At SmartBear, we deliver the visibility developers need to make each release better than the last. Our award winning product 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 Director of Enterprise Sales reports to the Sr. Vice President of Enterprise Sales and is a member of the company’s sales management team. They are responsible for the strategic direction of SmartBear’s direct Enterprise Sales Team. The Director of Enterprise Sales, through the Enterprise Sales team, will drive the company’s achievement of its booking and revenue goals, including customer retention, customer acquisition, up-selling and cross-selling into SmartBear’s Top 150 customers.
Responsibilities:

• Lead SmartBear’s Enterprise Sales Team in North America, through proven sales methodologies and processes.
• Instill a culture of success and ongoing business development against company goals in SmartBear’s top accounts.
• Develop comprehensive plan and strategy for the Enterprise Sales Team to accelerate enterprise deal growth and cross-sell including deals exceeding $500K.
• Establish and manage the required metrics for the 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 individual competitors 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 Platform Story.
• Monitor customer, market and competitor activity and provide feedback to company leadership and other functions to develop competitive strategies.
• Be a role model for the company culture.
• Report on weekly cadence of sales forecasting, lead generation, reporting and analytics.
• Work with cross functional teams to optimize the sales flow and enable deal delivery.

 Key Requirements:

• 7+ years sales experience, with 5+ years SaaS/software sales experience, and at least 4 years in Sales Management.
• A versatile player-coach, with experience leading Enterprise Sales Reps.
• 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.
• 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 Enterprise team and Partners.
• 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 sales management 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, 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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