Overview:
Join Open LMS as the Director of Sales and lead our dynamic team of Account Executives and Account Managers in driving profitability and growth across North America, the UK, and EMEA. In this pivotal role, you will be responsible for achieving new bookings, renewing active accounts, and expanding revenue within existing client relationships.
Reporting Structure:
This position reports to the Head of Global Sales and is a key member of the Sales Leadership team. You will leverage data to inform decision-making, identify trends, and share strategies that enhance our win rates and average annual recurring revenue (ARR). Your ultimate goal is to consistently meet and exceed revenue and retention quotas.
Key Responsibilities:
- Empower Your Team: Equip the sales team with the necessary resources and tools to achieve their quotas effectively.
- Drive High-Profile Accounts: Engage with complex, high-stakes customer accounts and prospects to accelerate revenue growth.
- Optimize Sales Processes: Implement key tactics aligned with sales stages to streamline opportunities through the pipeline.
- Maintain Accurate Forecasting: Ensure precise pipeline management and forecasting to drive informed decision-making.
- Conduct Regular 1:1s: Facilitate structured one-on-one meetings with team members to provide support, guidance, and feedback.
- Motivate and Mentor: Inspire and develop sales team members through coaching, incentives, and career growth opportunities. Strive to balance being a business manager with being a talent developer.
- Strategic Workforce Planning: Analyze ramp-adjusted capacity to ensure effective team growth in alignment with sales organization needs.
- Build a World-Class Sales Team: Recruit, train, and cultivate a high-performing team skilled in selling learning technology.
- Establish Territory Plans: Collaborate with colleagues to design and implement campaigns that align with your territory goals.
- Iterate on Sales Methodology: Continuously refine sales processes, methodologies, campaigns, and training in line with company core values.
- Enhance Sales Efficiency: Partner with sales and marketing operations to optimize tools, particularly Salesforce.com, ensuring they are utilized effectively for productivity.
- Focus on Key Metrics: Work on improving win rates, shortening time to close, and increasing average deal size across the team.
Ideal Candidate Characteristics:
- Driven and Competitive: A strong desire to succeed and excel in a competitive environment.
- Data-Driven Leader: Open and transparent in leadership, with a focus on leveraging data for strategic decision-making.
- Curious and Passionate: An inquisitive mindset with a genuine passion for sales and the learning technology space.
- Ownership and Dedication: A strong work ethic and commitment to achieving excellence.
Requirements:
- Proven track record in delivering accurate sales forecasts and managing a successful sales team.
- Proficient user of Salesforce.com and other sales automation tools.
- Strong ability to foster cross-functional alignment between sales and marketing teams.
- Exceptional talent for attracting, retaining, and motivating top sales professionals.
- In-depth knowledge of modern HR, learning, and talent practices.
- Awareness of industry trends and a strong understanding of the learning technology market.
- Excellent verbal and written English communication skills.
- Self-motivated, hardworking, and committed to achieving excellence.
- Strong organizational and time management abilities.
- Open to feedback and continuous personal development.
- Proven history of consistently meeting or exceeding sales quotas within designated timeframes.
- Experience in selling software products (ideally in the learning space) and services with the ability to quickly learn and convey complex solutions to prospects.
Why Join Us?
At Open LMS, you’ll be part of a forward-thinking team dedicated to transforming learning experiences worldwide. We value innovation, collaboration, and growth. If you’re ready to make an impact and lead a high-performing sales team, we want to hear from you!
We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, colour, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class.