Director, Sales- Retail

About the role

The Director of Sales will oversee the vertical sales strategy at Fullsteam, building and leading a robust sales organization across multiple business units and product lines selling SaaS solutions to SMB and mid-market customers.

Responsibilities

• Lead sales organizations across multiple business units within a vertical, potentially expanding to other areas.
• Build and manage an inbound/outbound sales organization targeting vertical B2B SaaS and payment solutions from SMB to Enterprise levels.
• Design sales strategies and resourcing plans, ensuring effective execution and achievement of sales goals.
• Directly accountable for leading, coaching, and managing individual and team performance to meet or exceed sales quotas.
• Lead forecasting efforts, pipeline management, and backlog inspection to achieve sales quotas. Host weekly sales pipeline reviews and win/loss evaluation meetings.
• Roll up weekly sales forecasts to executive leadership.
• Monitor and analyze sales performance, providing timely feedback and driving improvements in sales methodologies and outcomes.
• Develop new sales approaches to penetrate target customer markets.
• Act as a hands-on leader, monitoring outbound activity and conducting pipeline reviews.
• Develop standard operating procedures for efficient and effective sales processes.
• Contribute to regular budget and sales forecasting processes.
• Drive performance on key metrics through sales excellence efforts, including:
  • Net new customer growth
  • Expansion sales
  • Recurring software and services revenue growth
• Support administrative processes and initiatives to ensure effective team management and organizational success.
• Drive and foster a positive organizational culture by exemplifying and promoting core values and behaviors.
• Set performance goals and regularly evaluate the team’s progress, providing feedback and guidance.

Requirements

• 4-6 years of experience leading B2B SaaS sales selling to SMB, mid-market, and/or enterprise customers.
• Experience selling software with payments preferred.
• Experience building and managing best-in-class sales teams of > 10 people in a distributed environment.
• Strong alignment with cross-functional teams.
• Travel as required by business needs.

Skills

• Strong business acumen with a focus on achieving revenue goals.
• Expertise in leveraging data to inform strategy, optimize tactics, and drive results.
• Proficiency in building, developing, and leading high-performing sales teams.
• Advanced knowledge of Salesforce and sales engagement platforms.
• Excellent communication skills across all levels of an organization, both in-person and remotely.
• Strong analytical and problem-solving skills.
• Detail-oriented and organized, with the ability to effectively prioritize tasks.
• Ability to thrive in a fast-paced, dynamic, team-oriented environment.
• Demonstrated ability to manage prospecting efforts, sales processes, pipelines, and contracts.
• Knowledge of SaaS solutions and the buyer-centric sales approach.
• Ability to partner with product and marketing teams on go-to-market strategy for new products.
• Capacity to think ahead, set clear goals, and develop long-term plans to achieve organizational objectives.
• Capable of bringing together diverse individuals, fostering a positive team environment, and promoting collaboration and teamwork.
• Demonstrated ability to develop new markets and territories.

Pay

On-Target Earnings (OTE): $180,000–200,000 USD (includes base salary plus commission).