Enterprise Sales Director - East at WorkFront
Massachusetts, US

Workfront is a leading provider of modern work management software. We are a dynamic, fast-growing company with great opportunities, top-ranked benefits, and an employee-focused culture. We are seeking an experienced enterprise-class Sales Director to join and lead a team of overachieving professionals. You will be part of the East Sales team, focused on generating new and growth business within a defined enterprise segment.

 

Each Sales Director is responsible for achieving targeted quotas associated with the assigned accounts within your team. In this role, the Sales Director will lead, coach and develop the skills of the team to help them become one of the most effective and disciplined teams in the industry. The right candidate will be a sales and business consulting professional with a proven track record of leading an enterprise-class sales team in closing complex sales opportunities.

 

Responsibilities: 

 

  • Lead an enterprise-class sales team to meet and exceed quarterly and annual quotas;
  • Formulate and execute a sales strategy within the assigned territory, deliver pipeline development, acquire new customers and grow revenue;
  • Forecast accurately by ensuring documenting all activity and stage progression in Salesforce.com
  • Drive a team of sales executives to generate new pipeline and exceed new business quotas
  • Effectively and accurately manage current and potential opportunities new and growth opportunities
  • Leverage established sales process to lead a team to deliver “Go Deep” and “Go Broad” growth revenue
  • Acquire and integrate industry knowledge related to general trends, emerging technologies, and competitors
  • Continually improve upon sales and product technical skills for your team through a professional development process
  • Provide leadership and direction in a team environment
  • Travel to customer locations as required

 

Desired Skills & Experience:

 

  • 7+ years of solution sales experience selling CRM, ERP, HCM or similar business applications to large, complex organizations (SaaS experience preferred)
  • Proven track record in developing and managing successful SaaS sales teams
  • Goal oriented, with a verifiable track record of overachievement (President’s Club, Rep of the Year, repeated history of leading teams to exceed sales quota)
  • History of managing a team to consistently exceed quota
  • Experience mentoring a sales team on building a sales pipeline and closing business
  • Must be comfortable “walking the halls” and working face-to-face at all levels of an organization
  • Knowledge of the work management, project management and portfolio management market space, competitors and related industries
  • Ability to gather information on customer business processes, critical success factors, and competitive standing to deliver value-added business solutions
  • Excellent presentation skills, business writing skills and oral communication skills
  • Experience growing a new sales team strongly preferred
  • Experience with MEDDIC / MEDDPICC sales approach strongly preferred
  • Strong knowledge of Salesforce.com is required
  • Minimum – BS or BA degree (MBA is a plus)
  • Must live in territory
  • Travel 50%