Director, Sales - Pursuit South

As the Director, Sales - Pursuit South at Sumo Logic, you'll manage a sales team of 6-10 account executives, focusing on revenue growth. Your main responsibilities include mentoring your team, overseeing day-to-day operations like recruitment and performance management, and working on P&L and sales forecasting with the finance team.

Candidates for the Director, Sales - Pursuit South role should have a minimum of 5 years of experience leading enterprise sales teams, ideally in the SaaS vertical. A track record of exceeding sales quotas, experience selling to IT Ops and DevOps leaders, and excellent communication skills are also essential for this role at Sumo Logic.

At Sumo Logic, employee development is key. As a Director, Sales - Pursuit South, you'll not only mentor your sales team but also have the opportunity to develop your skills further through coaching, strategic planning initiatives, and ongoing training related to cloud-native application management.

The anticipated annual base salary for the Director, Sales - Pursuit South position at Sumo Logic ranges from $170,000 to $230,000, depending on factors such as experience, location, and qualifications. Additionally, the role offers opportunities for bonuses and equity awards.

Ideal candidates for the Director, Sales - Pursuit South position should have a blend of direct and channel sales experience in the enterprise sector, particularly with SaaS products. A strong familiarity with enterprise or infrastructure management systems is highly beneficial for successfully fulfilling the role at Sumo Logic.

A successful response should detail specific leadership roles you've held, your approach to training and mentoring members, and examples of how you've driven revenue growth and exceeded quotas in past positions.

Discuss your method for analyzing past sales data, market trends, and team capabilities to establish realistic yet challenging goals and how you ensure your team meets or exceeds those expectations.

Talk about your experience with strong recruitment practices, your approach to onboarding, and how you cultivate a positive team culture that promotes retention and employee development.

Provide a specific instance where you identified inefficiencies in the sales process, the steps you took to address them, and the positive outcomes that resulted from your intervention.

Explain your philosophy on maintaining open lines of communication with your team, the importance of feedback, and how you keep stakeholders informed about progress and challenges.

Discuss the metrics you track, how you provide constructive feedback based on those metrics, and examples of past implementations of performance improvement strategies.

Share a compelling story about a significant sales achievement, focusing on your role, the challenges faced, and how your efforts directly contributed to the success.

Talk about your approach to blending hands-on coaching with maintaining focus on targets. Discuss how you prioritize tasks to ensure your team's development doesn't hinder sales performance.

Explain your strategy for identifying underperformance, how you work with those team members to create improvement plans, and the follow-up processes you put in place to monitor their progress.

This is an opportunity to articulate your admiration for Sumo Logic’s mission, your understanding of their products and how your experience aligns with their goals, showcasing your enthusiasm for contributing to the company’s success.