Director, Enterprise Sales

The Director, Enterprise Sales at Rokt is responsible for overseeing the sales process, onboarding new clients, and managing relationships with existing clients throughout North America. This includes engaging with target accounts at executive levels, developing a keen understanding of their business challenges, moving client prospects through the sales funnel, and collaborating with other team members like Solution Engineers to ensure successful outcomes. Additionally, they will lead a team of Account Executives to achieve quarterly revenue goals and contribute to the creation of compelling marketing materials.

Candidates for the Director, Enterprise Sales position at Rokt should have at least 10 years of experience in sales, specifically in closing high-value deals in complex SaaS or technology service environments. A deep knowledge of the e-commerce, Retail, CPG, or QSR industries is preferred. Furthermore, applicants should exhibit a strong track record of building credible relationships with medium to large digital businesses and managing high-performing sales teams.

Rokt offers a comprehensive benefits package designed to foster a supportive work environment for its employees. The Director, Enterprise Sales can expect a competitive total compensation package between $360,000 and $400,000, inclusive of equity grants, generous health benefits, a robust retirement plan with 401K matching, catered lunches, and access to professional development programs under the LevelUp! initiative. The office is dog-friendly and offers the flexibility for remote work as needed.

At Rokt, career growth is a priority, exemplified by our LevelUp! program, which offers coaching, courses, and training tailored to employees' career advancements. The Director, Enterprise Sales will benefit from clear career paths and transparent compensation aligned with individual competencies and abilities, allowing for continual professional development in a supportive environment.

Success as a Director, Enterprise Sales at Rokt hinges on a blend of strategic, communicative, and analytical skills. Critical thinking and a solution-oriented mindset are fundamental, particularly in addressing complex client needs. Additionally, strong relationship-building capabilities are crucial when engaging with executive stakeholders. Experience leading sales teams, understanding digital media, and a proactive approach to achieving sales objectives will also contribute to success in this role.

Building relationships with executive clients requires understanding their business challenges and objectives. I recommend conducting thorough research about their company, industry trends, and pain points before meetings. In conversations, focus on listening actively and identifying where Rokt’s solutions can provide value, which will build trust and facilitate long-term partnerships.

In my previous roles, I've managed the entire sales cycle for multi-million dollar deals. I focus on comprehensive needs assessments, customized pitches that align our offerings with client objectives, and maintaining open communication throughout the negotiation process. Highlighting past wins with strategic insights can showcase your potential to excel in this area.

I believe in setting clear expectations and providing regular feedback to motivate my team. I also advocate for recognizing individual and team achievements through incentives and celebrating milestones. Creating an environment where team members feel empowered to share ideas and contribute to strategy fosters motivation and enthusiasm for sales targets.

Rejection is a natural part of sales, and I approach it as an opportunity to learn. When I encounter rejection, I reflect on the situation to identify any gaps in our approach or presentation. I also make it a point to solicit feedback where possible, which can guide future engagements and help refine our pitching strategies.

Entering new markets involves conducting thorough market research to understand the competitive landscape, customer needs, and potential barriers. I would develop targeted strategies based on this research, forming partnerships and leveraging existing networks to facilitate introductions and establish credibility in the new market.

One of my most successful strategies involved segmenting our target audience by industry and tailoring marketing communications to address their specific challenges. This focused approach helped us better engage leads, ultimately increasing our conversion rates and shortening the sales cycle. Sharing concrete metrics can illustrate the impact of your strategic initiatives.

Balancing team management and pursuing sales requires effective time management and delegation. I prioritize tasks by urgency and importance, making sure to allocate time for coaching and guidance for my team. By leveraging team strengths and fostering a collaborative environment, we can capitalize on sales opportunities while ensuring team members feel supported.

I find that metrics such as customer acquisition cost, customer lifetime value, conversion rates, and overall sales growth give a comprehensive view of sales performance. Regularly tracking these metrics allows for adjustments to strategies and helps gauge the effectiveness of different sales techniques over time.

I stay updated with industry trends by subscribing to leading publications, participating in industry conferences, and engaging with professional networks. Also, building relationships with peers in the industry can provide insights and help share best practices. Sharing knowledge from these resources can illustrate your commitment to staying informed.

Rokt stands out in the e-commerce space due to its innovative approach to creating real-time relevancy through its AI-driven platform. The focus on user experience and personalized offerings allows businesses to unlock significant revenue potential while enhancing customer engagement. Sharing specific examples of how Rokt's offerings deliver this unique value will resonate during discussions.