At Company, we are disrupting the procurement marketplace with supply chain analytics that drive value and save money.
Our industry-leading software enables highly accurate and actionable insights that deliver ROI, cost savings, and best practices on indirect spend across the enterprise.
Whether it is Spend Analytics, AI-powered data enrichment, strategic sourcing, or more control over the actual procurement process itself, Company has the X factor to make procurement operations smarter and more cost-effective.
Bring your deep knowledge of the Procurement domain to Company as our head of Sales!
You will be a hands-on, dedicated, analytical leader who will oversee all activities related to the sales function for our software business.
Critical to your success will the creating of a sales culture that focuses on strong client relationships, consultative selling principles, goal achievement, and customer satisfaction.
Through effective strategy-setting, you will use both inside and outside resources to deliver on our go-to-market strategy.
Sales planning, pipeline management, reports and analytics, and demand generation will all be in your wheelhouse!
At Company, we value individuals who are doers and are self-motivated and these will be critical skill sets for the role.
Important Things You Will Do:
Function as the sales leader in the organization and work closely with the executive and leadership teams to deliver on sales initiatives.
Identify sales opportunities and lead the sales team to meet goals.
Prospect named accounts, build pipeline, and close business to exceed annual sales targets.
Work with the Marketing team to design collateral that enhances our value proposition to the market.
Be a business value and consultative seller who can use challenger sales techniques while effectively managing the full sales lifecycle.
Collaborate closely with solution engineering, partners, and other internal teams to align on client business case objectives, sales commitments, and investments.
Our Ideal Candidate (with a combination of education and work experience):
To be successful, you must have experience in the Procurement and supply chain software space.
Candidates without this experience will not be considered.
You must have a network of contacts in this industry and be able to navigate the procurement landscape with industry knowledge and expertise.
Accomplished track record with software sales (10+ years).
Candidates with Source-to-Pay, Spend Management, or Accounts Payable domain experience will be considered higher priority.
Understanding of P&L, budgeting, forecasting, and familiarity with sales goals that are tied to revenue, sales growth, profit, cost of sales, and new market penetration.
Experience in executing / understanding cost analysis, sales projections, sales structures, and licensing agreements.
Strong presence with C-suite executives
– CEO, CPO, CFO, CIO, CTO, etc.
A “hunter” mindset (which is based on growth of the business) that is paired with a desire to learn continuously and pass along best practices to colleagues and customers.
Self-starter who needs little to no direction to make things happen.
Experience in a software start-up environment is preferred.
Excellent leadership, communication, interpersonal, and customer service skills.
Our ideal candidate knows how to balance the need to drive sales with the need to be an inspiring human leader.
Demonstrated empathy with customers, clients, and internal business partners.
Day-to-Day Will Include:
Demonstrate target-market knowledge and competitive insight.
Emerge as a thought leader and Company brand advocate.
Engage with C-level and senior stakeholders to position Company’s value proposition.
Utilize a solution approach to selling that creates long-term customer credibility and trust.
Leverage Company AI and value proposition to develop and deliver highly differentiated proposals.
Prioritize opportunities, apply appropriate resources and use Company sales best practices.
Use Salesforce.com for lead management and accurate sales forecasting.
Conduct market research, competitive analysis, positioning, and generate leads.
Manage to measurable business targets including revenue, ROI, sales targets.