Area Director, Sales

Position: Area Director - Sales

Location: West Coast

Why this role is exciting:

We are looking for an intelligent, coachable, hard-working, and driven professional to lead a team of Account Executives to sell AuditBoard products. We have one segment selling into mid-market and pre-IPO customers ( <$2.5b in annual revenues) and another segment selling into publicly traded and private organizations (>$2.5b in annual revenue). The Area Director will lead, coach and develop a team of 5-6 sales professionals to proactively generate new opportunities into target accounts, close business to achieve quarterly and annual revenue goals, and will report to the Vice President of Commercial Sales.

Key Responsibilities

• Drive portfolio business of high velocity new "lands" as well as the expansion of strategic accounts
• Recruit top talent at scale who possess high intelligence, strong character and coach-ability.
• Lead AEs in achieving individual, team, and organizational quotas
• Drive strategic deals and accounts to six-figure and seven-figure deal victories
• Drive and monitor account planning and execution to deliver maximum revenue potential
• Provide strategic executive leadership for sales forecasting, territory assignments, sales mentorship, and commission planning
• Coach sales teams by helping structure sales opportunities and deals; further assist with selling activities as appropriate; Ensure the sales team is working cohesively with operations, sales engineering, and other internal/external teams
• Build out a predictable business focused on the end-to-end sales process.
• Lead pricing and contract negotiations.
• Listen and comprehend customer pain points and goals and objectives to tailor AuditBoard's products and services.
• Present a compelling solution of the AuditBoard suite of products to clients using the information found in the discovery phase
• Engage with C-level prospects to position AuditBoard's strategic value proposition and drive the deal to closure
• Leverage a values-based sales process to work with multiple client personas to close new business
• Use a MEDDIC-based sales qualification methodology to manages sales resources and to report sales forecasts
• Stay ahead of industry trends, competitive activity, and client opportunities
• Attend trade shows, industry events, client meetings, and conferences – up to 30% travel
• Engage and build relationships with AuditBoard Partners and Alliances to help drive new pipeline growth and close new business
• Evangelize the organizational need for a strong audit, risk, and control environment to drive new pipeline and win new business.
• Willingness to embrace the core company values of Customer Obsession, Constant Innovation, Personal Improvement, Gritty Resilience and Win-Together

Attributes for a successful candidate

• 7+ years of related experience including 3+ direct full sales cycle experience selling enterprise B2B software, preferably SaaS GRC, finance, ERP, CRM, procurement, or adjacent sectors with 2+ years of people management experience
• Experience leading sales in an early stage, high-growth enterprise B2B SaaS environment preferred
• Proven line-of-business selling experience and able to engage at a C-Suite level within enterprise accounts
• Ability to build and lead a sales organization, including quota-carrying and forecasting experience
• Excellent cross-organization partnership and interpersonal skills
• Experience devising sales strategy and contributing to enablement programs
• A clear understanding of value-based selling with multiple examples of success
• Strong EQ skills, able to build strong relationships internally and externally while inspiring and driving a team to deliver exceptional results.