Sr. Director, Enterprise
About the role
As a Sr. Director, Enterprise Sales at Litera, you will play a pivotal role in driving innovation in the legal technology space. Your responsibilities will involve developing strategic and commercial GTM plans, managing sales organization goals, and fostering a high-performing team.
Responsibilities
- Develop the strategic and commercial GTM plan following the company financial plan, including sales, sales specialist and customer facing capacity planning, key metrics and improvement in performance against these metrics, strategic GTM projects to increase revenue and margin improvement, and headcount plans for the team.
- Develop a GTM organizational blueprint that creates unambiguous ownership and clarifies roles and responsibilities across the GTM team.
- Provide leadership to the sales organization and counsel to the VP in implementing GTM performance and organization goals.
- Equitably assign Salesforce quotas and territories while ensuring the firm's financial goals are allocated to all sales channels and resources through the quota program.
- Manage the assignment of all sales organization goals.
- Establish a high-quality pipeline and forecasting process. Promote forecast accuracy by aligning business unit and Sales Leadership forecast accuracy to predictive modeling.
- Implement an outstanding set of reports to produce deep insight and understanding of the business. Get the business to shift focus towards driving key leading indicators aligned to SaaS businesses.
- Implement compensation plans that support the strategic direction of the GTM team. Co-create these plans with Sales Leadership, HR, and Finance to create an agreement.
- Implement continuous measurement and improvement of GTM activity, to increase the business and improve productivity across the GTM team.
- Partner with Sales Leadership, Finance, Product Management and Legal on pricing optimization, contract standardization, and quote-to-contract efficiencies.
Requirements
- A four-year college degree from an accredited institution in finance, engineering or business.
- Minimum 10 years of sales operations experience in high-growth Enterprise B2B SaaS companies.
- Experience managing rigorous corporate programs applying standard SaaS sales benchmarks.
- Experience leading in high-growth environments, managing through change, frequent M&A and ambiguity.
- Experience with GTM tools like Salesforce, Gong, Outreach, and others.
Qualifications
- Four-year college degree from an accredited institution in finance, engineering or business.
- Minimum 10 years of sales operations experience in high-growth Enterprise B2B SaaS companies.
- Experience managing rigorous corporate programs applying standard SaaS sales benchmarks.
- Experience leading in high-growth environments, managing through change, frequent M&A and ambiguity.
- Experience with GTM tools like Salesforce, Gong, Outreach, and others.
Skills
- Strategic planning and execution.
- Leadership and mentorship skills.
- Strong analytical and problem-solving abilities.
- Experience with GTM tools like Salesforce, Gong, Outreach, and others.
Benefits
- Comprehensive benefits package including health, dental, and vision insurance, 401(k) with company contribution, and incentive and recognition programs.
Pay
The base salary range for this role is $180,000-217,000, plus commissions. Total compensation will vary based on individual and company performance. Actual compensation is determined by factors including education, work experience, certifications, and other relevant qualifications.
Schedule
Hybrid: This position is based in one of the below locations and candidates should reside within reasonable commuting distance, as this role requires on-site presence at least six days per month. Available Office Locations: Austin | Chicago | Denver | New Jersey | New York City | Philadelphia | Raleigh | Toronto | Ahmadabad | London | Nottingham | Pristina | Sydney