Director of Strategic Sales

Summary

Join Smartcat's Strategic Sales team as a leader, driving expansion ARR through a global team. Reach quarterly ARR quota objectives by partnering with various teams to accelerate customer growth. Build and expand the sales playbook to secure seven-figure enterprise engagements. Oversee a team of 6+ globally-dispersed Strategic Account Executives, recruiting and growing the team in EMEA and the USA. Define team roles and responsibilities, develop a high-performing sales team through coaching and support, and increase talent density by hiring and retaining top performers. This role requires strong leadership, sales expertise, and a commitment to driving growth within a fast-paced, remote environment.

Requirements

• 8+ years in enterprise sales within a B2B SaaS workflow or collaboration tool company, or in an AI SaaS company
• 5+ years of first line sales leadership experience
• Ability to understand the Smartcat product vision and platform functionality in depth. We are building a market network for the global industry, engaging several sides of the marketplace, and running several products combined in the all-in-one platform offering
• Strong data analysis skills coupled with the ability to uncover and demonstrate value to customers
• High level of intellectual curiosity, a passion for learning, and a builder mentality
• Consultative and able to navigate the complexities and needs of clients across industries, size and life cycles
• Integrity, full commitment, and a strong sense of ownership
• Eagerness for success and an aggressive mindset towards growth
• Openness to feedback and alternative opinions and ideas
• Readiness to work in a highly intense cross-functional startup environment, requiring extreme focus, a sense of urgency, and persistence to breakthrough
• Exceptional commitment to evidence- and data-informed decision-making
• Comfortable working with remote teams across time zones
• Easy going personality with an appreciation of cultural differences

Responsibilities

• Reach quarterly ARR quota objectives from a global team portfolio of assigned customers, partnering with Solutions Architects, Marketplace Delivery Team, and Customer Success to enable and accelerate customer growth through exceptional value delivery
• In addition to ARR, you will partner closely with customer success to drive adoption and utilization, ensuring healthy long-term growth of accounts
• Help build the land and expand playbook to grow departmental land opportunities into seven-figure enterprise wide engagements
• Reporting to the VP of Account Management, you will oversee a team of 6 (current headcount #) globally-dispersed Strategic Account Executives and be responsible for recruiting and growing the team in EMEA and the USA
• Define the roles and responsibilities of the Strategic Sales team to support the overall company goals in expansion ARR
• Develop a high performing sales team through continuously coaching and supporting the team on opportunities, providing direct feedback and creating a culture of accountability
• Continue increasing talent density in the Strategic Sales team by hiring and retaining A+ players, fostering a culture of curiosity, urgency, customer centricity, and exceptional performance

Preferred Qualifications

Sandler Sales training and experience coaching to the MEDDPICC qualification framework preferred

Benefits

Fully remote team