Head of Enterprise Sales

Title: Head of Enterprise Sales
Reports to: Chief Commercial Officer  
Location: Atlanta (in office at least 3x week, Tues-Thurs)

About CharterUP

If you’ve been searching for a career with a company that values creativity, innovation and teamwork, consider this your ticket to ride.

CharterUP is on a mission to shake up the fragmented $15 billion charter bus industry by offering the first online marketplace that connects customers to a network of more than 600 bus operators from coast to coast. Our revolutionary platform makes it possible to book a bus in just 60 seconds – eliminating the stress and hassle of coordinating group transportation for anyone from wedding parties to Fortune 500 companies. We’re introducing transparency, accountability and accessibility to an industry as archaic as phone books. By delivering real-time availability and pricing, customers can use the CharterUP marketplace to easily compare quotes, vehicles, safety records and reviews.

We're seeking team members who are revved up and ready to use technology to make a positive impact. As part of the CharterUP team, you'll work alongside some of the brightest minds in the technology and transportation industries. You'll help drive the future of group travel and help raise the bar for service standards in the industry, so customers can always ride with confidence.

But we're not just about getting from point A to point B – CharterUP is also committed to sustainability. By promoting group travel, we can significantly reduce carbon emissions and help steer our planet towards a greener future. In 2022 alone, we eliminated over 1 billion miles worth of carbon emissions with 25 million miles driven.

We’re a remote-first workplace, but we encourage collaboration and connection with hubs in Atlanta, Austin and Miami. CharterUP is looking for passionate and driven individuals to join our team and help steer us towards a better future for group transportation. On the heels of a $60 million Series A funding round, we’re ready to kick our growth into overdrive – and we want you to be part of the ride. 

About this role

CharterUP is seeking a Head of Enterprise Sales to join our growing Atlanta-based sales team. This critical sales leader will be responsible for leading the expansion of our Enterprise client base and will manage a team of seasoned salespeople comprising of Inbound AEs, Outbound SAEs, Enterprise Account Managers and Strategic Account Managers.We are looking for a “player-coach” who will inspire and motivate the team on a daily basis and bring innovation to the sales process to help accelerate our market growth trajectory. 

We expect our leaders to act like owners and this role will have an impact outside of the core sales function by demonstrating leadership, providing leverage and producing results that will help us scale effectively. This role will have an immediate impact on our growth and will start by implementing a defined, consistently executed sales process. 

Compensation

• Competitive base salary and commission target
• Comprehensive benefits package

Responsibilities

• Develop and execute a plan to drive aggressive sales growth
• Demonstrate extreme ownership as a leader of a fast-paced, growing team
• Build and scale a high performing sales team through consistent and reliable forecasts
• Manage the end-to-end sales process to drive efficiency as measured by shortening of the sales cycle and reduction of the cost per acquisition
• Drive the sales methodology and process with strong discipline and predictability
• Run a playbook to continuously improve lead scoring, qualification, and conversion as well as increased win rates
• Rigorously employ the sales and marketing tech stack to contact the right prospects more quickly, optimize sales team production, and increase close rates
• Partner with Marketing to develop strategies and tactics that lead to high quality leads and high conversion rates
• Utilize a robust coaching/professional development program to build and drive a high-performing team
• Utilize and optimize KPIs and metrics to measure and continuously improve performance and productivity
• Run a rigorous performance management playbook including setting clear expectations on performance, measuring key leading indicators and activities to quickly identify issues/gaps early, making outcome-based decisions early and often
• Lead with clear alignment and cross-functional collaboration with functions across the business
• Collaborate with Finance, Product, and Marketing on messaging, pricing strategies, and business models to achieve revenue goals

Experience and Expertise

• Minimum of 8 years of sales experience, with a minimum of 2 years in a leadership role
• Proven track record of crushing sales in a B2B space
• Hands-on leadership approach, skilled at elevating the performance of team members
• Ability to maintain command and control of enterprise sales metrics
• High level of comfort turning an unstructured environment into a finely-tuned machine
• Sandler training a big plus

Recruiting Process

• Step 1: Initial video call with Talent Acquisition + Brief (12 min) online assessment (Wonderlic) 
• Step 2: Video call with Hiring Manager 
• Step 3: Quantitative Reasoning Interview with Talent Acquisition
• Step 4: Final Interview - Panel 
• Step 5: Offer, Background check, reference check
• Step 6: Welcome aboard! 

CharterUP Principles

At CharterUP, we don’t compromise on quality. We hire smart, high-energy, trustworthy people and keep them as motivated and happy as possible. We do that by adhering to our principles, which are:

1. Customer First
   • We always think about how our decisions will impact our clients; earning and keeping customer trust is our top priority
   • We are not afraid of short-term pain for long-term customer benefit
2. Create an Environment for Exceptional People
   • We foster intellectual curiosity
   • We identify top performers, mentor them, and empower them to achieve
   • Every hire and promotion will have a higher standard
3. Everyone is an Entrepreneur / Owner
   • No team member is defined by their function or job title; no job is beneath anyone
   • We do more with less; we are scrappy and inventive
   • We think long-term
4. Relentlessly High Standards
   • We reject the status quo; we constantly innovate and question established routines
   • We are not afraid to be wrong; the best idea wins
   • We don’t compromise on quality
5. Clarity & Speed
   • When in doubt, we act; we can always change course
   • We focus on the key drivers that will deliver the most results
6. Mandate to Dissent & Commit
   • We are confident in expressing our opinions; it is our obligation to express our disagreement
   • Once we decide, we enthusiastically move together in the agreed upon direction

CharterUP is an equal-opportunity employer. We make all employment decisions including hiring, evaluation, termination, promotional and training opportunities, without regard to race, religion, color, sex, age, national origin, ancestry, sexual orientation, physical handicap, mental disability, medical condition, disability, gender or identity or expression, pregnancy or pregnancy-related condition, marital status, height and/or weight.