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Director of Commercial Sales
1 month ago
About the Company - Trackforce is the world's largest Physical Security Workforce Management software company. Our technology provides physical security companies and corporations that employ guards, with a single platform to manage their security workforce. We serve 3,000+ clients, in over 45 countries, with a platform that supports more than 50 languages. We have over 350 employees with offices in Montreal, San Diego, Paris, and London.
About the Role - As a Director of Sales, you'll utilize your experience and business savvy to manage a team of eight to ten Commercial Account Executives to capture new clients, upsell and cross sell current clients, boost revenue, and broaden our market reach. This role is perfect for a dynamic individual who thrives in fast-paced settings, is dedicated to delivering innovative solutions to clients, does not accept failure in anything they do, and likes to be an on-the-field coach
Responsibilities
- Build a strong team and manage the team through a detailed process that ensures success.
- Coach the team on landing new accounts and expanding an existing client base for the commercial market by supporting the sales team in the direct sales process. i.e. Help the team negotiate and close
- Collaborate with marketing to leverage campaigns and resources that target commercial prospects.
- Proactively coach the team to self-generate leads through various channels (cold calling, emailing, inbound, outbound).
- Support the sales team by building strong relationships with customers.
- Join sellers on active sales conversations and negotiation calls.
- Serve as a trusted advisor for SMB and Mid-Market clients and the sales team.
- Provide accurate forecasting and pipeline management using CRM tools (e.g., Salesforce).
- Work cross-functionally with your counterparts elsewhere in the organization. Trackforce is a team sport.
Qualifications
- Required: 5-years or more experience managing sales teams selling into Small Business or Mid-Market accounts.
- Required: Familiar with various Sales methodologies – MEDDPICC, Challenger, Command of the Message, J Barrows.
- Required: Ability to thrive in high-volume sales environments, with a focus on quick turnaround and deal velocity.
- Required: Proven track record of meeting or exceeding sales targets in a fast-paced commercial segment.
- Required: Be able to demonstrate a “Followership” and help drive the recruiting efforts as we build out the team.
- Required: Experience working with CRM systems like Salesforce to manage sales pipeline.
- Required: Experience with Sales Engagement platforms – Outreach, Salesloft, Gong Engage.
- Required: Extremely skills in Excel, PowerPoint. Ability to structure compelling customer proposals.
- Required: Solid business acumen and business knowledge required to research customers and potential accounts.
- Required: Experience building relationships with senior executives (C-level, VP, Director) and influencing business decisions. Must be able to support the sales team in this process.
- Required: Excellent negotiation skills and experience with pricing large contracts and multi-year agreements.
- Required: Able to demonstrate customer side success through past customer references that will be checked.
- Required: Able and willing to travel up to 20%.
- Required: Read/Write English and French.
- Plus: Business proficient in German and/or Spanish.
- Plus: Experience with selling software to Services Industries (Physical Security, Hospitality, Local Government, Higher Education, Retail, Healthcare, Local Law Enforcement).
Pay range and compensation package - $300k OTE (50/50 base/bonus split)
