Director, Commercial Sales

Santa Barbara, CA, United States

About Us:

Headquartered in beautiful Santa Barbara, HG Insights is the global leader in technology intelligence. HG Insights uses advanced data science methodologies to help the world’s largest technology firms and the fastest growing companies accelerate their sales, marketing, and strategy efforts.

We offer a competitive salary, 401K, growth potential, great benefits and a casual yet professional environment. Get your sweat on at one of our fitness classes or go for a run along the beach which is two blocks away. You can find employees riding bikes to lunch in the funk zone or hanging out in one of our collaboration spaces. We are passionate about our jobs with a get-it-done attitude, yet we don’t take ourselves too seriously. While we work very hard, we also enjoy all that the Santa Barbara coast has to offer.

What You’ll Do:

HG Insights is looking for a motivated and process-oriented Director of Sales to join our team as a key leader in sales. This position is responsible for the coaching and leadership of a team of Commercial (sub $50m revenue) Account Executives and is responsible for hiring top sales talent, motivating the sales reps, to meet and exceed their revenue targets.

Reporting to the VP of Global Sales, this role is central to our efforts to scale as a business and thus requires the ability to develop and optimize processes that enforce best practices, speed up onboarding, and maximize performance. The right candidate shouldn’t be afraid of jumping in sales reps’ demos and asserting yourself. We’re looking for a thought leader for sales and a coach for their team who remembers the hustle. HG Insights offers an incredible opportunity for a sales leader to learn and grow--while being part of the leading technology intelligence provider in the industry.

What You'll Be Responsible For:

Responsibility to transition HG to a high velocity/lower ACV Product led Sales model.

Build and manage a team of Commercial Account Executives to meet their quotas.

Work with Demand Gen Marketing leadership to create inbound lead generation engine to fuel teams growth.

Serve as a player-coach when needed, whether that means getting into the weeds of our most complex deals or helping push them across the finish line.

Construct a fun, high-energy environment where reps love coming to work and feel as if they’re being developed towards their fullest potential.

Setting the “tone” for the company culture, fostering a success-oriented, accountability-based culture and ensuring the core values of HG are put into practice.

Train and optimize the sales reps to improve performance and abilities over time by providing coaching and feedback.

Establish standards and performance metrics and ensure full team execution to them

Tracking team KPIs and pipeline generation weekly as well as holding the team accountable to these KPIs.

Focus on client retention as well as expansion

Reporting on sales activity, KPIs, pipeline and revenue targets and forecast to the VP of Sales

Manage daily and weekly activities, pipelines, forecasts and closed deals to ensure above-quota results based on successful pipeline management.

Identify and make recommendations for improvement in the areas of Process, Efficiency and Productivity

Work closely with sales and marketing to continuously improve lead generation and qualification processes.

Work as a stakeholder with Product, Customer Success, Operations and Marketing to provide input into important business decisions

Provide key insights, reporting, and strategic recommendations to the Sales Leadership team and help define the Commercial GTM strategy.

What You’ll Need:

5+ years' experience in a sales leadership role, specifically motivating and managing Sales teams

5+ years' experience with B2B software sales and demos

A self-starter mentality and ability to thrive in a fast-paced, high-growth startup environment

Proven coach with a track record of onboarding and developing talent

Understand the need to prioritize customer experience over making the sale, lead by example yourself, and direct adherence to sales policies and practices.

Proven track record in leading complex sales engagements that drive growth goals

Ability to take charge, lead complex cross functional efforts, navigate ambiguity, and overcome obstacles to deliver results and exceed targets

Excellent written and verbal communication skills, including high caliber presentation skills

Excellent spoken and written English

Experience in sales, marketing, or customer service for a technical product is highly preferred.

Solid foundation of CRM administration, setting up reporting, and producing forecasts (Salesforce preferred)

Experience in sales operations and/or marketing automation software preferred

Passionate about processes, scalability, and optimization

Ability to prioritize and scale revenue-driving efforts

Integrity, a sense of humor, and excellent interpersonal skills

Bachelors degree preferred

Ability to travel to Santa Barbara Office Headquarters as required

HG Insights Company is an Equal Opportunity Employer

Please note that HG Insights does not accept unsolicited resumes from recruiters or employment agencies. In the event of a recruiter or agency submitting a resume or candidate without a signed agreement being in place, we explicitly reserve the right to pursue and hire such candidates without any financial obligation to the recruiter or agency. Any unsolicited resumes, including those submitted directly to hiring managers, are deemed to be the property of HG Insights

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