Director, Sales

Fin, now part of Salesforce, is seeking a Director, Sales to lead Fin's New Business organization in North America. The successful candidate will be responsible for new logo and new revenue growth across the SMB and Mid-Market segments.

What's the opportunity? The role will lead Fin's New Business organization in North America, a team of Account Executives and their front-line managers responsible for new logo and new revenue growth across the SMB and Mid-Market segments. Reporting to the VP, NAMER Sales, this person owns the new business strategy, operating plan, and results for the region, and is accountable for building and running a high-performing, multi-layered sales organization.

What will I be doing?

• Develop and execute the new business strategy for North America across SMB and Mid-Market
• Own segment planning: territory and capacity design, headcount plans, quota setting, and resource allocation across teams
• Translate company goals into regional operating plans and tactics that reflect market dynamics and the Fin opportunity
• Hire, coach, and develop a team of front-line Sales Managers
• Build a strong leadership bench and a culture of accountability, rigor, and continuous improvement
• Own the regional new business forecast; drive forecast accuracy and pipeline discipline across all teams
• Analyze sales metrics to identify trends, optimize process, and improve productivity and win rates
• Partner with Marketing, SDR, Product, Sales Engineering, Enablement, RevOps, and Customer Success on go-to-market strategy, pipeline generation, and a seamless customer experience

What skills do I need?

• 5+ years in a quota-carrying new business IC role with proven success
• 5+ years of sales management experience
• Track record of building and scaling new business organizations across multiple segments with a mix of velocity and strategic selling (SMB and/or Mid-Market)
• Demonstrated success developing and executing outbound sales strategies, ideally within a product overlay or co-prime selling environment
• Exemplary new business sales acumen; experience with Command of the Message and MEDDPICC a plus
• Strong command of forecasting principles and a track record of accurate revenue forecasting at the regional level
• Experience developing GTM strategy and building and executing operational plans (capacity, territory, quota, headcount)
• Excellent communication skills across a variety of mediums (written, verbal, presentation, interpersonal), including executive-level communication