Trapeze Group · 1 day ago
Director, Sales
United States
Full-time
Remote
Director/ExecutiveTrapeze Group is part of Modaxo’s transit portfolio and focuses on providing best-in-class technologies for planning and scheduling in transit. The Director of Sales will lead the sales team, create and execute sales strategies, and manage customer success to achieve business goals.
Public TransportationRailroadTransportation
Responsibilities
Manage and lead a group of sales executives and customer success managers who are responsible for both current customers and prospects
Refine, instill, and coach the sales team on a winning sales process and the associated planning and execution
Coach the sales team to understand the value proposition of the Trapeze technology offerings and how translate how our technology can help our customers meet their objectives
Responsible for managing and coaching sales discipline, including effective account planning, Salesforce CRM discipline, forecasting, customer communication mapping
Assist sales team in managing a multi-million dollar funnel, complex sales cycles and navigating large transit authority/government organizations and processes
Ability to challenge their team and peers to consistently think strategically and deliver with purpose
Lead sales team to exceed sales metrics, including Sales Bookings and Forecasting Accuracy
Sales metrics management and reporting, including: Sales Bookings, Forecasting Accuracy, Actuals vs. Plan, Funnel Progression, Lead Generation, etc
Prepared to ‘roll-up the sleeves’ to contribute to sales execution, delivery and process refinement
Travel up to 50% of the time should be expected, working at customer offices, conferences and workshops
Manage and lead a group of customer success managers (CSM), who are responsible for customer engagement, retention and act as points of escalation
Assist team in developing, managing and closing annual customer renewal cycles
Ensure compliance of CSMs to customer engagement plan and the associated collateral
Coach the CSMs through customer success skills and improvement plans
Act as an escalation point, advisor and sponsor for key and large accounts
As a leader, guiding excellence in renewal management, pricing best practices and collections leadership
Qualification
Required
Ability to act in a self-directed self-motivated manner, demonstrating initiative, innovation, and the ability to juggle competing priorities through outstanding time management skills
Metrics-driven with the ability to derive insights from data
Agile, willingness to take 'controlled' risks and engage with regular experimentation
Highly developed and proven organizational and personal communication skills
Ability to successfully consult and manage multiple stakeholders simultaneously
Large B2B sales management experience is a must
Experience managing both hunters (net new customers) and farmers (revenue growth in existing accounts) for the enterprise market segments
Uses knowledge to influence, teach, and motivate others towards accomplishing a common goal
Readiness to apply our adopted sales stage methodology to ensure maximum revenue is generated from every opportunity created
Commercially savvy with an understanding of key business drivers in general, with the ability to quickly adopt CSI/Volaris business philosophy and best practices
Proven ability to develop, implement and oversee innovative digital marketing programs
Extensive Channel Marketing and Brand management expertise and experience including the ability to influence remote teams in a matrix environment
A strong client service mind-set focused on understanding and addressing client needs
Preferred
Sales management experience in a technology related business
Company
Trapeze Group
Trapeze Group is a software company that assists in fostering operational excellence and achieving goals for riders and safety.
Founded in 1990
1001-5000 employees
Funding
Current Stage
Late StageCompany data provided by crunchbase