Responsibilities
- Lead a team of 4-6 Account Executives.
- Drive attainment of individual and team ARR goals.
- Work in close collaboration with AEs to source and drive deals to closure.
- Facilitate strategic deal reviews and account planning.
- Track prospecting and follow-up activity, driving the quantity and quality of AE outreach.
- Develop and execute rep-specific coaching and development plans.
- Review, evaluate, and coach based on in-meeting participation and reviewing call recordings.
- Manage team forecast accuracy, including enforcing data hygiene.
- Partner with Marketing, Enablement, and Partner Success to optimize full-funnel performance.
- Recruit, onboard, and ramp new AEs.
Requirements
- 8+ years SaaS software experience with 3+ years in SaaS sales management.
- People management: recruiting and performance management.
- Full cycle sales: exceptional background in driving rep prospecting, deal development, negotiation, and relationship building.
- Installed base sales: how to sell to existing accounts.
- Field-based orientation; be out there with the reps.
Nice to Have
- Startup experience, with the proven ability to “find a way” and get things done without being overly reliant on process and structure around you.
- Strong knowledge of roles and responsibilities in fundraising and development, especially at educational institutions, with prior fundraising experience ideal.
- Experience with non-profit fundraising, crowdfunding, peer-to-peer fundraising, or other fundraising activities.
- Volunteer experience helping a school raise money or engage its alumni (e.g., as a “class agent”, “class chair/ambassador”, or “reunion committee member”).
Work Arrangement
Hybrid
Team
Team size: 4. Structure: Reports to leadership; manages a team of 4-6 Strategic Account Executives.
Additional Information
- Position requires 30-35% travel.
