Regional Vice President of Sales

Summary/Objective

As a Regional Vice President, Enterprise Sales you are an outstanding communicator and leader, passionate about developing a high-performing sales team, maintaining and growing executive relationships, and supporting the existing sales team in developing high quality and fast-moving pipeline. In this leadership position you will develop and motivate a high-performing team of 6-8 reps that will execute 7-figure deals with the biggest banks in the world and drive revenue for Smarsh. Upon joining you will inherit a team of productive sellers. With strong performance, there will be a path to second line leadership responsibilities.

This position requires a strong understanding of how to navigate a growing organization. You must have the agility to respond to the needs of the business and changes in the market and evaluating the merit of new tactics and approaches to hunt for new business while maintaining and strengthening relationships with current clients.

Essential Functions

• Create and manage a first-class sales organization of 6-8 reps geographically distributed in the US that can drive business growth.
• Identify opportunities to drive top line/revenue growth of the business by leveraging existing products and integrating customer feedback/information into new product development and product marketing efforts. Drive better capitalization of cross-sell opportunities, both within the region as well as across the globe in close collaboration with other Sales Leaders.
• Stay well-connected with customers and the market to ensure that broad market needs are being incorporated into the product development and enhancement cycle.
• Create, manage and report on the annual financial plan including revenues, expenses and variances for your vertical.
• Collaborate and share accountabilities with colleagues across Smarsh and communicate frequently to ensure the needs of our customers and related issues are understood and addressed to achieve the sales revenue targets.
• Develop and align sales organizations talent to meet commercial strategy and targets. Enhance sales staff effectiveness through focused, intensive and measurable staff development, training programs, coaching/mentoring and education. Incorporate succession planning and bench-building into overall staff development strategy.
• Territory design to ensure balanced bookings productivity from sellers as well as consistent face to face coverage of accounts and weekly demand/pipeline generation for future quarters.
• Define monthly operational metrics and review financial and activity reports to determine progress and status in attaining objectives and revise objectives and plans in accordance with current conditions.
• Travel frequently to work with staff and see key customers.
• Drive accountability across the team through clear expectations and inspection on a weekly basis.
• Promote Smarsh as a leader in the industry to customers and potential partners by presenting a visible leadership role. Actively participate in industry conferences and events, engage with influencers and thought leaders, and act as a brand ambassador.
• Other duties as assigned.

Travel

Travel is required for this role and will be as needed by to complete the requirements of the role.

Education and Experience

• Bachelor’s Degree in BA; Master’s Degree/MBA preferred.
• 5-15+ years diversified leadership experiences.
• Proven track record building and transforming high performing teams, leading successful teams, and solid understanding of global SaaS and regulated industries.
• Proven experience in managing large complex sales teams and ability to effectively work in a large organization. Meeting and exceeding challenging commercial targets in customer centric organizations.
• Ability to lead cross-functional calls with deal review and deal strategy discussions that create urgency and drive deals forward to ensure forecast accuracy.
• Experience navigating complex close plans and reverse timelines when selling large complex enterprise deals, especially with large financial institutions and banks.
• Understands how to collect and leverage customer, market and competitive intelligence.
• Experience managing in a matrix environment a must.
• Well-balanced strategic and operational mindset.
• Ability to make difficult decisions and set priorities based on imperfect information.
• Ideal candidate has experience with a sales methodology such as MEDDIC and experience developing strong Champion sand Economic Buyer relationships.
• Familiarity with tools such as Salesforce, PowerBI, Outreach, Gong are all a "plus".