Drift: Director, Enterprise Sales

About Drift

Drift is the new way businesses buy from businesses. With its quickly evolving set of tools and playbooks, Drift is the worlds leading conversational marketing platform, trusted by top enterprise businesses like Marketo, Okta, Outreach, Ellie Mae, and over 150,000 other businesses. Sales and marketing teams rely on Drift to connect now with the customers who are ready to buy now. Based in Boston, Drift was founded by serial marketing technology entrepreneurs David Cancel and Elias Torres and is backed by leading venture capitalists including CRV, General Catalyst, and Sequoia.

What you'll be doing on the team:

  • Drive revenue through new customer acquisition, meeting or exceeding all sales targets and performance metrics
  • Lead, inspire, manage, and mentor 4-8 experienced sales executives to maximize their individual potential and professional growth as well as ability to function effectively as a team
  • Build a culture of accountability and urgency by transparently leveraging metrics and reporting to drive the right behaviors
  • Develop a deep understanding of our product messaging, technology platform, partner ecosystem, and competitive landscape
  • Cultivate an environment of teamwork, openness, creativity, and continuous improvement
  • Support and assist sales executives with all aspects of the sales process including client presentations, proposals, contract negotiations, and final close
  • Develop and maintain accurate forecasts
  • Identify topics and partner with sales enablement to plan product and competitive training sessions
  • Build excellent working relationships with all key business leaders, colleagues, and broader team
  • Listen carefully to prospects and clients to provide market feedback to the Product team and help prioritize functionality needed to drive sales opportunities
  • Partner with Customer Success to provide new customers a seamless onboarding experience
  • Creatively identify and help drive new programs to improve the sales organization
In one month you'll
  • Attend comprehensive organization training and learn the Drift story, how we work and our goals for the future
  • Complete our in-depth product training, including learning how to use the product within the Enterprise business
  • Establish 1:1 meetings with your VP and a cadence for your weekly forecast and reporting
  • Establish 1:1 meetings with your direct reports and set appropriateexpectations for their weekly updates
  • Meet with key players across the organization in Product, Marketing, Customer Services, Data Operations, Legal
  • Attend at least 10 videoconference or in-person demos with your team members
  • Seek feedback, notconsensus

By month 3 you'll

  • Master Drift pitch and value proposition andbecomeknowledgable of several Enterprise use cases
  • Fully understand our internal ecosystem and be able to collaborate cross-functionally to lead a best in class sales process
  • Determine how to forecast your team number as accurately as possible on a monthly and quarterly basis
  • Create and collect Enterprise materials that can be used for training purposes and be stored on the Enterprise Wiki for efficiency and consistency
  • Determine the sales math needed for your team including total pipeline, activities, deals across stages on a weekly and monthly basis
  • Understand inbound and outbound marketing programs and determine what mix is needed for your team's success
  • Be a curious learning machine
By month 6 you'll
  • Build and manage a strong team pipeline of prospective customers and expansion opportunities and provide accurate sales forecast through Salesforce
  • Lead your team to drive complex, enterprise deals from initial contact through close within a fast paced environment
  • Develop strong collaborations with Enterprise CS to support the growth of our ENT customer base
  • Hire, train and ramp new talent on the team to continue to drive growth on the Enterprise team in 2020
  • Through your leadership, coach your team to be role models within Drift
  • Bring your thinking, strategy and ideas to the team to advance our unique culture and vision for the future
  • Practice extreme ownership

About you and what type of skills youll need:

  • Minimum of 6+ years of successful enterprise outbound B2B SaaS sales experience with at least 3+ years of management
  • Demonstrable track record of above target performance, especially in a startup environment
  • Smart, organized, self-motivated, flexible and team player
  • True mentor and colleague
  • Clear and direct communicator
  • Consistently exceeds expectations
  • experience selling to CMOs or S/VPs of Marketing
  • experience selling a product for a category creator / notbudgeted for already
  • experience with working in a growing company vs. an established, known Enterprise brand
  • trained on MEDDIC and/or other Enterprise sales methodology

Drift is committed to being an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. Drift is committed to providing reasonable accommodations for candidates with disabilities in our recruiting process. If you need any assistance or accommodations due to a disability, please let us know at disabilities@drift.com

Full-time