Vice President, Enterprise Sales

SmartBear 

At SmartBear, we deliver the visibility developers need to make each release better than the last. Our award winning products are trusted by over 16 million developers at 32,000+ organizations – including world-renowned innovators like Adobe, JetBlue, FedEx, and Microsoft. 

Scope of Position 

The Vice President of Enterprise Sales reports to the Chief Revenue Officer and is a member of the company’s sales management team. They are responsible for the strategic direction and revenue results of SmartBear’s direct Enterprise Sales Team.  The VP of Enterprise Sales will drive the company’s achievement of its booking and revenue goals for our enterprise customers, including customer retention, customer acquisition, up-selling and cross-selling. 

Responsibilities:

• Lead SmartBear’s Enterprise Sales Team and assist with recruiting, mentoring/coaching and leading a high performance team.
• Instill a culture of success and ongoing business development against company goals in SmartBear’s strategic accounts. 
• Develop plans and strategies for evangelizing and developing business to achieve the company’s aggressive revenue and profit objectives to accelerate enterprise deal growth and cross-sell.
• Establish and manage the required metrics for Enterprise sales funnel management.  Provide detailed and accurate sales forecasting.
• Define and coordinate sales training programs and processes specific for the Enterprise Sales Team that enable staff to achieve their potential, ensuring outstanding consultative selling abilities and excellent interpersonal skills with executive level customers and partners.
• Work closely and cooperatively with the Marketing function to define and refine the value proposition for SmartBear’s top accounts, including SmartBear’s Hub Story.
• Monitor customer, market, and competitor activity and provide feedback to company leadership team and other functions to box out competition.
• Be a role model for the company culture.
• Work closely with Indirect leadership team to maximize key partnerships that align with company strategic initiatives.
• Report on weekly cadence of sales forecasting, lead generation, reporting and analytics

  Key Requirements:

• 10+ years sales leadership experience in SaaS/Enterprise software and at least 5 years in a senior management role. Experiences in Multi-Nationals as well as start-ups a plus.
• A versatile player-coach, with experience leading Enterprise Sales Reps and cross functional teams.
• Track record of working with key partners to drive pipeline and revenue growth through Indirect channels.
• Experienced in large enterprise sales cycles of three to six months and an average deal size of greater than $500K. 
• Ability to establish Executive contacts and relationships with potential customers and channel partners.  Demonstrates having key relationships in enterprise accounts presently.
• Commitment to exceed customer expectations and contribute to a high level of customer satisfaction.
• Ability to plan and manage at both the strategic and operational levels for the Enterprise team.
• Excellent interpersonal, verbal and written communications skills.
• Demonstrated ability to multi-task and work in a dynamic, fast-paced setting.
• Proven ability to work well under pressure and handle stress personally and professionally.
• Experience and proven ability to collaborate as a member of the executive management team, and as the leader of a direct sales and business development team.
• Within commuting distance to our headquarters in Somerville, MA.

Why you should join the SmartBear crew:

• You can grow your career at every level.
• We invest in your success as well as the spaces where our teams come together to work, collaborate, and have fun.
• We love celebrating our SmartBears; we even encourage our crew to take their birthdays off .
• We are guided by a People and Culture organization - an important distinction for us. We think about our team holistically – the whole person. 
• We celebrate our differences in experiences, viewpoints, and identities because we know it leads to better outcomes. 

Did you know:

• Our main goal at SmartBear is to make our technology-driven world a better place. 
• SmartBear is committed to ethical corporate practices and social responsibility, promoting good in all the communities we serve. 
• SmartBear is headquartered in Somerville, MA with offices across the world including Galway, Ireland, Melbourne, Australia, Bath, UK, Wroclow, Poland and Bangalore, India. 
• We’ve won major industry (product and company) awards including B2B Innovators Award, Content Marketing Association, IntellyX Digital Innovator and BuiltIn Best Places to Work

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