Director, Enterprise Sales

Description

Sprout Social is looking to hire a Director of Enterprise Sales for the Sales & Success team.

Were seeking a strategic and collaborative sales leader to lead and scale a high-performing team of Strategic Enterprise Account Executives. This team is responsible for driving new business growth by partnering with many of the worlds largest organizations including Fortune 500 companies.

Why join Sprouts Sales & Success team

Joining the Sales and Success team is an opportunity to accelerate your career. Were a winning team selling and supporting the leading social media management platform for businesses. Not only do you get to work alongside some of the sharpest minds in the industry you also get to work with some of the biggest brands in the world including General Mills Make-a-wish Foundation Honda and Edelman. And the real kicker You get to design your own career and follow the path thats best for you. Wherever you want to go were committed to helping you get there.

What youll do

• Meet (and exceed) revenue operational and strategic goals as well as foster the professional growth development and success of your team members
• Spend time coaching counseling and mentoring Strategic Account Executives in all aspects of sales and effectiveness
• Identify new market opportunities and provide feedback to product and leadership teams on customer needs and competitive intelligence
• Build strong relationships with C-level stakeholders at Fortune 1000 and global enterprise accounts
• Collaborate cross-functionally with Marketing Product Customer Success and Sales Enablement teams to support enterprise pipeline development and deal execution
• Own forecasting pipeline management and reporting for the enterprise segment
• Ensure effective use of CRM and sales enablement tools to optimize productivity and visibility

What youll bring

Were looking for a leader with a strong background in Enterprise sales with a deep understanding of B2B SaaS sales solutions. This candidate must be consultative highly motivated data-driven and willing to work in a fast-paced dynamic and growing environment.

The minimum qualifications for this role include:

• 6 years of enterprise sales leadership experience within B2B SaaS sales
• Proven track record of consistently exceeding sales targets and leading teams to high performance in complex consultative selling environments
• A deep understanding of the SaaS business model enterprise buying cycles and stakeholder management
• Demonstrated passion for hiring developing & coaching top sales talent
• A consistent track record of positive qualitative feedback related to fostering collaboration mentorship & impact outside of your direct role & territory

Preferred qualifications for this role include:

• Exceptional leadership communication and interpersonal skills
• Experience with CRM tools (e.g. Salesforce) sales methodologies (e.g. Sandler Challenger) and enterprise sales processes

How youll grow

Within 1 month youll plant your roots including:

• Complete Sprout Socials new hire training & onboarding program alongside other new Sprout team members. Youll gain a broader understanding of our products and how your role fits into the organization
• Partner with your AVP to define key success metrics for your role and how you will measure against them
• Meet your team in 1:1s to understand each person as an individual whats working and whats not and gather learnings to implement in your role
• Dive right into our platform to learn about what makes our platform unique and why customers love our solutions
• Learn Sprouts go-to-market messaging and key differentiators develop and personalize segment-specific value propositions
• Learn the relevant customer stories and case studies to justify your value propositions with real ROI examples from the field

Within 3 months youll start hitting your stride by:

• Meet with leaders throughout the Sales Sales Development Sales Engineering & Customer Success organization that share responsibility for obtaining similar targets and identify areas of opportunity
• Meet with the recruitment team to consistently recruit and attract top strategic Account Executives to further build your team and get ahead of talent needs
• Establish a strong understanding of sales enablement create/analyze team reports and identify coaching opportunities
• Begin coaching and mentoring your team with call listening through Gong call shadowing and role plays to help them improve both professionally and personally
• Assist in negotiations and deal strategy
• Create an early concept of a future plan for your team and begin prioritization for future quarters

Within 6 months youll be making a clear impact through:

• Measure initial process improvements and make adjustments where appropriate
• Have built strong cross-departmental relationships with Marketing Sales Operations and Product teams
• Step up as a leader to share best practices across the Sales & Customer Success organization and help others grow from your experiences
• Meet agreed-upon goals and targets relating to revenue targets and team productivity.
• Continue to develop your team both personally and professionally
• Become a Sprout Social and social media expert to confidently speak to ever-changing trends new product features and platform enhancements to help our customers realize their full potential and accomplish their goals

Within 12 months youll make this role your own by:

• Consistently meet and exceed monthly pipeline and revenue targets
• Obtain (solicited and unsolicited) and act upon peer customer and leadership feedback
• Be recognized as a subject matter expert and leader at Sprout
• Establish and begin executing against the long-term plan for your team
• Promote members on your team and create a bench of new talent

Of course what is outlined above is the ideal timeline but things may shift based on business needs and other projects and tasks could be added at the discretion of your manager.

Our Benefits Program

Were proud to regularly be recognized for our team product and culture. Our benefits program includes:

• Insurance and benefit options that are built for both individuals and families
• Progressive policies to support work/life balance like our flexible paid time off and parental leave program
• High-quality and well-maintained equipmentyour computer will never prevent you from doing your best
• Wellness initiatives to ensure both health and mental well-being of our team
• Ongoing education and development opportunities via our program and employee-led diversity equity and inclusion initiatives.
• Growing corporate social responsibility program that is driven by the involvement and passion of our team members
• Beautiful convenient and state-of-the-art offices in Chicagos Loop and downtown Seattle for those who prefer an office setting

Whenever possible Sprout wants to provide our team with the flexibility to work in the location that makes the most sense for them. Sprout maintains a remote workforce in many places in the United States. However we are not set up in all states so please look at the drop-down box in our application to see whether your state is listed. Few roles require an office setting. If your position requires a physical presence in a Sprout office it will be evident in the job listing and your offer letter.

In the United States we have two geographic pay zones. This roles On Target Earnings (OTE) for new hires in each zone are:

• Zone 1 (New York California Washington): $281600 (min) $352000 (mid) $387200 (max) USD annually
• Zone 2 (All other US states): $256000 (min) $320000 (mid) $352000 (max) USD annually

OTE is governed by an incentive plan. It is the sum of a fixed base salary plus incentives at target performance. Incentive compensation will vary based on performance. The minimum amount earned is the fixed base salary. The incentive plan is uncapped.

The listed ranges represent the expected earning potential in this position. Starting salaries for well-qualified new hires are typically around the midpoint of the range. These ranges were determined by a market-based compensation approach; we used data from trusted third-party compensation sources to set equitable consistent and competitive ranges. We also evaluate compensation bi-annually identify any changes in the market and make adjustments to our ranges and existing employee compensation as needed.

OTE is only one element of an employees total compensation at Sprout. Every Sprout team member has an opportunity to receive restricted stock units (RSUs) under Sprouts equity plan. Employees (and their dependents) are covered by medical dental vision basic life accidental death and dismemberment insurance and Modern Health (a wellness benefit). Employees are able to enroll in Sprouts companys 401k plan in which Sprout will match 50% of your contributions up to 6% with a maximum contribution. Sprout offers Flexible Paid Time Off and ten paid holidays. We have outlined the various components to an employees full compensation package here to help you to understand our total rewards package.

Sprout Social is proud to be an Equal Opportunity Employer. We do not discriminate based on identity- race color religion national origin or ancestry sex (including sexual identity) age physical or mental disability pregnancy veteran or military status unfavorable discharge from military service genetic information sexual orientation marital status order of protection status citizenship status arrest record or expunged or sealed convictions or any other legally recognized protected basis under federal state or local law. Because Sprout Social is a federal contractor we affirmatively recruit individuals with a disability and protected veterans. Learn more about our commitment to diversity equity and inclusion in our latest DEI Report.

If you require a reasonable accommodation for any part of the interview process or to submit your application please email us at Include the nature of your request and your preferred contact information. Well do everything we can to support your success during our recruitment process while upholding your privacy. Please note that only inquiries regarding accommodations will receive a response from this email address; other inquiries will not be addressed (e.g. you send your resume but are not requesting an accommodation).

For more information about our commitment to equal employment opportunity please click here (1) Equal Opportunity Employment Poster and (2) Sprout Socials Affirmative Action Statement.

When you apply for employment with Sprout Social we will process your job applicant data including your employment and education history transcript writing samples and references as necessary to consider your job application for open positions. Your personal data will be shared with Greenhouse Software Inc. and Crosschq Inc. cloud services providers located in the United States of America and engaged by Sprout Social to help manage its recruitment and hiring process on Controllers behalf. Accordingly if you are located outside of the United States by clicking Submit Application on this site you consent to the transfer of your personal data to the United States. For more information about our privacy practices please visit our . California residents have additional rights and should review the Additional Disclosures for California Residents section in our Privacy Policy.

Additionally Sprout Social participates in the E-Verify program in certain locations as required by law.

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