Head of Sales

Summary

Join D-Wave, a leader in quantum computing, as the Head of Sales Americas, reporting to the CRO. This visionary role requires driving strategic growth and success of the sales team in the Americas. You will lead a high-performing team, drive SaaS and professional services revenue, and build strong customer relationships. Significant responsibilities include expanding the sales team, growing the sales pipeline, and selling D-Wave's Quantum SaaS/Cloud products and services. You will also co-manage business development and pre-sales teams, and foster relationships with partners. The ideal candidate possesses extensive sales leadership experience in global technology, a proven track record of exceeding sales targets, and experience building and mentoring high-performing teams.

Requirements

• 15+ years’ successful sales leadership experience in a global technology sales organization with a proven track record of consistently meeting and exceeding sales targets and managing a team selling high value enterprise SaaS products and solutions in optimization applications such as workforce scheduling, production scheduling and logistics routing
• Experience growing teams from 0 to 10+ team members resulting in bookings growth from $0 to $50M+ yearly
• Experience coaching fast-growing, solution-oriented, customer-focused, industry-savvy sales teams with a proven track record in targeted value-based selling
• Well connected with existing customer relationships into Fortune 1000 enterprises, systems integrators, and independent software vendors
• Excellent written and verbal communication skills, with the ability to convey business and technical concepts to diverse audiences
• Intellectually curious, honest, with integrity and a passion for discovery and success
• Willing to travel frequently (up to 50%+), including some international travel in the Americas
• Bachelor’s or University degree or equivalent work history of 15+ years in professional sales management positions in relevant technology-based enterprises such as supply chain planning, transportation management systems, workforce management systems and data analytics

Responsibilities

• Develop plans to drive new business growth within the Americas (US, CAN, LATAM) region and achieve/exceed quarterly goals for D-Wave products and solutions
• Recruit and coach a team that identifies and proposes new customer solutions utilizing D-Wave products and services, and effectively communicate D-Wave’s vision, strategy, and product capabilities to customers, including quantifying the value customers can expect to receive from our solutions
• Provide detailed and accurate sales forecasts weekly
• Monitors customers, market, and competitive activity and provides insights to the Executive leadership team and other functions
• Build, mentor, and motivate a high performing sales team, ensuring they have the necessary competencies, tools and support they need to succeed
• Foster a culture of accountability, professional development, high performance, and ethical behavior
• Co-lead demand generation activities in the Americas in partnership with our Marketing team, selecting target accounts, representing D-Wave at conferences, seminars, and other events, qualifying new leads, delivering product presentations, and developing proposals that result in a growing pipeline of new opportunities
• Enable the sales team to select and position D-Wave products and services to meet individual customer needs by understanding their business challenges and creating value propositions tailored to their unique situation
• Deliver the growth objectives with high customer/partner satisfaction as measured by account retention and extension

Benefits

• Competitive Pay
• Company Ownership
• Unlimited Vacation
• Excellent Benefits
• 12 Weeks Parental Leave
• In-Office Not Required (yes, we were distributed before it was cool)
• Flexible Work Arrangements
• Telehealth and Telemental Health
• Employee Networking and Events
• Inclusive Culture
• Meaningful Perks and Rewards
• Learning and Development Opportunities