Sales AD

Role Overview

• Drive portfolio business of high velocity new “lands,” as well as the expansion of strategic accounts
• Recruit top talent at scale who possess high intelligence, strong character and coach-ability.
• Lead Strategic AEs in achieving individual, team, and organizational quotas
• Drive strategic deals and accounts to six-figure and seven-figure deal victories
• Drive and monitor account planning and execution to deliver maximum revenue potential
• Provide strategic executive leadership for sales forecasting, territory assignments, sales mentorship, and commission planning
• Coach sales teams by helping structure sales opportunities and deals; further assist with selling activities as appropriate; Ensure the sales team is working cohesively with operations, sales engineering, and other internal/external teams
• Build out a predictable business focused on the end-to-end sales process.
• Lead pricing and contract negotiations.
• Listen and comprehend customer pain points and goals and objectives to tailor AuditBoard’s products and services.
• Present a compelling solution of the AuditBoard suite of products to clients using the information found in the discovery phase
• Engage with C-level prospects to position AuditBoard's strategic value proposition and drive the deal to closure
• Leverage a values-based sales process to work with multiple client personas to close new business
• Use a MEDDICC-based sales qualification methodology to manage sales resources and to report sales forecasts
• Stay ahead of industry trends, competitive activity, and client opportunities
• Attend trade shows, industry events, client meetings, and conferences – up to 30% travel
• Engage and build relationships with AuditBoard Partners and Alliances to help drive new pipeline growth and close new business
• Evangelize the organizational need for a strong audit, risk, and control environment to drive new pipeline and win new business.

Requirements

• 10+ years of related experience including 3+ direct full sales cycle experience selling enterprise B2B software
• Experience leading sales in an early stage, high-growth enterprise B2B SaaS environment preferred
• Experience in scaling a team across EMEA, focussing on France, BENELUX and Nordic regions
• Proven line-of-business selling experience and able to engage at a C-Suite level within enterprise accounts
• Ability to build and lead a sales organization, including quota-carrying and forecasting experience
• Experience selling with and through alliances / partners.
• Excellent cross-organization partnership and interpersonal skills
• Experience devising sales strategy and contributing to enablement programs
• A clear understanding of value-based selling with multiple examples of success
• Strong EQ skills, able to build strong relationships internally and externally while inspiring and driving a team to deliver exceptional results.

Benefits

• Offers Equity
• Offers Commission