???? More Information on the Role

As our Enterprise Sales Director you will be pivotal in driving our sales strategy, building a high-performing sales team, and ensuring that our Enterprise Account Executives consistently meet and exceed their targets. This role is crucial in scaling our revenue and expanding our customer base in the Enterprise segment.

✨ Your Responsibilities

• Pipeline Creation and Management: Develop and implement strategies to ensure AEs build and maintain a robust sales pipeline, achieving 4x pipeline coverage at any given point.
• Sales Process Discipline: Enforce a rigorous sales process where Salesforce notes are up-to-date, all steps are followed before advancing opportunities, and deep discovery is completed.
• Deal Support and Partnership: Be deeply involved in critical deals, acting as a sparring partner for AEs to strategize and ensure successful deal closure.
• Ramp and Coaching Programs: Design and execute specialized onboarding programs with clear ramp goals for new AEs, and implement targeted coaching programs for existing AEs to ensure continuous improvement and high performance.
• Performance Monitoring and Accountability: Regularly inspect and enable the sales team, jumping in when necessary to provide guidance and maintain accountability for sales targets and process adherence.
• Collaboration with GTM Teams: Work closely with marketing, product, and customer success teams to ensure seamless collaboration and alignment on sales initiatives and customer needs.

???? What We’re Looking For:

• 6+ years of experience in B2B SaaS Sales
• 3+ years of experience selling to companies +X employees and an understanding of how to navigate buying process at larger organizations
• Experience managing an enterprise sales team with demonstrated success
• Demonstrated understanding of MEDDPICC sales methodology
• Experience working with IT, Security, GRC or similar technical buyers (experience selling cybersecurity is a plus)
• Ability to be nimble and a desire to be in a start-up environment where resources are still being built or refined
• Salesforce.com hygiene and deal management rigor
• Strong communication skills, operate with ethics, adaptability, grit and empathy

???? What We Value

We care about your motivation and vision to rethink and transform the sales experience in our industry, not just your CV. Additionally, we try to find out whether you would be a good fit for Lumos based on the values that define how we achieve outcomes.

????Pay Range

$280,000 - $370,000 OTE

Note that this range is a good faith estimate of likely pay for this role; upon hire, the pay may differ due to skill and/or level of experience.

As the Director of Sales Operations at Glooko, your role will be pivotal in shaping and optimizing our sales processes and systems. Your efforts will drive business growth and operational efficiency, and most importantly, our mission of empowering people living with diabetes and other chronic conditions through innovative, data-driven healthcare solutions. You will partner with our Go-To-Market (GTM) teams to develop performance metrics, streamline our sales technology stack, and provide strategic insights to inform leadership on sales trends and risks. In this role, you’ll be responsible for monitoring key performance indicators, managing sales territories, and overseeing the incentive compensation process, all while ensuring alignment across sales, marketing, finance, and other key departments.

Key Responsibilities:

• Collaborate with the broader Go-To-Market (GTM) Ops team to establish and refine performance metrics, facilitating informed decision-making across all revenue motions, including sales, marketing, finance, product, and legal.
• Own the sales technology stack, continually evaluate and deliver strategic improvements and efficiencies for processes, tools, and systems to ensure the sales organization meets and exceeds sales goals while optimizing productivity.
• Monitor key performance indicators (KPIs), track and report progress, and identify areas for enhancement. This includes global bookings and revenue reporting.
• Define and optimize sales territories, ensuring comprehensive market coverage and sales efficiency. Manage the monthly Incentive Compensation process and payments.
• Assist the GTM team by thoroughly understanding sales motions and sales data. Convert this knowledge into strategic business insights and ensure leadership is informed on trends and risks. 
• Become a key team member who defines and operates the company’s sales process, defining the timing and format of legal and financial deliverables for a successful transaction. Verify the adherence and accuracy of open and closed sales opportunities in support of effective opportunity progression and acceptance.

Qualifications:

• Collaborative, entrepreneurial, and quick to act, thriving in dynamic, growth-focused settings. 
• Strong analytical skills, a passion for business intelligence, and a comprehensive understanding of sales processes and methodologies. 
• Able to translate business requirements into technical, financial, and system-based solutions.
• Skilled at configuring, operating, and reporting with sales systems. Salesforce Administrator accreditation is preferred. 
• Previous experiences in management consulting, sales operations, or sales management
• Strong written and verbal communication skills, including success with collaborating with senior management

The Company:

Each year, diabetes, obesity, and other cardiometabolic diseases cause the highest incidence of death, disability, and healthcare system costs. At Glooko, we make it simpler for people with these illnesses to connect with their physicians and care teams.  Glooko is the universal platform for providing an FDA-cleared, HIPAA-compliant, EU MDR-certified Web and Mobile (iOS and Android) application for people with clinicians who treat them.

Glooko accelerates research and improves care by making it simpler for people to collect and share their health data with physicians and researchers. The platform seamlessly unifies and visualizes data from over 210 devices, including blood glucose meters, insulin pumps, continuous glucose monitors, activity trackers, and biometric devices.  Connecting to these devices allows Glooko to deliver insights that improve personal and clinical decision support. Patients and providers have one place to view their health management information, including medications, food intake, exercise, and biometrics.  The platform makes it easier for physicians to monitor and deliver more personalized care remotely.

Glooko’s mobile app and web dashboard enable patients to track and proactively manage their diabetes care easily. Glooko’s Population Tracker and APIs offer diabetes-centric analytics and insightful reports that enable clinicians to identify at-risk patients. Clinicians can send pattern-triggered notifications to patients, health systems, and payers.

Our proprietary platforms enable clinical trial conduct and acceleration by leveraging advanced patient selection and site identification tools as well as remote device and e-PRO data collection capabilities.  This platform's capabilities support the rapid development and iteration of digital companion and therapeutic applications.

Launched in 2010, Glooko is funded and managed by visionary technologists and leaders in healthcare.

Glooko provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, marital status, or disability. In addition to federal law requirements, Glooko complies with applicable state and local laws governing nondiscrimination in employment in every location where the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

Posted positions are not open to third-party recruiters/agencies, and unsolicited resume submissions will be considered free referrals.

***NOTE: Only the job postings listed below are legitimate Glooko, Inc. job postings. All current job postings are listed on www.glooko.com/careers, LinkedIn, Indeed, and Glassdoor under “Glooko.” Any domain that links to this page that references a position not listed here is not a legitimate Glooko job posting.

At Clover Health, we are transforming healthcare and improving patient care with our innovative primary care tool, Counterpart Assistant. Counterpart Assistant is a cloud-based, value-based care platform that empowers clinicians to identify and manage chronic diseases earlier and, in doing so, achieve better outcomes for patients. 

The Midwest Sales Director should be based in IL, IN, IA, MI, KS, MN, OK, ND, SD, NE, OH, or WI and have a deep understanding of Value Based Care and a broad network of Payer or Provider relationships. The Director is passionate about enabling more practitioners in delivering top-notch value-based care via our platform. This is a unique “ground floor” opportunity where you will have individual responsibility and significant latitude for creating and shaping our strategy.

As a Sales Director you will:

• Build and nurture strong relationships with key decision-makers and influencers in the healthcare industry.
• Collaborate with cross-functional teams, including product development, economics, legal, customer support, and marketing to ensure alignment with customer needs and market demands.
• Develop novel sales strategies and GTM motions, so we can meet individual customer expectations and create win-win scenarios.
• Nurture leads and accounts from introduction to executed contract and beyond.
• Act as a trusted advisor to customers, understanding their unique challenges and providing solutions.

You will love this job if:

• You are an experiencednegotiator and able to create win-win scenarios.
• You are passionate about transforminghealthcare delivery through data driven analysis and development of new technologies.
• You have an insatiable curiosity which feeds an appetite to learn and teach.
• You are nimble, and comfortable working in a constantly evolving environment. You embrace ambiguity and speed while maintaining a bias towards action.

You should get in touch if you have:

• 10+ years experience negotiating healthcare agreements with preference for experience in value based agreements
• Proven understanding of provider/payor contract options, healthcare economics, competitors practices, and industry trends, with the ability to grasp both clinical and business concepts.
• Experience negotiating varied managed care contracts to improve overall performance; flexing details quickly based on real-time conversations.
• Experience working in an environment with growth targets and a history of achieving these goals.
• Well-developed leadership skills and the ability to influence, collaborate and motivate others. 
• Great understanding of healthcare topics such as claims processing, EHRs, medical billing and coding and physician reimbursement models.
• A proven track record of success in selling in the value-based care space. Experience selling technical solutions is a major plus.
• Comfort working in a hands-on, individual contributor role. 
• Strong analytical and quantitative background.
• Ability to travel as needed.

We value diversity — in backgrounds and in experiences. Healthcare is a universal concern, and we need people from all backgrounds and swaths of life to help build the future of healthcare. 

Clover Benefits: 

• Financial Well-Being: Our commitment to attracting and retaining top talent begins with a competitive base salary and equity opportunities. Additionally, we offer a performance-based bonus program, 401k matching, and regular compensation reviews to recognize and reward exceptional contributions.
• Physical Well-Being: We prioritize the health and well-being of our employees and their families by providing comprehensive medical, dental, and vision coverage. Your health matters to us, and we invest in ensuring you have access to quality healthcare.
• Mental Well-Being: We understand the importance of mental health in fostering productivity and maintaining work-life balance. To support this, we offer initiatives such as No-Meeting Fridays, company holidays, access to mental health resources, and a generous flexible time-off policy.
• Additional Perks:
  • Employee Stock Purchase Plan (ESPP) offering discounted equity opportunities
  • Reimbursement for office setup expenses
  • Remote-first culture, enabling collaboration with global teams
  • Paid parental leave for all new parents
  • Plus more!

#LI-Remote

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.We are an E-Verify company.

A reasonable estimate of the base salary range for this role is $150,000 to $200,000. Final pay is based on several factors including but not limited to internal equity, market data, and the applicant’s education, work experience, certifications, etc.

About Clover:We are reinventing health insurance by combining the power of data with human empathy to keep our members healthier. We believe the healthcare system is broken, so we've created custom software and analytics to empower our clinical staff to intervene and provide personalized care to the people who need it most.

We always put our members first, and our success as a team is measured by the quality of life of the people we serve. Those who work at Clover are passionate and mission-driven individuals with diverse areas of expertise, working together to solve the most complicated problem in the world: healthcare.

From Clover’s inception, Diversity & Inclusion have always been key to our success. We are an Equal Opportunity Employer and our employees are people with different strengths, experiences and backgrounds, who share a passion for improving people's lives. Diversity not only includes race and gender identity, but also age, disability status, veteran status, sexual orientation, religion and many other parts of one’s identity. All of our employee’s points of view are key to our success, and inclusion is everyone's responsibility.

Your Impact:

Handshake is hiring a Director, Sales Development to lead and inspire a team of Sales Development professionals. You will partner closely with Sales Leadership to develop and execute winning sales strategies, set team wide goals and exceed team and individual quota attainment.

Your Role:

• Manage, mentor, develop and drive the performance of SDR Manager(s), Inbound & Outbound Sales Development Representatives (ISDRs & OSDRs), and Business Development Representatives (BDRs).
• Recruit, hire, train, coach and develop SDR Manager(s) and SDRs/BDRs to exceed the Company’s ARR Plan, SDR team quota and individual quotas.
• Analyze current outreach and opportunity generation practices, immerse yourself in team metrics, and identify areas for improvement at scale.
• Collaborate with the VP of Sales, Sales Leaders, Account Executives, SDRs/BDRs, and Revenue Operations to optimize lead volume and quality, deliver a healthy pipeline of qualified outbound leads and exceed outbound pipeline and ARR targets, the Company’s ARR Plan, SDR team quota and individual quotas.
• Collaborate closely with our Marketing & cross-functional demand generation stakeholders to develop and execute on lead generations campaigns, improve SLA on Marketing Qualified Leads (MQLs), improve conversion rate of Inbound MQLs to Stage 1/2/3 sales opportunities and exceed inbound pipeline and ARR targets.
• Proactively develop new strategies and tactics to accelerate pipeline growth each quarter.
• Strategize with the VP of Sales, Director of Revenue Operations and Finance team on headcount planning, pipeline targets and SDR-sourced ARR, the Company’s ARR Plan, SDR team quota and individual quotas.
• Demonstrate strategic thinking to drive higher lead conversion, accelerate ARR, and reduce ramp time for new SDR/BDR hires.
• Support the mentorship and development of the SDR organization, preparing team members for career progression into Account Executive roles and expanded opportunities across the new business sales organization.
• Partner with Sales Enablement to generate data analyses and determine training curriculum needs, goals and deliverables.
• Through continuous process improvement, contribute to the team growth and success of the broader Sales team.

Your Experience:

• You have 8+ years of sales or salesleadership experience driving new business ARR for a high-growth business.
• 5+ years managing Sales Development Representatives (SDRs) and 3+ years leading SDR Managers as a 2nd line people leader.
• Proven success leading and growing SDR organizations, developing multi-quarter and multi-channel strategies, and exceeding the Company’s ARR Plan, SDR team quota and individual quotas.
• You have built and led an SDR organization with 20+ people in a fast-paced, technology/SaaS company.
• You have a proven record of sales success and possess strong collaboration and communication skills.
• You identify and communicate organizational roadblocks and are able to resolve them proactively.
• Experience exceeding the expectations of executive leadership, including the C-suite and VPs, by beating your targets and unpacking the root causes and variables that led to your team’s successes and areas of improvement. 
• You have a robust Salesforce analysis and reporting skill set and have detailed knowledge of SaaS tech stack including sourcing, prospecting, and outreach technologies.
• You are comfortable in a fast-paced environment that requires the ability to work independently and adaptively, anticipate and mitigate friction points, and take initiative to promptly resolve and learn from challenges.

Bonus Areas of Expertise:

• Experience in both a startup environment (<$150M ARR) and a scaled business ($1B+ ARR)
• Experience selling into talent acquisition or HR
• Experience leading AE teams

Cash Compensation:

• $250,000 - $285,000 + RSUs

About the Role:

We are seeking a Director, Partner Sales to spearhead the growth of our Partner Revenue and the execution of our Retail Media Network (RMN) strategy. This individual will be responsible for cultivating relationships with national partner clients and driving towards ambitious revenue goals. A strong background in programmatic advertising and a deep understanding of Retail Media Networks are essential for success in this role. Reporting directly to the Vice President of Partner Strategy, you will play a pivotal role in developing and implementing our national sales partner strategy and Retail Media Strategy across the US market.

Qualifications:

• BA from an accredited university 
• 5+ years of experience in a similar Programmatic Ad Sales capacity
• 3+ years of experience at a Director, or equivalent level
• Digital advertising sales experience working at a major ad tech company
• Entertainment industry experience 
• Understanding of the programmatic space
• Strong organization and analytical skills
• Entrepreneurial sales leader and creative thinker who thrives in a fast moving, no B.S. environment

Why work here?

• Help build the future of TV – OTT is the fastest growing space in advertising
• Be part of a rare media company with deep technical expertise
• A tight-knit team of passionate people in a tech-first, data-driven business
• A chance to build out RMN & Partner strategy 
• In addition to VC funding, Tubi TV generates healthy revenue
• We offer very competitive pay, equity, full medical, dental & vision benefits, catered lunch and dinner, gym subsidies and your choice of hardware
• Open PTO 

#LI-DNI

The Team

As part of UserTesting’s Go-to-Market function, the Revenue organization comprises over 100 sales professionals across multiple segments worldwide.  The Healthcare segment is responsible for growing some of our largest customer relationships. 

The Healthcare team consists of Account Executives. Each manages a book of business “expand” accounts, with quarterly and annual growth targets across the entire suite of UserTesting solutions and has a patch of new business “land” accounts. They report to the Vice President of Healthcare. 

At UserTesting, it’s all about our people. We recognize that our people are the foundation of our success and growth. We believe in work-life balance and are fiercely family-first, whether that’s your at-home family or your UserTesting family. We’re committed to supporting your growth and development through our core company values.

The Opportunity

Joining our team as an Account Executive, allows you to play a key role in the continued expansion of UserTesting—the industry leader in experience research and digital human insights. We’re growing significantly across North America and Europe and are excited to welcome you on the journey!

Your focus will be on identifying and winning new accounts and retaining and growing the customer base across UserTesting’s broad solution set. You will identify, develop, lead, and execute the territory strategy with a team of Renewal Managers, Customer Success Managers, Solutions Consultants, and Business Development Representatives to initiate, build, and grow mutually beneficial, long-term customer relationships. 

Our clearly defined sales methodology delivers results, differentiates our company from the competition, and aligns our broad solution set to customer needs. Our highly effective partnership model and team structure ensure the most effective customer journey, from new prospects to satisfied, expanding, and renewing customers.

We know that success starts with hiring the best people. We'll give you all you need to complete the job and ensure you have a lot of fun along the way. If you’re looking for a place to learn and grow your career with exceptionally talented colleagues, UserTesting might be the place for you!

• Achieve quarterly ($287k) and annual ($1.44M) sales and growth targets, with monthly forecasting accuracy (+/- 10%)
• Achieve quarterly and annual customer retention targets, delegating and partnering with Renewal Managers
• Own pipeline development for your territory—Partner with Business Development Representatives, Field Marketing, our Partnership Team, and manage self-prospecting efforts to drive pipeline coverage within your territory
• Drive the MEDDICC Sales Process with perfect fundamentals to control the buying process and offer creative solutions from UserTesting’s broad solution set
• Collaborate with sales ecosystem (Solutions Consulting, Value Management Office, Insights Consulting, DealDesk, and more) to drive profitable customer outcomes
• Develop and execute a territory plan and account plans for key accounts within your territory
• Maintain organized and comprehensive documentation in Salesforce, Clari, Slack, and the sales technology stack
• Collaborate with Customer Success Managers and Scaled CS team to ensure customer journey and touchpoints drive value, growth, and retention
• Bonus points if you have experience within the Healthcare Industy, User Experience or Consumer Insights/Market Research domain

What we're looking for

• Experience in both winning new business and growing an existing book of customer business in the Healthcare segment
• Proven success in an enterprise SaaS sales role, with a history of exceeding quota performance and account gross retention goals
• An exceptional communicator and a self-starter with a demonstrated ability to succeed in a fast-paced, changing environment
• Strong team player and competitor—we hunt as a pack and celebrate wins as a team.
• Experience winning large software and services deals within complex, multi-matrixed enterprises across a variety of industries
• Comfort in creative leverage and compelling incentive to successfully drive opportunities to close within a fiscal period
• Effective time management and staying “closest to the dollar” with all activities
• Proficient with Salesforce, Clari, Outreach, Google Suite, Microsoft Office/Google Docs, and related productivity tools.
• Demonstrates UserTesting’s values through work product and within day-to-day team interactions

Perks and Benefits 

• Private Medical, Dental and Vision
• Health Savings Account
• Pre-Tax Benefit Accounts (FSA)
• Commuter Benefits - transit and parking 
• Flexible Time off (Full time salaried (exempt) employees)
• 12 Days of observed holiday entitlement
• Basic Life insurance, Short-Term Disability and Long-Term Disability insurance
• 401(k) Retirement Plan 
• Professional Development Stipend
• Remote Equipment Expense Reimbursement
• Mental Wellness Employee Assistance Program
• Monthly wellness and telecommunications reimbursements
• Paid quarterly volunteering days and Charity donation matching via our UT Cares Volunteers and Charitable Giving Committee
• Perks at Work discount scheme
• Pet Insurance reimbursement 
• Employee Referral Programme 
• Employee-led groups to help foster a more inclusive employee experience and build a culture of belonging at UserTesting. Read more here! 

Job Title: Sr. Sales Director

Location: Remote - United States only

About InMarket

Since 2010, InMarket has been the leader in 360-degree consumer intelligence and real-time activation for thousands of today’s top brands. Through InMarket's data-driven marketing platform, brands can build targeted audiences, activate media in real time, and measure success in driving return on ad spend. InMarket's proprietary Moments offering outperforms traditional mobile advertising by 6x.* Our LCI attribution platform, which won the MarTech Breakthrough Award for Best Advertising Measurement Platform, was validated by Forrester to drive an average of $40 ROAS for our clients. 

*Source: Wordstream US Google Display Benchmarks for Mobile Media

 About the role

InMarket is seeking a talented, and motivated Sr. Sales Director. You will call on brands and agencies selling our suite of location-derived solutions, including: measurement, data insight, and media products. You will focus on building in-roads directly with brands and with agency teams. You will be tasked with expanding & evangelizing our products while educating senior marketers on the value of our data and attribution offerings. 

 Your daily impact as a Sr. Sales Director

• Directly manage and cultivate assigned customer lists from prospecting to farm resulting in meeting or exceeding target sales.
• Collaborate with sales leadership to position the InMarket offering to world class agencies and brands
• Maintain Salesforce timely and accurately to allow for accurate sales projections.
• Currently hold and continue development of key relationships across top agencies and brands

Your experience and expertise

• Previous sales experience at a location advertising or data company
• Experience managing strategic partnerships
• Excellent listener with proven ability to translate client needs into product solutions
• Existing client/agency relationships within the territory a plus
• Location audience and/or ad tech sales experience a plus

Benefits Summary

• Competitive salary, stock options, flexible vacation
• Medical, dental and Flexible Spending Account (FSA)
• Company Matched 401(k)
• Unlimited PTO (within reason)
• Talented co-workers and management
• Agile Development Program (For continued learning/professional development)
• Paid Paternity & Maternity Leave

For candidates in California, Colorado, and New York City, the Targeted Base Salary Range for this role is $150,345 -$200,000

Actual salaries will vary depending on factors including but not limited to work experience, specialized skills and training, performance in role, business needs, and job requirements. Base salary is subject to change and may be modified in the future. Base salary is just one component of InMarket’s total rewards package that also may include bonus, equity, and benefits.  Ask your recruiter for more information! 

At InMarket we are committed to a culture that supports diversity, inclusion, belonging and equal opportunity. We celebrate all people and believe everyone deserves respect regardless of race, gender, sexual orientation, backgrounds, experiences, abilities or beliefs.

InMarket is an Equal Opportunity Employer (EOE). Qualified applicants are considered for employment without regard to age, race, color, religion, sex, national origin, sexual orientation, disability, or veteran status.

Role overview

The Regional Sales Director will seek to build relationships in the assigned geographical market with dealer decision makers and automotive dealership groups. The Director's primary responsibility will be to represent CarGurus in a designated territory, consult with that territory's automotive retailers, reviewing on-line business practices, and consulting with dealership management and Internet department staff.

What you'll do

• Develop, preserve, and grow direct relationships in a designated geography through prospecting, sales calls, and relationship development and management
• Create and manage relationships with area automotive retailers by demonstrating value as an on-line marketing strategy consultant
• Ensure customer satisfaction by responding quickly and accurately to dealer concerns and needs and following thru on prompt resolution
• Provide in-depth analyses and reports regarding field activities and dealership progress
• Provide written and verbal feedback to the product and operational teams on new product ideas and/or suggested modifications to existing products
• Collaborate internally with various operational teammates to maximize client retention and relationship growth efforts

What you'll bring

• 5+ years of direct sales experience Automotive experience required
• Willingness and ability to travel on a frequent basis within a defined territory
• Strong business consulting, analysis and reporting skills
• Ability to work independently from a remote/home office
• Motivated self-starter with the desire to succeed in a fast-paced rapidly growing company
• Collaborative background working with various internal teammates to execute go-to-market strategy effectively and efficiently
• Proficient in Google Workspace

No Agency Submissions Accepted.

This role is a remote role.

Regional Sales Director 

Our successful Regional Sales Director identifies and secures new businesses with a focus on Fortune 250 prospects in a named accounts model. They are able to sell into large $500k to $1M+ enterprise deals both direct and via our ecosystem partners.   We are looking for adaptable individuals who have a proven track record of exceeding their goals year over year.   

About The Team: 

The Illumio Sales team consists of individuals who are already at the top of their game and eager to introduce the world to Zero Trust Microsegmentation.   We are building a world class global team with one mission – to stop the spread of ransomware and breaches.      

Key Responsibilities: 

• Serve as the front-line leader in the Illumio field organization, finding and creating new sales opportunities within our target accounts and leading a virtual team of Illumio people and external partners to win those opportunities 

• Create and execute a territory plan on your target accounts and approach to “landing and expanding," and prospect into these target accounts with the goal of engaging potential champions and sponsors to find and create an opportunity 

• Able to drive a regional sales plan that incorporates tight collaboration between ADRs, partner account managers, customer success advisors and extended field team resources. 

• Accurately forecast the business objectives of your clients and Illumio 

• Identify, engage, and build relationships with resellers, system integrators and other partners 

Experience:   

• 8+ years of full cycle sales enterprise selling with strong background in security and or networking software, including 5+ years of co-selling experience with a strong partner network 

• Deliver compelling “teaching conversations” that are well tailored to each prospect’s situation 

• Able to engage with urgency and capitalizing on all potential channels to sell Illumio 

• Knows how to ask the right questions, strong listener and technically savvy to understand the solution  

• Successful track record of successful selling to the C-suite (all lines of business) with a strong rolodex of contacts in region 

• Experience in a fast-paced company with the ability to adapt as needed 

About Illumio:

Illumio, the pioneer and market leader of Zero Trust segmentation, prevents breaches from becoming cyber disasters. Illumio protects critical applications and valuable digital assets with proven segmentation technology purpose-built for the Zero Trust security model. Illumio ransomware mitigation and segmentation solutions see risk, isolate attacks, and secure data across cloud-native apps, hybrid and multi-clouds, data centers, and endpoints, enabling the world’s leading organizations to strengthen their cyber resiliency and reduce risk.

Illumio believes that an environment of unique backgrounds, experiences, viewpoints, and individual contributions drives our success and makes us stronger together. We are dedicated to creating and maintaining a diverse culture and emphasizing inclusion and belonging. 

Pay Range:

$  143,000 USD - $  171,000 USD

The base pay range for this job level is a general guideline only and not a guarantee of compensation or salary. Additional factors considered in extending an offer include (but are not limited to) responsibilities of the job, education, location, experience, knowledge, skills, abilities, as well as internal equity, alignment with market data, or applicable laws.

Benefits:

At Illumio we offer a wide range of benefits to our eligible team members. Our benefit programs vary by location and can include Medical, Dental, Vision Coverage – Health and Dependent Savings Accounts – Life and Disability Programs – Paid Parental Leave – Voluntary Benefit Programs – Company Sponsored Wellness Program – Wellness Reimbursement Program - Retirement Savings – Equity Opportunities – Paid time off and Paid Holidays – Employee Incentive Program. #LI-AF1 #LI-REMOTE

Who are we looking for?

Vestwell is seeking an ambitious individual to be the first hire dedicated entirely to SalesOps. To date, our Revenue Operations team and Sales Leadership have shared this responsibility, but our scale has outgrown this model, and it is now time to hire a full time person dedicated to this purpose. 

The right candidate will become the connective tissue between Sales Leadership and Revenue Operations, focused on supporting the sales team in ways that enables increased performance, achieves more aggressive goals quicker, and enhances the sales motions by synthesizing data to make the sales experience as effective as possible. With 5x the number of partnerships and 3x the size of the sales team we had 12 months ago, it is more important than ever to ensure our motions work at scale and we are able to iterate quickly. Ultimately, you will be the person responsible for optimal time to value and the ability to hit revenue targets by ensuring sales rep time is spent on high impact initiatives and activities.

The ideal candidate is able to call upon project management & strategic thinking fundamentals to understand our go to market motion, map that to an evolving framework for how Vestwell sells retirement plans at scale, evaluate outcomes in a highly analytical and data driven way, suggest new solutions that touch people, process, and technology, implement change, remove blockers from our sales process, and ultimately contribute to the growth of the business. 

A person who would thrive in this role is a structured problem solver who can quickly get to the heart of an issue, excels in systems thinking, and is scrappy, determined, logical, and analytical. You must have the interpersonal skills, tenacity, and common sense to be an agent of change. In this role, you will be given significant agency to devise a strategy and approach for achieving your goals, requiring you to exercise good judgment, independently build consensus across several stakeholders, and succeed or fail by your ability to drive results. 

What will you be doing?

• Sales Reporting and Analysis: 
  • An understanding by each channel, segment, partner (or any other way sales defines and deems important to parse the data by) of all key performance indicators of the sales cycle (CAC, Average Sales Cycle Length, Close Rate, Cost Per Lead, Time To Close, Win/Loss Ratio, Loss Reasons, etc).
  • Growth Forecasting in addition to evaluating data points that index and predict actuals vs targets. Identify and make actionable recommendations on what is needed to bridge the gap
• Lead Management:
  • Ensuring that demand gen scoring activities are aligning to expectations and are actually meeting the respective criteria
  • Demand Generation/Lead Gen coordination & evaluation
  • Technology Application Management (Critical Communication Platforms: Salesloft, Aircall, dialers, and other engagement platforms)
  • Supporting the build, maintenance and best practices of GTM tech platforms e.g. building, measuring and editing Salesloft cadences
• Supporting Sales Leadership in key areas required to manage a 50+ person team:
  • Evaluation of pipeline
  • Quota Development and Evaluation 
  • Territory Definition & Management 
  • Commission calculation
  • Evaluate and propose ways to optimize sales processes
  • Enable Sales Management to have the data they need for sales rep performance management 
• Sales Training and stage movement (How to use the tech stack, not how to be a sales person. E.g how to load an opp in Salesforce, how to import lists to Salesloft, POC for CRM; SFDC questions)
• Knowledge Base Management

Requirements

• 6+ years of experience in sales operations
• Knowledge of the retirement or another relevant area of the financial services industry
• Working knowledge of how CRM, billing, and contract lifecycle management systems work such that you can specify requirements with knowledge of what is/isn’t possible
• Comfortable writing business requirements documentation
• Proven ability to influence without authority up, down, and across an organization through excellent communication and EQ
• Strong business acumen and organizational agility
• Ability to quickly grasp new concepts across a wide variety of technologies and domains
• An ability to connect the dots, move from big picture to the details fluidly, and communicate effectively at each level
• Maintain a continuous-improvement attitude; able to seek out and implement internal or external best practices, to problem-solve in ambiguous situations, and to thoughtfully earn trust
• Exceptionally driven with a insatiable curiosity for business improvement

The expected base salary range for this position is $140k-$160k. Please note that salary bands are based on NY and other similar metro areas and may differ based on where the role is ultimately hired.

For your awareness you will only receive correspondence from recruiting@vestwell.com any other domain not ending in Vestwell.com is not our Recruitment team.

Attention California residents: In the course of conducting our business and complying with federal, state, and local government regulations governing such matters as employment, tax, insurance, etc., we must collect Personal Information from you. Should you accept employment with Vestwell you may view our California Privacy Rights Act here Vestwell’s California Privacy Rights Policy

At Webflow, our mission is to bring development superpowers to everyone. Webflow is the leading visual development platform for building powerful websites without writing code. By combining modern web development technologies into one platform, Webflow enables people to build websites visually, saving engineering time, while clean code seamlessly generates in the background. From independent designers and creative agencies to Fortune 500 companies, millions worldwide use Webflow to be more nimble, creative, and collaborative. It’s the web, made better. 

This is a foundational role for Webflow - it’s the first time we’ve added 2nd line Sales leadership as the team has grown! 

Reporting into the VP of Sales, we are looking for a Director of Sales to help us scale a high-performing sales team of talented 1st line Sales Managers and Account Executives across our segments - Growth/SMB(0-200 employees), Corporate/MMK (201-2,500 employees) &Enterprise(2,500+ employees) - in the West or East region.

Webflow is growing fast, and you’ll play a pivotal role in guiding and accelerating this trajectory – building a world-class and diverse team, amping up the pipeline generation machine, becoming a thought leader in the web design and development space working closely with product and marketing, and closing revenue for Webflow.

About the role 

• Remote-first (United States; BC & ON, Canada)
• Full-time 
• Permanent 
• Our cash compensation amount for this role ranges depending on the cost of labor of the geographic area. The ranges shared below may change if you are hired in another geographic location. 
  • United States (all figures cited below in USD and pertain to workers in the United States)
    • Zone A: $415,000 -  $435,000
    • Zone B: $394,250 - $413,250
    • Zone C: $373,500 - $391,500
  • Canada (All figures cited below in CAD and pertain to workers in ON & BC, Canada)
    • $501,000 - $526,000

For sales roles, the ranges provided are the role’s On Target Earnings (“OTE”) ranges, meaning that the ranges include both the sales commissions target and annual base salary for the role. This salary range may be inclusive of several career levels at Webflow and will be narrowed during the interview process based on a number of factors, including the candidate’smarket location, job related experience, knowledge, qualifications, and skills. Benefits/additional compensation for this role may include: equity, company bonus or sales commissions/bonuses; retirement plans; health benefits; and wellness stipends

Please visit our Careers page for more information on which locations are included in each of our geographic pay zones. However, please confirm the zone for your specific location with your recruiter.

As Director of Sales, you will…

• Build and lead a world-class, diverse team: recruit, interview, hire, coach, and mentor Sales Managers. Guide the Sales Managers on a set of frameworks for hiring and retaining high-performing Account Executives in order to build the sales motion at Webflow.
• Own your results: attain quota, forecast accurately, and drive linearity in sales performance. Drive an operating rhythm of weekly, monthly, quarterly forecast meetings, business reviews, and tracking results.
• Grow your business: position the team to grow successfully beyond the immediate targets, creating the engine for increased revenue year on year. Build pipeline generation cadences, guide the team to qualify deals across Webflow’s lead sources (inbound, self serve signup, self serve upgrade, outbound, partners, expansions), command the sales process, and drive operational rigor.
• Tailor by segment:this role is responsible for Sales Teams across our three segments – from small/medium business to mid-market to enterprise – and you will tailor your cadence, approach, and deal review structure to optimize for deal velocity and execution.
• Drive the partnerships motion: according to Gartner, 92% of content management system evaluations are led or influenced by agency or consulting partners. Work with Webflow’s Partnerships Team to identify leading partners for investment of time and resources, and guide our Sales Team to lean into this motion for current and future business.
• Become a thought leader: earn the right to advise CMOs & CTOs on the strategic importance of prioritizing and up-leveling their #1 marketing asset — namely, their global websites.
• Be customer obsessed: guide the team to embody our core behavior of “Obsess over the Customer Experience” and deliver a strong sales experience and post-sales collaboration to bring business results to fruition.
• Collaborate cross-functionally: work closely across the Sales, Marketing, and Product departments to implement and carry out a sales go-to-market plan and strategy.

In addition to the responsibilities outlined above, at Webflow we will support you in identifying where your interests and development opportunities lie and we'll help you incorporate them into your role.

About you 

Requirements:

• Possess 10+ years of SaaS sales experience -- ideally complex deals with a disruptive product
• 6+ years leadership experience --ideally 2nd line leader who has led teams of 40-50+ (Sales Managers & AEs) and has significant Large Enterprise experience as we move up market.

You’ll thrive as a Director of Sales if you bring:

• A deep understanding of both Product-Led Growth (PLG) and Enterprise Sales to effectively blend these approaches, optimizing Webflow’s market reach and customer engagement
• A solid quantitative foundation for sales to track performance metrics and drive decisions with data
• Curiosity to tailor the team’s approach by Webflow lead source to increase velocity and close rates
• Experience evolving a company’s sales process, methodology, and behavior (e.g., Force Management, Command of the Message, Challenger, MEDDPICC)
• Experience driving clarity and strong communications during immense change and growth
• Track record of recruiting, hiring, and retaining world-class and diverse talent
• Work well cross-functionally with teams across product, engineering, and marketing – and game to be a voice for your team and Webflow given what you see in the market
• Passion for setting your team’s vision and building a culture of high-performance, driving accountability at all levels to own our results and power Webflow’s business

Our Core Behaviors:

• Obsess over customer experience. We deeply understand what we’re building and who we’re building for and serving. We define the leading edge of what’s possible in our industry and deliver the future for our customers
• Move with heartfelt urgency. We have a healthy relationship with impatience, channeling it thoughtfully to show up better and faster for our customers and for each other. Time is the most limited thing we have, and we make the most of every moment
• Say the hard thing with care. Our best work often comes from intelligent debate, critique, and even difficult conversations. We speak our minds and don’t sugarcoat things — and we do so with respect, maturity, and care
• Make your mark. We seek out new and unique ways to create meaningful impact, and we champion the same from our colleagues. We work as a team to get the job done, and we go out of our way to celebrate and reward those going above and beyond for our customers and our teammates

Benefits & wellness

• Equity ownership (RSUs) in a growing, privately-owned company
• 100% employer-paid healthcare, vision, and dental insurance coverage for employees and dependents (full-time employees working 30+ hours per week), as well as Health Savings Account/Health Reimbursement Account, dependent care Flexible Spending Account (US only), dependent on insurance plan selection where applicable in the respective country of employment; Employees may also have voluntary insurance options, such as life, disability, hospital protection, accident, and critical illness where applicable in the respective country of employment
• 12 weeks of paid parental leave for both birthing and non-birthing caregivers, as well as an additional 6-8 weeks of pregnancy disability for birthing parents to be used before child bonding leave (where local requirements are more generous employees receive the greater benefit); Employees also have access to family planning care and reimbursement
• Flexible PTO with a mandatory annual minimum of 10 days paid time off for all locations (where local requirements are more generous employees receive the greater benefit), and sabbatical program
• Access to mental wellness and professional coaching, therapy, and Employee Assistance Program
• Monthly stipends to support health and wellness, smart work, and professional growth
• Professional career coaching, internal learning & development programs
• 401k plan and pension schemes (in countries where statutorily required) financial wellness benefits, like CPA or financial advisor coverage
• Discounted Pet Insurance offering (US only)
• Commuter benefits for in-office employees

Temporary employees are not eligible for paid holiday time off, accrued paid time off, paid leaves of absence, or company-sponsored perks unless otherwise required by law.

Remote, together

At Webflow, equality is a core tenet of our culture. We are an Equal Opportunity (EEO)/Veterans/Disabled Employer and are committed to building an inclusive global team that represents a variety of backgrounds, perspectives, beliefs, and experiences. Employment decisions are made on the basis of job-related criteria without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other classification protected by applicable law. Pursuant to the San Francisco Fair Chance Ordinance, Webflow will consider for employment qualified applicants with arrest and conviction records.

Stay connected

Not ready to apply, but want to be part of the Webflow community? Consider following our story on our Webflow Blog, LinkedIn, X (Twitter), and/or Glassdoor. 

Please note:

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Upon interview scheduling, instructions for confidential accommodation requests will be administered.

To join Webflow, you'll need a valid right to work authorization depending on the country of employment.

If you are extended an offer, that offer may be contingent upon your successful completion of a background check, which will be conducted in accordance with applicable laws. We may obtain one or more background screening reports about you, solely for employment purposes.

For information about how Webflow processes your personal information, please reviewWebflow’s Applicant Privacy Notice.