Regional Sales Manager

San Mateo, CA, United States

**Regional Sales Manager**

at Tipalti San Mateo, California, United States Joining Tipalti means you're stepping onto a fintech unicorn rocketship pointed towards greatness. We're the financial operations experts powering high-velocity companies and eliminating the pain in payments. Tipalti eliminates up to 80% of the payables workload for finance and accounting departments. Our AI-driven technology does the work no one wants to do, and we do it better than anyone.

**Responsibilities**

* Accurately Forecasts & Meets or Exceeds Sales Quota

* Manages Territory Plans, Drives Pipeline Activities, Account & Opportunity Reviews, & Ensures Team Keeps SFDC Up-to-Date

* Owns hiring and all staffing demands of the team needed to build out and develop a world class sales organization.

* Coaches on the following: Positions, Scopes, Architects & Contracts SaaS Solutions for a unique business segment that we serve

* Models & Coaches to Critical Sales Skills & Behaviors, Including Value-Based Selling

* Follows a Consistent Management Operating Rhythm

* Understands System Landscapes, Common Challenges & Pains of F&A Groups we sell into

* Works Cross-functionally to align needed resources and supportive roles to assist in Pipeline Building and team development

* Uses Interaction with Reps (e.g., Opportunity Reviews) as Development Opportunities

* Leads & Maintains Team Focus in a Highly Dynamic Environment

* Observes and ensures team follows the Rules of Engagement

* Adheres to the Highest Standards of Integrity & Leadership

* Embodies Executive Credibility & Presence

* Meet monthly/quarterly/annual new business sales objectives

* Demonstrate thorough knowledge of Tipaltis product line and value proposition

* Demonstrate clear understanding of Tipaltis sales process and product value propositions Partner with ?eld sales and marketing to implement sales and pipeline building strategies

* Partner with key department heads to ensure mutually successful sales outcomes for our customers

* Manage & coach to all applicable sales tools

* Have a passion for developing EBG sales reps into elite sales people: Directly manage 5-8 EBG sales reps

* Provide accurate forecasts to the sales organization and executive management team.

**Requirements**

* Consistent track record for running a metric-driven business with proven results.

* Proven ability to hire, train, promote, and retain top sales talent.

* 2+ years of technology sales leadership experience or equivalent management experience.

* Excellent leader and coach.

* Highly motivated professional with excellent interpersonal, communication, and creativity skills.

* High level of energy, drive, enthusiasm, initiative, commitment and professionalism.

* Self-starter with solid organizational and planning skills.

* Working knowledge of SFDC required.

* Ability to travel where the role permits for client meetings, tradeshows, etc.

* Bachelor's Degree required.

**Competencies (Attributes Needed To Be Successful In This Role)**

* **Target Fixation:** Able to keep the team focused and moving forward with a sense of urgency, taking challenges as opportunities

* **Sales Intuition:** Able to dispense tactical sales advice and add value during customer meetings. Able to share their practical knowledge gained from the experiences of participating in sales cycles and managing salespeople

* **Strategic leadership:** able to devise the sales strategy by plotting the best course of action to maximize revenue using the most cost-effective sales model.

* **Process orientation:** Closely guide the team members through the Tipalti sales process

* **Hiring Ability:** The ability to hire quality talent will determine the success or failure of the sales organization.

* **Coaching adaptability.** Able to adapt their style to suit each individual to effectively coach their team members. In addition, embody and coach the daily behavior of their sales teams.

* **Holding the team accountable.** Hold their team to a high level of accountability, based upon establishing an environment where team members continually seek to prove themselves, thereby driving higher overall performance and eliminating complacency.

* High level of energy, drive, enthusiasm, initiative, commitment and professionalism

* Self-starter with solid organizational and planning skills.

* #LI-YY

Companies like Twitch, Twitter, GoDaddy, and Roblox entrust Tipalti to scale their business rapidly and dramatically reduce finance friction. Headquartered in San Mateo, California, we're a well-funded startup with a multi-billion dollar valuation.

But beyond the technology and impressive growth, Tipalti is fueled by a commitment to our customers. We work hard for our 98% customer retention rate built on trust and reliability. Tipalti means "We handled it," a mission our customers know we deliver consistently.

Around personal growth and wellness, Tipalti o?ers competitive benefits, a flexible workplace, career coaching, and an environment where you can thrive and be an impact player! Our culture ensures everyone checks their egos at the door and stands ready to reach success together. We also dedicate ourselves to diversity and equal opportunity for all.

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As set forth in Tipaltis Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

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