Director, Mid-Market Sales - West Region

The Director of Mid-Market Sales at Iterable is responsible for providing leadership to a team of Mid-Market Account Executives. This includes overseeing daily activities, conducting deal inspections, and ensuring that each executive meets and excels against their quotas. The role is also pivotal for developing team members through effective recruiting and training strategies, fostering a high-performance culture while constantly innovating processes to optimize the sales cycle.

To be considered for the Director of Mid-Market Sales role at Iterable, candidates should have a B.A./B.S. in Business Administration, Finance, Marketing, or a related field. Additionally, a minimum of 2 years of sales management experience within a high-tech startup and at least 5 years of quota-carrying B2B enterprise software sales experience is required. Previous experience with enterprise email marketing or marketing automation solutions is a plus, along with proficiency in Salesforce.com or similar CRM platforms.

Iterable is known for its inclusive, innovative, and collaborative work culture. As the Director of Mid-Market Sales, you will be part of a team that values ideas and empowers individuals to excel. The company's core values of Trust, Growth Mindset, Balance, and Humility guide everyday interactions, making it a great place to drive growth and customer engagement.

Iterable places high importance on professional development for all its employees, including the Director of Mid-Market Sales. The position comes with a monthly professional development allowance, encouraging continuous learning and skills enhancement, alongside various wellness programs to support a healthy work-life balance.

The compensation for the Director of Mid-Market Sales at Iterable varies based on experience and performance, with an annual cash compensation range between $345,000 and $430,000, which includes a base salary and target variable pay based on achieving specific sales goals. Additional benefits include equity options, comprehensive health coverage, and various perks such as paid parental leave and flexible PTO.

When addressing your leadership style, it’s important to emphasize collaboration and empowerment. Discuss how you prioritize team development and engagement, using specific examples of how you've inspired your team to achieve exceptional results while maintaining a positive work environment.

In your response, highlight the importance of setting clear expectations and regular check-ins. Talk about implementing performance metrics, coaching team members through challenges, and celebrating their successes as a way to keep motivation high and ensure quotas are met.

Frame your answer around specific actions taken to streamline processes or integrate technology. Discuss any innovative techniques that reduced sales cycle times and how you gathered feedback from your team to refine these strategies continuously.

Discuss your approach to building strong interdepartmental relationships. Mention activities or systems you've put in place to facilitate communication and collaboration among sales, marketing, and customer success teams, ensuring everyone is aligned towards shared objectives.

Highlight your relevant experience in SaaS and B2B sales, focusing on your role in driving growth and boundaries you pushed. Share successes, sales techniques that worked, and your understanding of the market to demonstrate you're well-versed in the dynamics of these industries.

When discussing this, emphasize a supportive approach. Talk about identifying root causes for underperformance, creating tailored development plans, and utilizing performance reviews to ensure team members are receiving the guidance they need to improve.

Prepare to share a specific achievement where your leadership directly impacted sales outcomes. Detail the strategies you employed and how you motivated your team to achieve and surpass expectations, illustrating the direct correlation between your leadership and the results.

Discuss tools and techniques you use for your day-to-day task management and prioritization. Mention how you balance operational necessities with strategic planning while ensuring you allocate time for team development.

Express your belief in leveraging analytics and metrics to inform decision-making. Provide an example of how data has guided your sales strategies in the past and how you've adapted them based on performance insights.

Frame your answer around your admiration for Iterable’s commitment to innovation and inclusion. Discuss how your values align with the company’s mission and how this role presents an exciting opportunity to contribute to impactful customer engagement initiatives.