Sales Performance Director - San Francisco, New York

We are looking for a Sales Performance Director to join the Sales Enablement team at Cockroach Labs. This role will have ownership over two areas: Sales Performance & Account Strategy. You will be responsible for leading Sales Enablement initiatives to increase sales productivity, optimize performance and help field teams to understand how to use performance data to accelerate their success. You will act as a key partner to the Sales and Sales leadership teams to develop and deliver learning strategies that directly impact seller performance. Additionally, this role will also own Account Planning and Strategy for our global field sales organization. Working cross functionally, you will define and design planning frameworks, and once in place, you will be hands-on, leading enablement and adoption of the program, monitoring, and measuring progress and results. You must be based in San Francisco or New York City to be eligible for this role. 

• Lead consultations with revenue leaders to assess and analyze the performance of their sales teams
• Leverage sales performance data to surface sales skills and strategy deficits across the sales organization
• Develop and execute a scalable process for delivering targeted enablement programs focused on competency gaps and performance data
• Track and report on seller performance results derived from programs
• Own development, enablement, and adoption of Account Planning and Strategy for our account segments
• Enable sellers to conduct external account research such as financial reports and other public records to identify actionable insights that sellers can incorporate into their strategic plans
• Leverage established frameworks to equip sellers with the knowledge, skills, and resources necessary to have meaningful business conversations required to execute account plans
• Monitor and coach sales teams to bridge the gap between planning and execution
• Lead a cross functional effort to identify, build/buy account planning technology.

In your first 30 days, you will complete our general and sales onboarding programs, learn about our message and product, and connect with revenue leadership team. We believe that it's essential for you to take this first month to become familiar with our technology and our company.

In your first 60 days, you will begin to develop a sales performance and strategic account planning program, identifying leading indicator sales performance dashboards and planning cadence.

After 3 months, you'll be fully integrated into the team. You will execute on the plans you have developed and build curriculum in partnership with internal Subject Matter Experts.

• Expertise in evaluating and optimizing sales processes to increase efficiency and productivity.
• Extensive experience implementing sales methodologies and best practices
• 12-15+ years of sales enablement experience
• Ability to identify bottlenecks and develop solutions to streamline the sales cycle.
• Extensive experience in technology sales, both direct and through channel partners
• Track record of successfully analyzing sales data and identify trends, patterns, and opportunities for improvement.
• Strong interpersonal and communication skills, with the ability to work cross-functionally and collaborate with various teams, such as marketing and product development.
• Deep understanding of complex, technical sales cycles
• Deep knowledge of technical buying cycle on a global scale
• Data-driven user centric approach to product development and management, with demonstrated ability to anticipate various stakeholders' needs

This role will report to Lisa Contini, VP of Global Sales Enablement

With broad experience across various industries such as database technology, information systems, software, SAAS, cloud services, big data, and data security, Lisa brings a wealth of knowledge to her role as Vice President of Sales Enablement. As a Revenue Enablement Leader, Lisa embraces the use of sales performance data analytics to identify and target potential areas of improvement across all sales roles, predict declining performance and productivity, and implement targeted strategies and interventions to ensure continuous growth and success across the revenue organization.

• Competitive Health Insurance Coverage (for you & your dependents!)
• Paid parental leave (with baby bucks)
• Flex Fridays
• Flexible time off & flexible hours
• Learning and Development budget
• Relocation support

Cockroach Labs is proud to be an Equal Opportunity Employer building a diverse and inclusive workforce. If you need additional accommodations to feel comfortable during your interview process, please email us at [email protected].

The annual anticipated base salary range for U.S. candidates for this role is USD $165,000 to $225,000 plus commission if a sales role. We set standard ranges for all U.S.-based roles based on function, level, and geographic location, benchmarked against similar stage growth companies. In order to be compliant with local legislation, as well as to provide greater transparency to candidates, we share salary ranges on all job postings regardless of desired hiring location.  Actual salaries may vary and fall outside of this range depending on factors such as a candidate’s qualifications, geographic location, skills, experience, and competencies. In addition, we are often open to a wide variety of profiles, and recognize that the person we hire may be less experienced (or more senior) than this job description as posted. Salary is one component of the Cockroach Labs’ total rewards package, which includes stock options, health insurance, life and disability insurance, funds towards professional development resources, flexible PTO, paid holidays, and parental leave, to name a few! Salaries for candidates outside the U.S. will vary based on local compensation structures.