Sales

Head of Sales

New York, New York   |   Full time

Head of Sales Opening at FindMine

Jan 2020

COMPANY PROFILE

FindMine is an award-winning retail technology platform that uses machine learning to scale the currently manual and tedious process of producing “on-brand” content. We are at the forefront of a consumer behavior tide shift where increasingly the brand identity and POV is the measure by which brands live or die.  Our customers are billion-dollar brands and retailers such as adidas, BCBG, John Varvatos, and more, for whom FindMine has increased revenue, conversion, and average order values while helping them communicate their unique brand point of view at scale. FindMine has won numerous awards and has been featured by Women's Wear Daily, CBInsights, Fox, VentureBeat, National Retail Federation, and is a Gartner “Cool Vendor.” FindMine is an equal opportunity employer and is the winner of Mogul’s Top Places to Work for Millennial Women. We value a diverse workforce. Women, people of color, members of the LGBTQ community, individuals with disabilities, and veterans are strongly encouraged to apply. 


THE ROLE DEFINED

FindMine is at the forefront of a new market, and is seeking a seasoned sales executive with proven management experience to continue our trajectory of selling large deals to enterprises and unlocking huge upsells, as well as unlock new markets and opportunities, improve processes, and hire/build/coach/motivate a world-class sales team. The role will be a player-coach, with the individual carrying an individual quota as well as being responsible for the overall revenue objectives. This role reports directly to the CEO and will be responsible for executive and board-level creation and communication of the sales objectives, strategy, and outcomes. 


QUALIFICATIONS

  • At least 10 years’ experience directly selling complex technology to large consumer-facing enterprises.

  • At least 5 years’ experience hiring, coaching, and directly managing Enterprise tech salespeople. 

  • Track record of meeting and exceeding both individual and team quotas. 

  • Demonstrated ability to create, sustain, & manage sales funnel activity required to drive >3 strategic-level transactions (ACVs >$400,000 each) annually, while simultaneously building, managing, and improving performance of a sales team of 4-10 salespeople.

  • Demonstrated vision: you have succeeded in shaping for the better the products, positioning, companies, and industries you’ve been involved with in the past. Bonus if you’ve done this at companies that are creating brand new markets, vs. ones that were already well-defined.

  • Proven ability to not only execute a complex sales process (including development & delivery of target-specific value proposition, joint creation & execution with prospect of milestones to move each sales campaign to successful close) but also to iterate and optimize the sales process based on observed friction to drive more successful outcomes.

  • Exceedingly data-driven (high degree of comfort with Excel, Salesforce reporting, modeling out complex pricing scenarios building business cases, and sales forecasting), and obsessed with using a data-driven test-and-learn approach to improving processes and outcomes.

  • Fluent with technical discussions and high-level concepts (solution architecture, technical integration overview, channel-specific use cases, for example, in ecommerce, email, and advertising) and constantly curious about evolving technology landscape for our clients.

  • Experience & high degree of comfort with legal negotiations and contract terms for sales deals such as pricing, contract term, intellectual property rights, indemnities, warranties, limitations of liability, etc. (with support of CEO and external counsel).

  • Established & contemporary network of executive contacts in retail and consumer brand segment, as well as technology partners in the industry.

  • Be great at giving and receiving feedback, knowing your weaknesses and strengths, being a consummate team player, managing up AND down, recognizing when you need help and asking for it, and giving help when others need it. We do not tolerate poor behavior even among high performers.  

RESPONSIBILITIES

  • Set revenue targets for the company, working with executive team and board.

  • Build the sales team (including direct sellers, SDRs, sales support) to meet and exceed these revenue targets: hiring, onboarding, coaching, and managing performance of a team of up to 20 enterprise salespeople, SDRs, and sales support. 

  • Assess existing sales process and make immediate as well as ongoing improvements, using a highly data-driven approach to continually improve KPIs such as time-to-close, CAC, LTV, churn, ACV, etc.

  • Report to executive team, board, and entire company on the performance of the sales team, improvements made, goals and targets, industry trends etc. 

  • Work closely with CEO, marketing, customer success, and product teams to realize the full vision of the company through positioning and product improvements as we define and dominate a brand new market. 

  • Close at least 3 strategic-level transactions (ACVs >$400,000 each) annually as an individual sales contributor.

  • Develop deep relationships with 3-5 technology and industry partners who share our vision and where we have a great joint value proposition, and work to stay on top of mind for partners and find ways to incentivize them to introduce us to their clients. 

  • Represent FindMine at key industry events and client meetings. 

  • Negotiate financial & contract terms & conditions and lead deals to successful close.

  • Evangelize our culture of high performance, high autonomy, and deep devotion to the company, the vision, and one another. 

COMPANY OFFERINGS

  • Competitive salary and equity with generous uncapped commission structure

  • Medical/dental/vision benefits

  • A chance to make a strong impact with your contributions and be a key part of our company growth using technology that’s at the forefront of a revolution in the industry

  • A fun and flexible work environment with truly nice, highly talented people

  • A working parent-friendly company, with generous maternity and paternity leave and flexible work culture. FindMine was voted a top company for millennial women by Mogul.  

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