VP Sales USA – B2B SaaS Enterprise Sales

3 days ago

London, United Kingdom Saul & Partners Executive Search Full time

Salary: $160k – $210k Uncapped OTE $400k
Location: East Coast, USA

Our client

Fast growing, successful, B2B SaaS provider with a global workforce of 150 people and multi-million YoY growth. The US team is currently a small team working remotely with reporting lines to Europe and plans to significantly grow. Their clients are large, PLC’s / Enterprise organizations.

The role objective

Initially joining as a Player/Manager, the successful candidate will lead and grow a team of Enterprise Sales Reps with the objective of leading successful targets in Enterprise new business sales and retention (1-3 year contracts).

The position offers excellent scope for further progression to a Sales/Commercial Leadership team role dependent on performance, business acumen and results.

Measurable Outcomes

  • Contracted annual recurring revenue (CARR) targets for US region
  • Increased pipeline coverage – opportunity creation and solution validation
  • Increased conversion rate / velocity and AOV of opportunities created to closed won
  • Sales Rep team targets
  • Renewal Targets for US region

Responsibilities:
Team

  • Assess existing sales rep team and motivate for enhanced performance
  • Build and manage a B2B Enterprise SaaS sales team capable of exceeding incremental and renewal targets
  • Manage, coach and develop team to improve
    • Pipeline coverage
    • Conversion rates / Velocity / Average order value
  • Improve sales capabilities on customer engagement specifically
    • MEDDIC quality
    • Value Map quality

Process & Management

  • Ensure that all processes are compliant
    • salesforce.com
    • Pre Sales
    • Activity Plans
    • Lead management
  • Feedback and improve processes supporting sales growth
  • Use of metrics and analytics to drive performance improvements

Account & Territory Planning

  • Develop Regional New Business Territory plans to increase sales and account penetration within regions across US
  • Develop a Partner Plan to increase coverage across US region, driving increased opportunity, CARR, Service Capability and awareness in the market
  • Develop Account Plans for existing customers for increase Net CARR

Key Relationships (US & Europe)

  • Head of Marketing
  • Head of Presales
  • Director of Services

Send CV + Cover Letter to: info@saulpartners.com

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