Description
We are seeking a highly effective Sales Leader to lead a team of Account Executives primarily responsible for new business revenue in the North America Region. This person will be responsible for segment strategy and planning, building, and running a high-performing team. Goals are focused on accelerating logo and revenue growth with a concentration on Fin.
The ideal candidate will excel at attracting and developing talent, inspiring others, and working cross-functionally to build efficient and customer-centric sales processes. This leader will also play a critical role in developing and executing our value-led sales strategy.
Responsibilities:
- Sales Strategy Execution:
- Work with senior leadership to define and implement effective sales strategies for the North American mid-market segment.
- Oversee the development of sales plans and tactics that align with company goals and regional market dynamics.
- Monitor the pipeline of opportunities to ensure timely and effective follow-ups, deal closures, and revenue growth.
- Performance Management:
- Set clear performance expectations and key performance indicators (KPIs) for the Account Executive team.
- Track individual and team performance using CRM tools and reporting dashboards.
- Analyze sales metrics and provide insights to optimize processes, identify trends, and forecast revenue.
- Cross-Functional Collaboration:
- Partner with marketing, product, and customer success teams to develop tailored go-to-market strategies and ensure seamless customer experiences.
- Work closely with senior leadership to ensure alignment on goals, budgets, and resource allocation.
- Customer Focus:
- Maintain a strong understanding of customer needs and market trends to support the team in closing deals.
- Ensure customers are handed off to the Relationship Management team thoughtfully and carefully, always keeping the customer experience top of mind.
- Reporting & Analytics:
- Regularly report on team performance, sales pipeline, and market conditions to senior management.
- Provide data-driven recommendations to improve sales performance and achieve growth targets.
Requirements:
- 5+ years in a quota-carrying new business IC role with proven success.
- Experience working on complex and strategic deals (involving procurement, legal, security).
- 3+ years management experience.
- Previous experience building and executing on outbound sales motions.
- Exemplary new business sales experience, experience with Command of the Message and MEDDPICC a plus.
- Strong understanding of forecasting principles and the ability to forecast revenue and revenue trends accurately.
- Proven experience-and passion for-teaching and developing top talent.
- Experience developing GTM strategy, building, and executing operational plans.
- A builder of businesses, with the ability to attract and develop the best talent in the industry.
- Excellent communication skills across a variety of mediums (written, verbal, presentation, and interpersonal).
- Adaptive, with the ability to balance short-term and long-term priorities.
Benefits:
- Competitive salary and meaningful equity.
- Comprehensive medical, dental, and vision coverage.
- Regular compensation reviews - great work is rewarded!
- Flexible paid time off policy.
- Paid Parental Leave Program.
- 401k plan & match.
- In-office bicycle storage.
- Fun events for Intercomrades, friends, and family!
- Unlimited access to Claude Code and best-in-class AI tools; experimentation & building is encouraged & celebrated.
OTE range for this role is targeted at $228,000 - $349,375 for the San Francisco Bay Area.