Vice President Inside Sales

Job Description

Required Skills




The Vice President of Inside Sales will be responsible for driving sales efforts worldwide with a focus on: improving productivity, promoting industry best practices, driving sales bookings growth, and managing a growing team of Inside Sales Reps. Focus areas include: sales execution, sales model productivity, training of sales personnel and sales performance analysis. The VP of Inside Sales will be hands-on providing mentorship and development to the inside sales team.

Responsibilities: Directly supervises employees in the Inside Sales team. Will have 6 Direct Reports
Works with sales Leadership to implement a rigorous sales rep training program that establishes rules of engagement, scripts, communication protocols, and closing tools
Work with marketing to create lead generation and sales conversion tools
Work qualified opportunities to close
Train direct reports on full cycle selling, moving the team from lead qualification to full cycle sales
Own the sales funnel from top to bottom from sales lead to close. Own all sales conversion metrics and monthly goals. This includes RFP, RFI and RFQs
Maintained a 4x forecasted pipeline
Effectively guide sales team in use of Salesforce (or other CRM) system while creating metrics to improve sales and operational performance
Meet or exceed sales goals and revenue objectives for each key vertical
Establish sales objectives by forecasting and developing annual sales quotas for regions and territories; projecting expected sales volume and profit for existing and new products
Maintain sales volume, product mix and selling price by keeping current with changing trends, economic indicators and competitors
Plan to ensure achievement of divisional and personal target, aligning with company sales policies and strategies
Manage, develop, coach, control and motivate the sales force to develop their skill to ensure that a high professional standard is achieved and monthly sales targets and KPI target are met
Ensure targets are delivered through people management, performance review, reward and individual recognition
Assess the strengths and weaknesses of the sales team and manage the sales program accordingly
Provide on-the-ground support for sales associates as they generate leads and close new deals
Meet with customers to discuss their evolving needs and to assess the quality of our companys relationship with them
Recommend, Develop and implement new sales initiatives, strategies and programs to capture key demographics
Continually develop knowledge of the business climate, applications and competition for his/her defined geography and accounts
Develop, maintain and execute a territory plan
Maintain data relative to opportunities, accounts and activities and will document customer interactions
Prepare reporting as needed

Skills & Requirements: Must have managed an inside sales team for a minimum of 5 years
Must have exceeded quota expectations, closing over 100 PERCENT of quota, or over $2M in business / year
Must possess the leadership qualities of being: (1) a great Recruiter (2) a great sales Trainer and (3) an Inspiring & Motivating Leader
Experience should include 7 years of insides sales experience with an enterprise software and/or SaaS company
Must have experience running a sales funnel from marketing to lead to close
Excellent leadership, energy, judgment, communication, interpersonal, management and analytical skills required
Passionate about growing and building a business to its full potential
Should have market intelligence in the field of Higher-Ed
Should have worked with cross functional teams to find reference accounts and ambassadors to champion sales to closure
A successful track record of milestone achievement, operational excellence and strong cross-functional skills. Recognized as a high achiever who is willing to work broadly to resolve issues in an inclusive way, and significant experience with inside sales process improvement (from opportunity creation through deal completion)
Bachelor Degree required, MBA is highly preferred

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