Job Description

The Director of Sales (SMB/MM) (International) is responsible for leading a team of Account Executive and Account Manager representatives to drive sales efforts to meet and exceed Annual Recurring Revenue (ARR) targets from Small-Medium and Mid-Market-sized companies within a specified Area. This is an extremely hands-on role that will actively manage their teams by close monitoring of statistics, conducting pipeline reviews and tagging in on deals to assist in closing opportunities.

Responsibilities

Manage a team of Account Executive and Account Manager representatives to execute revenue strategies and exceed KPIs and ARR targets.
Drive the day-to-day activities of Account Executive and Account Managers through daily team standups, close analysis of sales statistics and pipeline reviews.
Conduct weekly pipeline reviews with sales teams to discuss deal constructs, ensure proper account and lead follow up and accurate forecasting and staging.
Tag into deals with sales teams to generate and close-won revenue opportunities, as needed.
Collaborate with the Director of the Area to discuss Area specific sales strategies, review KPI performance and refine processes and programs to achieve operational excellence.
Conduct role play drills with potential sales candidates to assist in building a world class sales team.
Cooperate with People Operations to manage all HR-related issues within your team e.g. interviewing new candidates, helping with career development for high potential employees, and managing average and low performers.

Minimum Qualifications

Minimum 4 years Small-Medium and/or Mid-Market sales experience required
Minimum 2 years of people management experience in the assigned Area required
Bachelor degree or equivalent higher education experience, desirable
Experience collaborating with Partner businesses and Channel sales teams, desirable
Familiarity with standard concepts and practices within the IT, Security or Cybersecurity industry, desirable
Experience with Salesforce, a plus
Experience with Gmail and Google Docs
Experience with MS Office (Word and Excel)
Experience with web browsers (Chrome, Internet Explorer, etc.)
Strong verbal and written communications
Excellent time management and organization skills
Excellent strategic planning, problem solving and analytical
Infectious positive, can-do attitude
Possess strong negotiation experience and strategies
Ability to provide productive feedback and coaching to sales teams