Senior Manager, Mid-Market and SMB Sales

Summary

Join ezCater, a leading food technology company, as a Senior Manager, Acquisition to lead mid-market and small business sales teams. You will leverage data-driven insights to inspire a high-performing sales team, achieving ambitious growth targets. Collaborate with executive leadership and cross-functional departments to optimize go-to-market strategies and accelerate revenue. This role demands a self-starter who thrives in fast-paced environments and is passionate about building successful teams. The position offers a competitive compensation package and a flexible work environment.

Requirements

• 7+ years of sales leadership experience with demonstrated success developing, leading, and scaling mid-market sales at a high-growth company, ideally in the tech industry
• Experience with developing sales and segment strategy to effectively win new business, including identifying upsell and cross-sell opportunities
• Experience building, managing, and coaching high-performing sales teams and leaders. You know how to set the vision, motivate individuals, and develop strong, collaborative relationships
• Deep understanding of customer needs and taking a consultative approach to identify opportunities to win and penetrate new customers, while creating best-in-class experiences
• Represent the Voice of the Customer in developing and enhancing product capabilities, process improvements, and operational excellence
• A data-driven approach to understand market trends, prioritize opportunities, and measure ongoing progress against goals
• Ability to proactively identify trends and institute risk mitigation steps to achieve monthly targets
• Proven success leading and managing Quarterly and Monthly Planning (territories, quota, headcount)
• Highly organized approach, with excellent attention to detail and the ability to work in a fast-paced and change-driven environment
• Excellent problem-solving and collaboration skills, a motivated self-starter that is proactive and action-oriented
• Demonstrated sound business judgment, strong written and verbal communication skills, and a proven ability to influence cross-functional leaders
• Tenured in a rapidly growing an organization with the ability to operate successfully in a lean, fast-paced environment, and to create sales processes that can scale quickly

Responsibilities

• Oversee, coach, and motivate a team of account executives and business development representatives, consistently measuring their success against overall quota attainment, new logo acquisition, and expansion
• Lead your team to achieve their monthly quotas/KPIs. Monitor sales performance including things like pipeline health, pipeline progression, monthly forecasts, and bookings, among others. Accurately forecast commitments and deliver attainment to sales targets with a portfolio approach
• Develop and uplevel team selling abilities through consistent focus on enablement, solution selling, and metric improvements. Build and refine sales runbooks and scripts
• Assist your team throughout their sales cycles, playing an active role to help the team in competing effectively and selling the value of ezCater
• Ensure the Voice of the Customer is well understood among cross-functional leaders across the organization to ensure top-tier experience for our customers
• Develop, recruit, and train team members to become best-in-class sellers
• Manage a team of AE and BDR managers
• Stay up-to-date on industry trends and competitor offerings and positioning ezCater effectively in the market
• Partner with leaders across Sales, SalesOps, Customer Support, Partner Success, Product, Marketing, and Legal/Finance to jointly to drive revenue growth and identify new business opportunities
• Collaborate with Sales Enablement, Product and Marketing to provide and optimize sales training for existing and newly launched features and products
• Identify and make recommendations for improvement in the areas of process, efficiency, and productivity

Preferred Qualifications

In-depth experience in two-sided marketplace, B2B technology platforms or B2B solutions

Benefits

• Market salary
• Stock options
• The usual holidays
• All-you-can-eat vacation
• 401K with ezCater match
• Health/dental/FSA
• Long-term disability insurance
• Remote-hybrid work from our awesome Boston or Denver offices OR your home OR a mixture of both home and office (you choose!)
• A tremendous amount of responsibility and autonomy
• Wicked awesome co-workers
• Cupcakes (and many more goodies) when you’re in one of our offices