Senior VP Sales & GM, Americas

Bloomreach is looking for a high-impact, growth-oriented Senior VP Sales & GM, Americas. The Revenue team at Bloomreach is responsible for all Annual Recurring Revenue (ARR)  within the region including new logo acquisition, cross-sell, and upsell, as well as renewals.  Teams reporting into the role include Enterprise and Midmarket sales teams, Account Management, Solution / Agency partners, and Sales Development Reps (SDR’s). While not directly in the reporting structure, this role will also collaborate closely with regional and global marketing, tech / ISV alliances, pre-sales engineering, rev ops, and customer success / post-sale teams.

The SVP, Sales Americas will have a significant impact on Bloomreach’s success by providing leadership and strategic direction to help drive growth and profitability, as well as ensure the company's long-term viability. The SVP, Sales will be expected to collaborate with the executive team across departments to align strategies, meet Go To Market (GTM) objectives, and ensure a cohesive customer experience.

This role is an excellent opportunity if you want to make an outsized impact within a growth oriented, late stage SaaS company. This role reports directly to the CRO and leads the sales organization in the Americas. 

• Own and attain the overall revenue targets for Americas within the business, which include new business ARR as well as existing customer upsell ARR and renewals, and do so with a “General Manager” mentality by taking ownership of process and outcomes across the business regardless of reporting lines. In addition to new logo sales and account management, all agency / SI partner functions and SDR functions will report into this role. 
• Run the business with efficiency and hitting expense and margin targets 
• Develop, coach, and continue to build and lead a high-performance revenue team that includes new business, account management and partnerships and sales development with focus on selling solutions to both mid-market and enterprise customers
• Performance analysis and action planning: analyze performance gaps within the GTM function objectively and collaborate with Revenue Operations (Rev Ops) to develop and communicate action plans. Identify areas for improvement and implement strategies to drive revenue growth
• Align closely with marketing, customer success, professional services & support, and other GTM functions across departments to meet GTM objectives, as GTM is more than just the revenue organization
• Meet pipeline generation goals set in partnership with marketing, and particularly for channel (agencies) and SDR functions which report into this role
• Forecast bookings on monthly, and quarterly basis, and run an organizational cadence to ensure bookings targets are hit
• Provide prioritized field feedback to product org on what’s needed to win more business 
• Collaborate with the legal and finance teams to ensure compliance  in the Americas market and address any issues that may impact process velocity. Work closely with these teams to streamline processes and minimize any potential obstacles to revenue acceleration.

1. Professional — experience in sales/revenue leadership in a high-growth B2B SaaS company at a  scale of  minimum 50M ARR or above
2. Professional - proven ability to make data-driven decisions and recommendations to drive sales growth and optimize performance
3. Personal — proven to act decisively and with a sense of urgency to address issues, remove obstacles, and drive continuous improvement
4. Personal — demonstrate exceptional leadership skills to inspire and motivate the entire North America (NA) Go-To-Market team

Professional experience

• 10+ years of experience in a Sales leadership role in B2B SaaS (software-as-a-service) environments of approx annual 50M ARR or above (high-growth).  Helpful if you have also held other leadership roles adjacent to sales (customer success, marketing, etc)
• Track record of exceeding bookings targets with deep understanding of operational cadence required to build a high performing sales team
• Experience in commerce or marketing technologies is desired
• Experience with partner first selling motion is desired
• Ability to lead through influence, working alongside organizational leadership (Marketing, Success, Operations, Product Management, and Executive Team)
• Experienced partnering with RevOps to define a realistic and timely plan on achieving improvements for the function and beyond
• Demonstrated ability to partner with marketing to co-own pipeline build and management
• Exceptional people leader: acquire, develop and retain top industry talent to perform beyond expectations
• Deep understanding of standard business practices related to Marketing & Sales Operations processes and systems (sales cycle, CRM, Marketing applications, lead generation, reporting, forecasting, territory management, compensation planning and sales quotas)
• Expertise and experience with GTM tools including Salesforce, Clari, Gong, etc.

• Ability to thrive in an ambiguous environment with a high degree of autonomy
• Ability to build productive and positive relationships across the organization at all levels
• Emphasize executional excellence : ability to hold self and team accountable for performance (numerical & non-numerical metrics), monitor progress, and provide regular feedback to drive continuous improvement 
• Foster a collaborative and high-performance culture that drives individual and team success
• Strong commercial acumen and bias for data driven decision making 
• Excellent communication skills, particularly with executive-level partners
• Fluency in English and exceptional communication skills for leading your team