Head of Enterprise Sales (EMEA)

Sprout Social is looking to hire a Head of Enterprise Sales (EMEA) to the Sales & Success team, based in Ireland. 

We are seeking a collaborative, deal-centric and data-driven Enterprise Senior Sales Leader with experience in building world class B2B Enterprise SaaS leadership and sales organizations.

Why join Sprout’s Sales & Success team?

Joining the Sales and Success team is an opportunity to accelerate your career. We’re a winning team selling and supporting the leading social media management platform for businesses. Not only do you get to work alongside some of the sharpest minds in the industry, you also get to work with some of the biggest brands in the world ​​includingHarrods, IHG, River Island, Stoneacre Motor Group, and University of Leeds. And the real kicker? You get to design your own career and follow the path that’s best for you. Wherever you want to go, we’re committed to helping you get there.  

What you’ll do

• Leading and inspiring a team of experienced Enterprise Leaders and the broader Sales organization.
• Overseeing the sales execution strategies and tactics focused on quota attainment by the Enterprise teams. This includes best practices in prospecting, opportunity management, objection handling and closing. 
• Working with senior leaders across the organization to identify successful Enterprise strategies and tactics as well as developing a strategic business plan to successfully achieve the targeted business objectives.
• Coaching and driving the Sales teams on a daily basis to achieve stated goals and quotas. This will be accomplished by measuring and monitoring prospecting, opportunity management and closing. 
• Working hand in hand with Enterprise Marketing to understand our inbound and outbound funnels in real time. 
• Driving accountability through performance management and commitment to sales coaching and development for every team member.
• Partnering with Sales Enablement to ensure constant coaching and career development of the team.
• Accurately forecast weekly, monthly and quarterly sales projections.
• Attracting, recruiting, onboarding and retaining top sales talent in a proactive manner to ensure full staffing.
• Collaborating with peer groups and leadership to share best practices as well as problem solve and implement solutions that will drive team performance.

What you’ll bring

The ideal candidate should be a deal-centric, data-driven and operational sales leader with a proven track record of managing sales teams to achieve aggressive revenue targets. They must be driven on meeting (and exceeding) revenue, operational goals, and strategic goals as well as foster the professional growth, development, and success of their team members. They will spend the majority of their time coaching, counseling, and mentoring their team in all aspects of sales leadership, sales and effectiveness as well as working cross-functionally with Marketing, Operations, Product and Enablement. They will also provide timely and practical feedback to senior leadership in both sales and marketing for interesting go-to-market strategies that will elevate the company. If you are an energetic and driven leader who has a strong command of B2B SaaS Enterprise sales leadership, we’d love to talk to you!

The minimum qualifications for this role include:

• 10 years professional experience, 3+ years leadership
• Experience leading an Enterprise sales team
• Consistent and measurable track record of success that you can easily speak to and highlight
• A deep understanding of complex Enterprise B2B SaaS sales solutions
• Experience working closely with cross-functional stakeholders across Marketing, Sales Operations, Enablement, and Product teams

Preferred qualifications for this role include:

• 12 years professional experience, 5+ years leadership
• 2+ years experience in second-line leadership or a proven interest in developing leaders
• Deep understanding of prospecting, opportunity management and closing in B2B SaaS 
• Demonstrated passion for hiring, developing and coaching top sales talent
• Exceptional communication skills and analytical business acumen 
• Expertise with Salesforce, Tableau, Marketo, Gong and Outreach a plus!
• Experience in verticalized businesses & scaling a “vertical motion” 

How you’ll grow

Within 1 month, you’ll plant your roots, including:

• Partner with the VP, Global Enterprise Sales to define key success metrics for your role and how you will measure against them.
• Meet your team in 1:1s to understand what’s working, what’s not, and gather learnings to implement into your role.
• Dive right into our platform to learn about what makes our platform unique and why customers love our solutions.
• Learn Sprout’s go-to-market messaging, key differentiators, develop and personalize segment-specific value propositions.
• Learn the relevant customer stories and case studies to justify your value propositions with real ROI examples from the field.
• Review relevant metrics for the Enterprise New Business team. 

Within 3 months, you’ll start hitting your stride by:

• Meet with leaders throughout the Sales, Marketing & Customer Success organization that share responsibility for obtaining similar targets and identify areas of opportunity.
• Partner with cross-functional leaders in Sales & Customer Success, Marketing, Sales Operations and Sales Enablement to build relationships and understand working models. 
• Establish a strong understanding of sales enablement, create/analyze team reports, and identify coaching opportunities.
• Begin coaching and mentoring team with call shadowing and role plays to help them improve, both professionally and personally.
• Assist in deal strategy.
• Create an early concept of the future plan for your team and begin prioritizing key roles and areas of expansion.
• Understand the inputs/outputs of the Enterprise business and develop a perspective on where we can improve.
• Participate in weekly Pipeline meetings with Business Development and Marketing to ensure we have transparency and accountability over all of our funnels.

Within 6 months, you’ll be making a clear impact through:

• Understand our inbound and outbound funnels intimately; be able to proactively identify when we’re falling short and ways to modify to ensure we exceed target on a monthly basis.
• Have deep relationships with Marketing and have shared accountability over our funnels.
• Measure initial process improvements and make adjustments where appropriate.
• Have built strong cross-departmental relationships with Marketing, Sales Operations, Enablement and Product teams.
• Step up as a leader to share best practices across the Sales & Customer Success organization and help others grow from your experiences.
• Meet agreed-upon goals and targets relating to revenue targets and team productivity.
• Continue to develop your team, both personally and professionally.
• Become a Sprout Social and social media expert to confidently speak to ever-changing trends, new product features and platform enhancements to help our customers realize their full potential and accomplish their goals.

Within 12 months, you’ll make this role your own by:

• Consistently meet and exceed monthly pipeline and revenue targets.
• Obtain (solicited and unsolicited) and act upon peer, customer, and leadership feedback.
• Be recognized as a subject matter expert and leader at Sprout.
• Establish and begin executing against the long-term plan for your team and your career.
• Promote members on your team and begin creating a bench of new talent.

Of course what is outlined above is the ideal timeline, but things may shift based on business needs and other projects and tasks could be added at the discretion of your leader.

Our Benefits Program

We’re proud to regularly be recognized for our team, product and culture. Our benefits program includes:

• Insurance and benefit options that are built for both individuals and families
• Progressive policies to support work/life balance, like our flexible paid time off and parental leave program 
• High-quality and well-maintained equipment—your computer will never prevent you from doing your best

• Wellness initiatives to ensure both health and mental well-being of our team
• Ongoing education and development opportunities via our Grow@Sprout program, employee-led diversity, equity and inclusion initiatives and mentorship programs for aspiring leaders
• Growing corporate social responsibility program that is driven by the involvement and passion of our team members
• Beautiful, convenient and state-of-the-art offices in Dublin’s city centre, for those who prefer an office setting

Whenever possible, we want to provide team members the flexibility to work in the location that makes the most sense for them. If you prefer an office setting, this role may be based in our Dublin location. If you prefer to work remotely from another location within Ireland and/or the UK, we will accommodate you as best as possible. 

#LI-Remote

If you are based in another location within EMEA, we aren’t able to hire in your location at this time; however, if you’d like to stay in touch with us in case that changes in the future, please apply and we’ll save your application for possible future consideration.