Director, Solutions Consulting

Job Title: Director, Solution Consulting

Location: US - Remote

WHY YOU’LL LOVE SALESLOFT:

Put Customers First.  Team Over Self.  Focus on Results.  Bias Towards Action.  Glass Half Full. 

These are the values that define who we are and have empowered our staggering growth to become the #1 leader in sales engagement software.   

Salesloft helps brands deliver value and create trust by connecting authentically and meaningfully with their customers. Thousands of customers depend on Salesloft’s category-leading sales engagement platform to engage in more relevant, authentic and sincere ways.

Since our founding in 2011, we have grown into a global, award-winning organization with Lofters based all over the world.  As a testament to our organizational health, we have been named by Forbes as one of America’s Best Startup Employers in 2020, twice by Deloitte as a ‘Fastest-Growing Technology Company in North America,’ and have been recognized as a top workplace by Forbes, Fortune, Glassdoor, Atlanta Journal Constitution, and Inc Magazine.   

We’re redefining an age-old industry! This is challenging work – but our team of brilliant creatives makes the journey thrilling.  We’re fast-paced, innovative, and collaborative.  We pursue excellence in everything and have a lot of fun along the way.  Come join us!

Check us out on Glassdoor and see what people LOVE about working for Salesloft!

THE OPPORTUNITY:

We’re proud of our history, and we’re just as excited about the future.  We want to create a world-class culture and company that attracts, develops, engages and retains the nation’s elite talent.  

At Salesloft, our Director, Solution Consulting is pivotal to our company’s success. You will be a key leader of our fast-growing and high-performing Consulting Services team whose goal is to provide world class consulting to our customers across a broad range of services that establish a solid foundation for their future success.

In addition to working with amazing colleagues who exemplify our ‘team over self’ core value, you will have the opportunity to coach and develop a global team of pre-sales Solutions Consultants, build and enhance our pre-sales motion and processes, and ensure that all of Salesloft’s customers are aligned with the right consulting services to enable customers’ success.

WHAT WE’RE LOOKING FOR:

We are seeking a motivated, results-oriented, forward-looking leader who can help us grow and evolve our Consulting Services pre-sales motion while ensuring that we align the right services for every deal. 

On a day-to-day basis, you will be responsible for establishing the direction of daily team activities, ensuring efficient operations and creating an overall productive and enjoyable working environment for employees. You’ll do that by ensuring alignment of the right team members on the right deals, holding team members accountable to following the pre-sales process, elevating and enabling proper solutions discovery, scoping, and estimating practices, providing guidance and expertise for positioning and pitching Salesloft Consulting Services, and ensuring that services pipeline is well managed.

If you’re passionate about sales technology, providing a world-class customer experience, and thrive in a fast-paced, hyper-growth startup environment, then becoming Director, Solution Consulting is the career path for you! 

THE TEAM:

Salesloft’s Consulting Services team is comprised of both seasoned and up-and-coming consultants who are all aligned on one mission: to redefine the Sales Engagement space and activate the authentic seller in all of us. They are also the epitome of our core values. Customers First. Team Over Self. Focus on Results. Bias Towards Action. Glass Half Full.

THE SKILL SET:

• Bachelor's degree preferred
• 10+ years in-depth experience in pre-sales scoping, estimating, and proposing software professional services or consulting services
• 3 - 5+ years experience as a team manager
• Collaborative mentality, prioritizing ‘we’ and not focusing on ‘me’
• Demonstrated ability to manage an enterprise pre-sales process, tactfully handle escalations, overcome customer objections and assist others with those same skills
• Improve and maintain standard processes for discovery and project scoping
• Ability to guide custom customer solutions and ensure every solution is positioned to enable customer success
• Ability to collaborate with consulting Delivery leaders to ensure that custom solutions are realistic and achievable by our delivery teams.
• Ability to create a high quality proposal and SOW, and ability to coach team on creating high-quality presales outputs
• Develop rules of engagement with Solution Consulting team and assist with enablement of sales teams
• Manage Consulting Services deal pipeline
• Collaborate with our Sales leaders to align on priority pursuits
• Ensure Solution Consultants follow established processes
• Coach Solution Consultants on proper business and technical discovery
• Enable continuous team enablement of all Consulting Services offerings and capabilities
• Review customer pitch presentations and provide feedback  
• Review and approve custom-scoped proposals
• Be seen as a thought-leader and industry expert, staying up-to-date on industry trends, competitive landscape, and customer needs
• Participate in deal negotiations and the process to close new business
• Responsible for maintaining handoff process from pre-sales to implementation
  

WITHIN ONE MONTH, YOU’LL:

• Attend Salesloft’s New Hire Orientation, where you will learn our Salesloft story and understand what makes our “Lofters” unique
• Begin 1:1’s with your manager, understand your 30-60-90-day plan and delve into your daily responsibilities
• Begin 1:1’s with your direct reports and shadow a few calls/meetings for each to develop a picture of their current competencies
• Begin training and enablement on the Salesloft platform
• Set your OKRs (Objectives and Key Results) with your manager and develop an action plan to achieve them
• Meet key partners in Sales, Customer Success, Customer Support, Product, Engineering and the Executive team - they will be key relationships for you

WITHIN THREE MONTHS, YOU’LL:

• Achieve the Salesloft Administrator Certification, demonstrating your knowledge of our product
• Serve as the primary customer and internal escalation point for any issues during the presales process
• Understand the various metrics and respective targets for your team (e.g. billable utilization, customer satisfaction, project margin) and drive adherence
• Participate in the interview, selection, hiring and on-boarding of new team members
• Maintain team morale and motivation, ensure a good work ethic and lead by example
• Continue to focus on your OKRs

WITHIN SIX MONTHS, YOU’LL:

• Assist with creation and execution of the Consulting Services Department OKRs
• Ensure your team consistently meets or exceeds its various targets (e.g. bookings, margin, CSAT)
• Occasionally serve in a presales capacity on strategic deals to keep your solutioning skills sharp and audit the effectiveness of our methodology through hands-on participation
• Continue to focus on your OKRs

WITHIN TWELVE MONTHS, YOU’LL:

• Set an example for new Consulting Services team members and assist in training, onboarding and motivating new Lofters
• Continue to focus on your OKRs

IS THIS ROLE NOT AN EXACT FIT? Keep an eye on our Careers Page for other positions!

WHY SHOULD YOU WORK AT SALESLOFT?

• You will become part of an amazing culture with a supportive CEO and smart teammates who actually care
• You will work with an amazing team you can learn from and teach
• You will experience joining a high-growth/high-traction organization
• You will hear “Yes, let’s do that!” and then have the opportunity to successfully execute on your ideas
• We have a vibrant, open office that utilizes modern technology
• You will grow more here than you would anywhere else, that is a promise

Salesloft is proud to be an Equal Opportunity Employer and provides equal employment opportunities to all employees and applicants without regard to race, color, religion, sex, age, national origin, disability, veteran status, pregnancy, sexual orientation, or any other characteristic protected by law.