Director of Sales

Summary

Join Lightcast as Director of Sales and lead a team to generate and close sales opportunities. Collaborate with the Account Executive to develop strategic sales plans, implement KPIs, and coach sales representatives. Responsibilities include sales cycle management, forecasting, pipeline management, and upselling/cross-selling. The ideal candidate will have 6+ years of successful software or technology sales experience, preferably in the enterprise sector. A Bachelor's degree and strong technical sales abilities are required. Lightcast offers a diverse and inclusive work environment.

Requirements

• Bachelor’s degree
• 6+ years of successful software or technology sales experience, preferably selling to the enterprise sector / large enterprise accounts (10k+ employees)
• Strong sales technical ability should be demonstrated
• Ability to demonstrate building credibility, fostering lasting relationships, and seizing opportunities
• Demonstrate mastery of disciplined sales techniques to drive revenue and customer value
• Strong planning, financial, and analytical abilities to navigate complex business situations
• Excellent interpersonal, written, and verbal skills for engaging stakeholders
• Skilled in Salesforce, HubSpot, Google Suite, and business tools

Responsibilities

• Lead a sales team by co-developing a strategic approach with the Account Executive to generate opportunities and successfully close sales
• Implement KPIs for the sales team and coach reps in the planning, developing, and executing sales objectives for a defined set of accounts
• Help reps blueprint organizations, open doors through network connections, and assist in building strategies to maximize customer value and ensure Lightcast can provide long-term value to organizations
• Motivate a team of professionals to set and achieve goals by focusing on value creation and accountability to agreed upon standards
• Develop and execute outcomes-based strategic sales plan via competitive analysis, customer segmentation, product utilization, market and account penetration plans, and thoughtful product positioning
• Collaborate with the Head of Business Unit (SVP) to establish annual sales goals and take necessary action to achieve sales targets
• Rigorous sales qualification and pipeline management
• Implement repeatable processes and best practices that improve the ability and efficiency to sell, upsell, or cross-sell to existing customer accounts
• Meet or exceed assigned targets for sales volume, market share, and other key financial performance objectives
• Identify and close sales opportunities, negotiate contracts with support from legal counsel and other internal stakeholders as appropriate for deal execution
• Successfully manage the full sales cycle for each opportunity from prospecting, qualifying, and nurturing the opportunity to present the offer, handling objections, and closing the sale
• Maintain excellent notes and use company-approved tools to facilitate sales enablement and exceptional client care
• Forecast accurately; manage and successfully drive opportunities to closure
• Continually focus on sustaining a 3x pipeline
• Include an appropriate mix of upselling existing customers into a product suite or cross-selling related or complementary products, subscriptions, and services