Certinia · 2 weeks ago
Strategic Sales Lead, CS Cloud
United States
Full-time
Remote
Mid, Senior Level
$125K/yr - $157K/yr
5+ years expCertinia delivers a Services-as-a-Business platform that powers and connects all aspects of services operations. The Strategic Sales Lead will drive the growth of the CS Cloud platform within the software vertical, partnering with Account Executives to architect complex deals and provide business justification to prospects.
AccountingCloud ComputingEnterprise Resource Planning (ERP)Financial ServicesHuman ResourcesProfessional ServicesSaaSSoftware
Responsibilities
Targeted Prospecting & Strategy: Partner with AEs and BDRs to identify high-propensity accounts within assigned territories. Lead the 'Pod' in developing bespoke outreach strategies based on industry-specific pain points
Use Case Architecture: Lead the discovery process to uncover deep business challenges. You will build the 'Future State' vision for prospects, mapping CS Cloud capabilities to their specific organizational goals
Sales Cycle Leadership: Act as First Chair during the prospecting, discovery, and qualification phases. Transition to Second Chair during the commercial negotiation phase, ensuring the value proposition remains the focal point until the deal closes
Industry and Solution Feedback Loop: Conduct routine sessions with our Industry Solution Specialist to provide 'boots on the ground' feedback on market sentiment, competitor tactics, and product gaps
Enablement Partnership: Collaborate with the PMM and Enablement teams to vet and refine sales plays, ensuring that the content being used by BDRs is sharp, accurate, and effective
Evidence Building: Surface key wins and 'hero stories' to the Customer Advocacy and Value Engineering teams to support the creation of high-impact testimonials and ROI calculators
Qualification
Required
5+ years in Enterprise SaaS Sales or Specialized Overlay roles, preferably within the Customer Success or CRM space
Deep understanding of the Software/SaaS vertical (Churn metrics, NRR, Gross Retention, and Customer Lifecycle management)
Ability to move beyond 'feature/function' selling to 'outcome-based' selling
Proven track record of working in a matrixed environment where success depends on partnering with AEs, BDRs, and Product Marketing
Exceptional ability to lead discovery calls and present complex business justifications to C-Suite stakeholders (VP of CS, CCO, CFO)
Benefits
Best-in-class benefits
Variable pay offerings
Remote work opportunities
Flexible time off
Parental leave
401(k)
HSA and FSA plans
Company
Certinia
Certinia is the platform for services business, connecting everything from opportunity to renewal.
1001-5000 employees
H1B Sponsorship
Certinia has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2024 (2)
2023 (1)
Funding
Current Stage
Late StageTotal Funding
$193.94MKey Investors
TA AssociatesTCVAdvent International
2024-11-19Private Equity
2023-07-26Acquired
2021-04-01Series Unknown
Leadership Team
Deb Ashton
Founder; SVP, Customer Experience & Operations
Recent News
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Company data provided by crunchbase