RVP Sales, Northeast

The RVP Sales, Northeast at BigID will primarily lead a team of senior enterprise sales executives to achieve and exceed revenue targets. This includes setting strategic direction, quota assignments, and sales forecasting while ensuring that the sales team's initiatives align with the company's growth objectives. Additionally, the role involves building regional sales projects, optimizing sales processes in Salesforce, and performing regular reporting on performance metrics.

To qualify for the RVP Sales position at BigID, you should have at least 10 years of first-line sales management experience, particularly in enterprise software sales within the B2B Cyber Security or SaaS sectors. A demonstrated ability to close significant licensing deals and prior success in fast-paced startup environments are also key qualifications. Excellent communication, leadership, and strategic thinking skills are essential for this role.

At BigID, the work culture for the RVP Sales, Northeast, is centered around innovation, collaboration, and a strong emphasis on diversity and inclusion. The company values transparency and aims to create an environment where every voice is heard. With a focus on building a high-performing team, you'll find a supportive atmosphere that encourages professional growth and development. Our culture of care, integrity, and trying new approaches makes BigID a rewarding place to work.

BigID is committed to the professional development of its employees, including those in the RVP Sales role. The company provides numerous learning opportunities, mentoring, and resources aimed at skill enhancement. Regular training sessions, access to industry conferences, and a culture that encourages innovation ensure that you and your team can continuously improve and grow in a rapidly changing field.

The RVP Sales, Northeast position at BigID entails a travel commitment of up to 50% of the time. This travel is essential for building relationships with clients, attending industry conferences, and supporting the sales team across the region, ensuring effective execution of sales initiatives and collaboration with key stakeholders.

When discussing your leadership style, focus on how you inspire and motivate your team by setting clear goals, providing regular feedback, and fostering a collaborative environment. Highlight specific examples of how you've developed and retained top sales talent, emphasizing your ability to adjust your approach based on team needs and dynamics.

Share strategies you’ve implemented to exceed sales targets, such as leveraging data for better forecasting, using Salesforce for lead generation, or establishing effective performance metrics. Giving concrete examples of your success and the results achieved will showcase your effectiveness in driving sales growth.

Discuss your systematic approach to territory planning. Explain how you analyze market opportunities, assign account coverage based on team strengths, and ensure that resources are deployed efficiently. Highlight your use of data analytics to inform your decisions and improve coverage strategies.

Select a specific challenge related to sales—perhaps a difficult negotiation or loss of a key account. Walk the interviewer through your thought process, the actions you took, and the outcome, emphasizing your resilience and ability to turn challenges into learning opportunities.

Explain how collaboration with other departments such as marketing, customer success, and product is crucial for sales success. Illustrate how you facilitate inter-departmental collaboration to drive lead generation, improve customer experience, and ultimately influence sales outcomes.

Mention how you use various resources such as industry reports, networking, and social media platforms like LinkedIn to stay up-to-date with trends and competitors. Stress the importance of being informed to adapt strategies proactively and guide your team effectively.

Discuss key performance indicators (KPIs) you prioritize, such as quota attainment, deal size, win rate, and customer acquisition costs. Highlight how analyzing these metrics helps you make informed decisions and drive the team toward achieving their goals.

Describe your approach to addressing conflicts or performance issues in a constructive manner. Discuss the importance of communication, identifying root causes, and working collaboratively to find solutions that benefit the team and the organization.

Share a detailed example of a sales campaign you spearheaded, including the strategy, execution, and results. Focus on the innovative tactics used and any collaborations with other stakeholders that contributed to the campaign's success.

Reflect on your passion for sales and the cybersecurity sector. Talk about the challenges and opportunities that inspire you, and how helping clients manage their data risks and security aligns with your professional goals and values.