The Director, Expansion Sales will be leading FloQast’s high growth Expansion Sales team, focusing on expansion and renewal opportunities. This person will be responsible for leading multiple sales teams and Managers and applying an understanding of FloQast’s products, sales methodology, processes, and prospecting techniques to their team and FloQast customers. This is a highly visible and collaborative role, working with Leadership within Customer Success, Product, and Sales. It is a high growth opportunity to accelerate this division with operational excellence and execution.
*Visa sponsorship is NOT available at this time
What You’ll Do:
- Directly oversee and drive a team of managers/sales teams focused on expanding, cross sell, upsell and renewals of our existing customer base
- Take this revenue producing department to the next level to match our exponential company growth
- Lead all aspects of the team and team members’ success including: 1) Achieving assigned net revenue retention growth, sales expansion, and cross sell/upsell targets with new and existing products 2) Recruitment/Hiring and Retention 3) Compensation/Recognition planning and execution 4) Training and Development 5) Strong metrics management and business planning execution
- Ensure consistency of best practices across the entire team, operationally and via the sales process
- Utilize SFDC to manage all aspects of the teams’ activities, opportunity discovery, opportunity management and accurate forecasting via SFDC and Clari
- Create a team of transparency and execution by consistently driving and reporting on performance and KPI’s
- Develop and maintain a deep level of understanding of the problems our clients face with effectively closing their books and the way in which FloQast helps solve these challenges
- Pursue and increase knowledge of key competitors to ensure that our value proposition is effectively communicated to customers
- Achieve or exceed monthly and quarterly targets
- Ability to accurately forecast the business and renewal rates on a consistent basis
- On-going coaching and career development with Managers and team members
Other Details and Duties:
- Conduct weekly 1:1 meetings with team members to review performance, listen to calls, provide coaching and direction on ways to improve and succeed
- Conduct weekly team meetings to build momentum and motivation amongst the team and share pertinent information on progress toward team goals
- Ability to provide an accurate and timely forecast on a weekly basis
- Utilize and maximize use of critical sales technologies
- Set, track and manage team KPIs
- Adopt and coach to Sandler sales methodology
- Provide weekly summary reporting to Sales Executives
What You’ll Bring:
- BA/BS or equivalent experience preferred
- 5+ years of demonstrated successful B2B saas software sales, cross sell, upsell and renewals required
- 4+ years of demonstrated success managing sales managers in the sales, cross sell, renewals environment, with a hands on approach
- Proven track record of building and growing expansion sales from $10M-$100M
- Effective at building Operational efficiencies in renewals and expansion sales
- Strong knowledge of marketing campaigns for growth within the customer base
- Close working collaboration with Sales, CS and Marketing
- FloQast, Close Management Software or Accounting knowledge highly desired
- Experience using a consultative, solution based sales methodology desired
- Excellent written and verbal skills with a proven ability to communicate effectively via telephone and email with customers
- Ability and resilience to work in a fast paced sales environment with a proven history of meeting or exceeding monthly and quarterly targets
- Ability to develop trusted relationships with clients and internal teams- heavy cross collaboration
- Proficiency with Microsoft Office products and online collaboration tools
- Experience with CRM and opportunity management systems, preferably Salesforce.com and Outreach
- High level of Leadership, professionalism and work ethic
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The base pay range for this position is $140,000 – $180,000.
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