organization.

Collaborate and work cross-functionally to solve complex problems.

Prior P&L or cost center responsibility.