Moveworks · 6 hours ago

Regional Director, Commercial Sales [East USA]

United States

Full-time

Remote

Director/Executive

$200K/yr - $200K/yr

3+ years exp

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Responsibilities

Engage 1:1’s with your Account Executives, understand your 30-60-90 plan, and meet & shadow current members of the sales team

Work directly with your Regional VP and Regional Director peers on new initiatives and ways to improve day to day operations; build the best Sales Executive team in the industry

Understand the Moveworks customer base, ICP, product and value proposition

Begin to hire, develop, coach and manage a strong team of Account Executives to meet and exceed sales objectives

Define and execute a regional sales plan to meet and exceed sales goals in new and existing accounts.

Empower Account Executives through strategic planning sessions, accountability and execution

Be a product expert and a customer facing asset feel assisting your team in closing deals and exceeding quota

Accurately assess the capabilities, motivators, and career goals of each team member and provide ongoing coaching to improve their performance and support their career path

Develop and implement sales strategies and incentives that drive monthly, quarterly and yearly growth against company targets

Perform regular pipeline reviews and accurately forecast sales pipeline

Participate in team-building and company-growth activities including strategy setting, sales training, marketing efforts and client care

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 LeadershipComplex Software SalesRecruiting TalentSaaS Sales ExperienceChallenger Sale MethodologyPipeline GenerationDeal HygieneAccount ManagementTeam CoachingSales Strategy DevelopmentForecast Management

Required

A sales leader with 3-5 years of 1st line management combined with 5+ years of hands-on closing complex software deals

Driven and have met/exceeded direct sales goals of $5-10M+ and leading teams consistently closing average deal sizes of $150-500K while continuing to close $MM deals

You are a constant Recruiter! Moveworks hires 'company builders' and, in this role, you will be asked to be on the lookout for the best talent to bring onboard to help us continue to build one of the best companies in the world

Experienced in working for an innovative tech company (SaaS, IT infrastructure or similar preferred) selling 'unbudgeted' software without a big brand name

Familiarity with the challenger sale or MEDDIC approach

President’s Club, top rep, top percentile performer, consistent YoY overachievement

Systematic approach to encouraging Pipeline Generation that ensures both consistent pipeline growth week over week and strong messaging contained in actual emails/calls

NBM Prep & Execution - Ability to walk into NBMs with a perspective, position Moveworks and our differentiation, and schedule next steps

Building Champions / Navigating Personas - Developing champions effectively in each sales cycle and getting multi-threaded within accounts

Technical Validation - Leverages CDD & SDW to uncover their required capabilities and ties them back to business pain

Adherence to Deal Hygiene (Mutual Action Plans / SFDC)