RVP, Sales

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About the role

As Regional Vice President, Tableau — Higher Education, you will lead, build, and grow a team of Account Executives responsible for customers in the Higher Education vertical. You will set and implement the mutual Salesforce/Tableau go-to-market sales strategy for this segment, defining strategies for growing revenue, identifying enterprise-wide opportunities, and managing at both the strategic and operational level. You'll participate and lead in client and prospect meetings, work cross-functionally with internal partners and corporate resources, and be responsible for mentoring and developing your sales team — including recruiting, hiring, and training. You will report on sales activity and forecasts to senior sales management.

Tableau is as much a philosophy as an amazing suite of tools. We enable people to transform data into something visual and understandable, enabling people to make important decisions based on those insights. If you are passionate about technology and care deeply about doing something meaningful, Tableau is the place for you.

Responsibilities

• Quota responsibility for the Higher Education region/vertical to meet and exceed sales goals
• Provide support and mentorship to direct reports by participating and leading in client and prospect meetings
• Build a winning team, including recruiting, hiring, and training
• Coach direct reports on strategies to drive sales wins
• Maintain key customer relationships, and develop and implement strategies for expanding our customer base
• Accurate and detailed sales forecasting and pipeline reporting to senior sales management
• Consistent monitoring of the sales activity of the team, and tracking of results
• Actively lead and monitor demand generation activities
• Provide input, direction, and guidance to other staff in the region, including Partner Management, Pre-Sales, and Marketing
• Master Tableau's products, conduct presentations and demonstrations, evangelize Tableau as a company and its products, negotiate terms and contracts, and close deals
• Define and implement sales plans and strategies including specific account plans, defining named accounts and territories
• Engage at C-level in enterprise customer organizations
• Successfully lead significant client concerns and issues
• Ensure internal processes are followed, including team's adherence to CRM and other sales and operational processes; define new processes to increase overall productivity
• Stay on top of competition, competitive issues, and products
• Work cross-functionally with internal partners and corporate resources for consistent processes and a successful team
• Travel to customer locations in territory to support sales efforts

Qualifications

• 2+ years experience in Sales Leadership preferred
• 2+ years Tableau experience required
• 7+ years of experience in software and/or applications sales; ideally an IT-centric solution/application software, selling primarily to the CxO level (IT and business)
• Recent experience with the Enterprise customer segment, public sector and/or Higher Education specifically preferred
• Strong track record of success in a high-growth, matrixed environment, with consistent overachievement of quota and revenue goals
• Domain experience in Business Intelligence, Analytics, Data Warehousing, Predictive Modeling, or similar background — seven-figure deal experience a plus
• Strong track record of recruiting, developing, coaching, and retaining a high-performing sales organization
• Expertise at both transactional and Enterprise sales cycles, with a consistent track record of building satisfied, loyal, and referenceable customers; you know how to "drive a deal"
• Strong cross-functional partnership skills to drive collaboration across multiple internal and external stakeholders
• Excellent presentation, executive engagement, and negotiation skills
• Self-directed and resourceful, with the ability to work autonomously with technical products and office applications
• An inspirational leader and culture builder who leads with passion, authenticity, humility, emotional intelligence, and integrity, and excels at developing strong relationships across all functions
• A recruiter at heart — always on the lookout for the best talent to bring onboard

Benefits

Salesforce offers a variety of benefits to help you live well, including:

• Time off programs
• Medical, dental, vision, and mental health support
• Paid parental leave
• Life and disability insurance
• 401(k) and an employee stock purchasing program

More details about company benefits can be found at Salesforce Benefits.

Pay

The typical base salary range for this position is $208,150 - $278,450 annually. There is a different range applicable to specific work locations. In California and New York, and select cities in the metropolitan areas of Boston, Chicago, Seattle, and Washington DC, the base pay range for this role in those locations is $229,000 - $306,250 per year. Your recruiter can share more about the specific salary range for the job location during the hiring process. The range represents base salary only and does not include company bonus, incentive for sales roles, equity, or benefits, as applicable.