Manager, National Sales

Who we are: 

At SpotHero, we work as a team to empower people to get everywhere, easier! We’re rapidly growing with the mission of bringing the parking industry into the future through technology. Drivers across the nation use the SpotHero mobile app or website to reserve convenient, affordable parking in advance, on-the-go or through their connected cars, and parking companies rely on us to help them reach new customers while optimizing their business. We connect the dots with cutting-edge technology, delivering value to both sides of this exciting, evolving marketplace. 

Manager, National Sales at SpotHero: 

The Manager, National Sales will lead our outbound/new business team of National Account Executives, focusing on driving organizational sales. The role involves working with the VP, Sales to establish focus markets, achieve and surpass new client sales goals, and collaborate with the B2B marketing team on lead generation. The Manager, National Sales will oversee the National Sales Team’s activities and performance; including tracking goals, ensuring accurate pipeline management & forecasting, and continuous training and development of team members.

What you will do: 

• Team Management:
  • Recruitment & Hiring: Assist in attracting, recruiting, and onboarding team members dedicated to outbound prospecting and new business growth. 
  • Team Development: Provide continuous training, coaching, and support to ensure the team consistently surpasses sales goals. 
  • Performance Excellence: Cultivate a high-performance culture to drive team members toward achieving and exceeding their goals.
• Effective Sales Pipeline Strategy & Management
  • Pipeline Health: Maintain a robust team pipeline filled with qualified leads and prospects.
  • Stage Oversight: Evaluate activities and progress at each stage from initial contact to deal closure.
  • Pipeline Reviews: Hold regular pipeline review sessions to track progress, address blockers, and identify areas for improvement.
• Sales & Operations Coordination:
  • Cross-Department Collaboration: Partner with Regional Growth teams to support reps in expansion of existing accounts when needed.
  • Process Optimization: Ensure smooth coordination between sales and operations to enhance sales processes and results.
• Productivity Monitoring & Motivation:
  • Productivity Monitoring: Track team productivity to ensure daily and monthly goals are met.
  • Team Motivation: Implement effective sales pipeline management practices to sustain high team morale and performance.
  • Recognition & Rewards: Work with leadership to develop and execute incentive programs to acknowledge and reward top performers
• CRM System Oversight:
  • Data Accuracy: Ensure that all information in Salesforce is accurate and up-to-date.
  • CRM Utilization: Leverage Salesforce to analyze sales activities and the health of the pipeline.
  • Training:Provide team members training on best practices for CRM use.
• Sales Performance Reporting:
  • Metrics Reporting: Present regular updates to senior management on sales metrics and opportunities.
  • Data-Driven Insights: Use analytics to forecast revenue and pinpoint areas for improvement.
  • Regular Updates: Provide consistent reports on team performance, pipeline status, and strategic initiatives.
• Customer Insight Integration:
  • Customer Insights: Develop a thorough understanding of our ideal clients and how they align with our products.
  • Sales Strategies: Apply customer insights to tailor sales strategies and boost engagement.
  • Feedback Integration: Use customer feedback to refine sales approaches and influence product development.
• Industry Visibility:

• • Networking & Conferences: Attend industry related conferences and tradeshows, when applicable. Represent SpotHero and strengthen relationships with clients through attending social events. 
  • LinkedIn Presence: Build and maintain a strong presence on LinkedIn to educate current and prospective clients on the value of our services. Work with B2B Marketing to write relevant articles or posts, and share case studies when appropriate.

What you bring: 

• 5+ years of experience in sales, with at least 3 years of experience managing and directing an outbound-focused sales team
• Extensive Salesforce experience, building & utilizing sales forecasting on a weekly/monthly basis + communicating them in an effective manner 
• Demonstrated natural ability to lead others and foster a team environment
• Proven consultative sales solution skills with a unique ability to understand client needs 
• Demonstrated sales development and training skills. Ability to effectively set motivating goals.
• Experience successfully utilizing tools such as Salesforce, Looker, HighSpot & more

Nice to haves: 

• Parking Industry experience 

Core Competencies: 

• Sales: Established track record of success as both a manager and individual contributor in B2B enterprise selling in the tech and/or parking industries; easily navigates multiple stakeholders and high-level conversations; proven ability to share accumulated knowledge with others across the org both formally (mentorship) & informally
• Growth Mindset: Willing and able to be coached; solicits and acts on feedback and shares feedback with direct reports; continuously builds upon existing product and industry knowledge to maintain role as a thought leader across the company and industry
• Cross-functional Collaboration: Maintains & builds upon existing relationships across the organization; identifies and advocates for solutions that benefit all, often leading and establishing new initiatives; team and org advocate
• Ownership & Accountability: Impeccable organizational skills, easily balancing multiple tasks and people at once; self-starter with strong bias towards action; maximizes effectiveness by focusing time in right places and helps others to do the same; holds team accountable by maintaining accurate data and operating within team & org frameworks
• Client Focused: Ability to see "long term vision" and fully understand client needs (serve as internal client advocate); ability to understand client's goals and how our solutions can assist in achieving said goals; proactively provides industry insights and advocates for client's needs
• Technically Proficient: Expert knowledge and comfortability in the B2B tech sales space & parking industry; experience successfully utilizing tools such as Salesforce, Looker, Gong, Showpad & more; ability to help implement and teach newly implemented tools across the sales org; leader in establishing a good data hygiene standard across National Sales; expert in all client-facing tech tools and ability to train others on them; advanced understanding of SpotHero's internal tech stack and the ability to train others on it

Tools: CRM (Salesforce), BI Tool (Looker), SpotHero Admin Backend, Google Workspace, Zoom, Microsoft Office, Sales Enablement (Highspot), Groove (Email Tracking)

Seeking candidates in: 

• Chicago, IL (2x per week in office)
• Work Environment + travel to client sites and conferences (up to 20% of time) required. 

What we are offering:

• Career game changer – A truly unique experience to work for a fast-growing startup in a role with unlimited growth potential.
• Excellent benefits - we cover up to 90% of Medical Premiums, 50% of Dental and vision Premiums, company-sponsored Life Insurance, a 401 (k), and generous parental leave. 
• Flexible PTO policy and outstanding work/life balance – We value and support each individual team member.
• Learning Budget, Udemy and Sales Assembly license - We support the professional and personal growth of our people by providing everyone with learning resources and development opportunities. 
• Annual parking stipend – we help people park!
• The opportunity to collaborate with fun, innovative, and passionate people in a casual yet highly productive atmosphere.
• A company that cares about its employees’ unique backgrounds. From Employee Resource Groups to Unconscious Bias Trainings, we want each and every employee to feel like SpotHero is a place where they can bring their whole selves to work.
• A workplace recognized as CityLights award winner by 1871, 2023 Best Places To Work by BuiltIn, and recipients of the Best Company Culture, Best Company for Women, and Best Company for Diversity awards from Comparably! 

At SpotHero, we Respect Fellow Drivers by providing an inclusive interview experience for everyone, including people with disabilities. We are happy to provide reasonable accommodations to candidates in need of individualized support during the hiring process. Please let our team know of your need when you apply or as you begin interviewing with our team.

SpotHero is an equal opportunity employer. We know that a diverse workforce is the strongest workforce, and are committed to building and supporting an inclusive environment for all.

Additionally, because we want to Remember to Signal, if you choose to provide us personal information in connection with a job application, please review our Applicant Privacy Notice which provides details about what information we collect and process about you in order to consider your candidacy.

PLEASE NOTE: This position is ineligible for visa sponsorship. To be considered for this role, you must be legally authorized to work in the US and not require sponsorship for employment now or in the future.