Director, Enterprise Sales

BigCommerce's mission is to help merchants sell more at every stage of growth, from small startups, to mid-market businesses to large enterprises. We focus on being the best ecommerce platform so our customers can focus on what matters most: growing their businesses.
We are equally passionate about growing our employee's careers and providing them an incredible experience as we rapidly expand across the globe. We are proud to have been recognized numerous times for our product and workplace culture. We empower our people and customers to build, innovate and grow, so together we can redefine the ecommerce industry.
BigCommerce's mission is to help merchants sell more at every stage of growth, from mid-market businesses to large enterprises. We focus on being the best ecommerce platform so our customers can focus on what matters most: growing their businesses.
We are equally passionate about growing our employee's careers and providing them an incredible experience as we rapidly expand across the globe. We are proud to have been recognized numerous times for our product and workplace culture. We empower our people and customers to build, innovate and grow, so together we can redefine the ecommerce industry.
BigCommerce, named a "Best Place to Work" in our offices around the globe (London, Kyiv, Sydney, Austin, and San Francisco), is looking for Director Enterprise Sales. Reporting to our SVP & GM of Europe the Director, Enterprise Sales will drive the execution of our Enterprise sales strategy and process, owning the sales target for large merchant acquisition within the EMEA region, leading a high performing team of experienced sales executives. Ultimately, your insights and experience will be key to the performance of our sales organization as we look to rapidly accelerate our growth and, most importantly, the growth and success of our merchants and partners.
What you will do:
Drive revenue and growth

• Responsibility for gross new revenue production of the Enterprise sales teams across the EMEA region.
• Drive revenue through new merchant acquisition, meeting or exceeding all sales targets and performance metrics. This is a full-cycle sales role, serving as the coach responsible for the team target and personally building and managing the relationships with our top (named) accounts.
• Build and leverage industry relationships to drive high value opportunities (i.e. IR 500 companies and large agency and technology partners).
• Develop a deep understanding of our product messaging, technology platform, partner ecosystem, and competitive landscape.
• Travel throughout our target geographical markets as needed to support your team's activities (~50%).

Lead a team of experienced sales professionals

• Own the strategy for Enterprise account acquisition, including but not limited to segmentation by region, industry, and market type.
• Hire, lead, inspire, manage, and mentor experienced sales executives to maximize their individual potential and professional growth as well as ability to function at a high level as part of a team.
• Build a culture of accountability and urgency by transparently leveraging metrics and reporting to drive the right behaviors.
• Hold peers accountable for cultivating an environment of teamwork, openness, creativity, and continuous improvement.
• Provide leadership support to sales executives with all aspects of the sales process including client presentations, proposals, contract negotiations, and final close.
• Identify topics and partner with sales coaches to plan product and competitive training sessions.
• Have a genuine interest in the merchants we serve and are selling to and derive strategic alignment to our selling messages.

Represent a defined segment as part of the EMEA Sales Leadership Team

• Align strategy to ensure forecasts meet company revenue expectations.
• Build excellent working relationships with all cross-functional business leaders, colleagues, and broader team
• Listen carefully to prospects, clients and partners to identify and present key priorities to the Product team and help prioritize functionality needed to drive sales opportunities.
• Partner with the Account Management and Client Services team to provide new customers a seamless onboarding experience.
• Creatively identify and help drive new programs to improve the sales organization.
• Collaborate with other senior leaders to establish strategic plans and objectives.
• Contribute to the development and implementation of corporate and/or organizational policies.

Who You Are:

• Successful Software or SaaS Sales Leader
• 10+ years software or SaaS sales experience with a focus on consultative solutions selling
• 5+ years sales management experience in a rapidly growing and fast-paced environment in the mid-market (£20m-£200m GMV) and enterprise (£200m-£2bn GMV)
• History of driving a team to successfully, consistently achieving quotas and objectives.
• Successful track record of personally closing complex deals in highly competitive space

Keen understanding of the SaaS model and ecommerce space required

• Strong Salesforce.com, sales automation tools, email, Office / Google doc, electronic document management skills
• Bachelor's Degree or equivalent preferred
• Driven Achiever - You thrive on challenges and have a proven history of successfully, consistently leading teams to achieve quotas and objectives, within a complex client acquisition driven business, preferably in the mid-market or enterprise space.
• Servant Leader - You are a proven servant leader with a strong desire and understanding of how to develop people in a supportive, accountable environment and inspire them to give 100% effort and perform at levels higher than they imagined they could achieve.
• Sales Star and Master Negotiator - You are a great salesperson with sales coaching/training skills and sales methodology knowledge who will be the role-model of sales excellence for the team. Your extensive experience will allow you and others to skillfully negotiate wins internally and externally while maintaining strong relationships.
• Strategist - You have perspective and can see and discuss multiple aspects and impacts of issues and project them into the future, recognize what can/should be done now to affect future performance, and see and understand the challenges between the current and the ideal situation.
• Data Driven Decision Maker - You are an organized, data-driven, detail and goal oriented believer in building great sales systems and processes, have strong business acumen, prioritize effectively, consistently make good decisions, and creatively solve complex problems.
• Customer Focused - You have a passion for service and satisfaction, are dedicated to meeting the expectations and requirements of internal and external customers, gets first-hand information and use it for improvements in products and services, act with customers in mind, and establish and maintain effective relationships with customers, gaining their trust and respect.
• Master Communicator - Excellent written/verbal communication, presentation, and customer relationship skills are critical.
• Collaborative - You have demonstrated success working cross-functionally in matrixed organizations and have the ability to forge strong bonds and work collaboratively with key external and internal partners across Product Development, Channel, Marketing, other sales channels.
• Composed - You know how to remain collected in a fast-paced, high pressure, dynamic environment and carry out responsibilities with minimal direction.
• Personable - You are a high energy professional with a resiliently positive attitude and deep personal confidence that exudes a strong sense of teamwork by working effectively, respectfully, and efficiently with all team members.
• Technically Adept - You pick up on technical things quickly, enjoy learning new skills and knowledge, and are adept at staying ahead of the curve on relevant industry, company, product, or technical knowledge. You have a deep understanding of Salesforce.com and CRM best practices and ideally have a basic understanding of HTML, CSS and internet technologies (shopping carts, web hosting, email, and online marketing tools).
• Courageous and Ethical - You possess professional courage, steadfastly persevere through challenges, are ambitious while humble, have high standards for ethics and integrity, and do the right things the right way.

The ability to travel - as needed (up to 50%)
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Diversity, Equity & Inclusion at BigCommerce
Our employees make the difference. At BigCommerce, we believe that celebrating the unique histories, perspectives and abilities of every employee makes a difference for our company, our customers and our community. We are an equal opportunity employer and the inclusive atmosphere we build together will make room for every person to contribute, grow and thrive.
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the interview process, to perform essential job functions and to receive other benefits and privileges of employment. If you need an accommodation in order to interview at BigCommerce, please let us know during any of your interactions with our recruiting team.
Learn more about the BigCommerce team, culture and benefits at https://careers.bigcommerce.com .