Vice President, Sales

Summary

Join Encoura as an ambitious enterprise SaaS sales leader to manage and grow a sales team in a dynamic, high-growth environment. Reporting to the Chief Growth Officer, you will drive growth strategy, close complex sales, and manage relationships with executive stakeholders. The ideal candidate possesses extensive experience in managing high-performing teams, navigating complex sales, and fostering strong client relationships within the higher education sector. This role involves significant travel, coaching, and mentoring of sales representatives to achieve quarterly and annual revenue goals. Success in this position requires a proven track record in post-secondary education sales and a deep understanding of enrollment management. Encoura offers a supportive environment with opportunities for professional growth and development.

Requirements

• A minimum of 5 years of recent sales and account management experience in post-secondary education with a proven track record of identifying business opportunities, creating and executing a sales plan, and consistently achieving quarterly and annual revenue goals
• Must be proactive, motivated, and have impeccable time management skills
• A Bachelor’s degree or relevant track record of success
• A minimum of 5 years of experience working in Enrollment Management at a Higher Education Institution or a similar vendor in the industry
• A minimum of 5 years of experience managing a sales team
• Ability to travel to customer meetings, corporate training, and tradeshows
• Strong sales aptitude
• Strong coaching and motivating skills
• Proficient verbal & written communication skills

Responsibilities

• Understand and monitor your team’s sales goals, challenges and potential
• Develop a rapport with each of your team’s sales representatives
• Understand all our products/solutions and what they provide to our clients
• Have an in-depth understanding of sales and contract processes
• Attend service team’s calls to understand their importance to success
• Travel to conferences and college campuses to observe client meetings
• Have in-depth knowledge of your top successful clients and the programs we provide
• Be actively working to determine growth potential to replicate success in the territory
• Be able to provide value to your team’s sales calls and can overcome objections
• Work with our service teams to drive successful client programs
• Be actively traveling with your team to coach and assist in conducting client meetings both on campus and at state, regional and national conferences
• Be using a consultative approach to solutions selling during all client interactions and while coaching your team
• Help grow your team’s line of business and actively coach your team’s development
• Manage a team of sales executives to meet Encoura’s quarterly and annual goals
• Effectively engage with new prospects and win deals by using a consultative, value-oriented approach that resonates with c-level decision makers
• Travel with each assigned sales representative to coach, mentor and close sales
• Demonstrate a high level of business acumen, managing the team to effectively diagnose the client’s business challenges to prescribe Encoura’s best fit solutions for success
• Drive the entire sales process from prospecting through opportunity development and deal closure, to post-sale kickoff with our Client Experience Teams
• Work in a dynamic scale-up where you will share feedback from the field to help shape the evolution of our product and service offerings
• Obsess over outcomes and continuously iterate and innovate to drive the evolution of our business
• Hold weekly individual meetings with team-members
• Report to sales management the team’s progress and challenges
• Train and monitor that your team is following process protocol: approvals, pricing, CRM recording, necessary travel and reporting
• Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies