Director of Sales
Santa Barbara or Remote
About ShipHawk
ShipHawk is the premier packing and shipping software for ERP connected companies. We work with high volume retail, wholesale and eCommerce companies that have outgrown basic shipping software.
Come join us as we transform one of the last, massive old-school industries into a transparent, efficient market, benefiting both retailers and consumers. Join a startup where you can make an impact, grow your career, and have a voice.
5 Reasons Why You Want to Work with Us:
- You want to work with a team that is competent, confident, passionate, and focused on achieving big goals.
- You want to work on a product with the potential to grow into a billion dollar business, become a household name, and help millions of people.
- You want to have a voice.
- You want to be part of a fun and healthy culture.
- You want to work at a company that will provide an opportunity to get to the next level of your career.
What We’re Looking For In You:
We want the usual skill set: efficient, organized and follows through on commitments. You're intelligent, have great analytical skills and pay attention to detail. In addition, you're calm under pressure, have a great work ethic and communicate well.
And, more than the usual skills, we want you to push and not accept the mundane. Push for a higher standard. Be proactive. Be open to new ideas and personal feedback. Try stuff, fail and learn from it. 5% of business leaders are 20 times more efficient than 95% of business leaders. We want you to be the 5%.
About the Opportunity:
Reports to: Head of Sales
Department: Sales
Salary Range: $120,000 - 150,000 base salary + Commission $120,000 - $150,000
The Director of Sales is responsible for leading ShipHawk’s AE team.
This team is responsible for meeting/exceeding the sales plan by:
- Contributing to the ShipHawk’s unified pipeline through shared pipeline responsibilities
- Selling new ARR contracts
- Expanding existing ARR contracts
- Retaining customers and existing ARR
Responsibilities:
Day-to-day
- Hires, coaches, trains team members
- Ensures all standards and KPI’s for performance/execution are documented in each team’s playbook (AE Playbook)
- Ensures every member of the team understands their job responsibilities and how success is measured. Holds each member accountable for producing the committed results.
- Weekly Pipeline Forecast (New + Existing Business) presentation to VP of Sales
- Weekly Closed Lost review and presentation to VP of Sales
- Weekly Churn Risk and Escalation review and presentation to VP of Sales
Leadership / Strategy
- Highly accountable for their domain and their team
- A servant leader who puts people first
- Collaborative
- Owns their role like its their own business
- Kind
- Further develops and implements sales strategy
Sales productivity and effectiveness
- Loves data and uses it to improve every element of our sales processes and reporting
- A natural trainer and coach who coaches team at the individual level of need
- A strong negotiator who crafts win-win agreements
- Develops and generates reporting to track all key sales metrics
Recruiting & Retention
- Relentless recruiter who is always building relationships
- Builds and scales remote teams and culture
- Builds training curriculums and testing and ensures new hires are setup for success
- Makes selling fun!
Operational Planning
- Builds sales plans for multiple products
- Delivers monthly forecast reports that are within +/- 10% accurate and provides the team with a predictable top-line growth trajectory
- A key contributor to business growth planning
- Builds unified pipeline with Marketing
Qualifications:
- Able to contribute immediately
- Has built and scaled remote teams - including culturally
- Has a loyal following of sales professionals
- Drove success in previous roles
- Knows what excellence in sales looks like
- Salesforce expert
- Thrives in a fast-paced, high growth environment
- A leader
- Strong communicator, negotiator, presenter and mediator
- 7+ years of high performance Inside Sales Management experience in a B2B SaaS environment
- Bachelor’s degree or equivalent experience
ShipHawk provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
