Director of Sales
Reports To: VP of Sales & Success
COVID-19:
When the COVID-19 Pandemic hit in March of 2020, we were one of the first companies to send our people to work from home. And since then, we’re still (mostly) working remotely. Our first core value is “People First” and the pandemic has reinforced how true this value reigns to us. Our office is located in the Chicago loop, and those that want to may work in-office. For the rest of us, we have “figured out” how to work remotely and we will continue to do so until at least October of 2021. We know the world is shifting and we are too. Let us know what your preferences are for being in-office, hybrid or remote only. Welcome to BenchPrep!
About Us:
We deliver the most advanced and flexible learning experience for certification, credentialing, test prep, continuing education, and training. Our cloud-based learning platform is designed to help training organizations, associations and the extended enterprise deliver a highly engaging and effective learning experience for users who are trying to advance their careers. We incorporate the latest in learner-centered technology, including personalization, gamification, data science, usability and omni-channel delivery.
We’re sitting in a pivotal time in the BenchPrep history. The number of learners on our cloud-based learning platform has reached 6 million in 2021.
We’re committed to helping students learn better, and that starts with our own people.
About the role:
BenchPrep is looking for an ambitious, metrics-driven sales leader who is seeking to develop a small sales organization and drive revenue in a startup environment. As the Director of Sales, you will advocate for your team while working to support our broader mission. You should use your creativity and knowledge of sales processes to provide innovative ideas for business growth. You will own all aspects of revenue generation processes, go to market strategies and execution. You have a proven track record of success with defining the sales playbook, sales execution, recruiting, management and operations while exceeding growth expectations year over year. You will be responsible for creating excitement, trust, and driving revenue for our unique learning platform.
Leadership & Coaching Challenges:
- Build and lead a high performing sales team via strategic guidance, industry insights, and sales training; while focusing on quantitative results
- Oversee a small team of Enterprise Account Executives, accountable for developing their functional skills and career paths
- Ensure the attainment of assigned sales quotas by leading the sales process, providing direction and recommendations to improve sales close ratios, conduct pipeline reviews and provide weekly call coaching
- Coach and mentor a growing sales team by delegating responsibility, empowering decision making, and fostering collaborative communications
- Drive team to manage their pipeline with diligence and timeliness to support accurate reporting and forecasting for current & future quarters
- Support the sales team in negotiating contract terms, manage deals to a successful closing, and ensure a smooth transition to the implementation and customer success teams
Sales Operations & Execution Challenges:
- Accountable for forecasting accuracy, and achievement of sales, profit, and strategic objectives
- Establish performance metrics and utilize reporting tools to monitor the results of direct reports, while providing concise forecasting and reporting
- Maintain a high level of pipeline, funnel and CRM discipline by including accurate forecasting around revenue; i.e. ensuring entire team records meeting activity, opportunity value and close/won dates, etc.
- Equitably assign salesforce quotas and territories while ensuring the firm's financial objectives are optimally allocated to all sales channels and resources through the quota program. Accountable for the timely assignment of all sales organization objectives.
- Work closely with our product team to develop a deep understanding of our product, competitive positioning and how it integrates with our clients’ needs
- Engage with internal stakeholders to collaborate on opportunities, resolve customer issues, share best practices and partner with cross-functional teams.
- Proven ability to develop and maintain strong relationships with executive-level decision makers and champions.
- Partner with Marketing and SDR teams to strategically target accounts.
- Actively listen to and synthesize feedback from prospects and team members to adjust sales strategy accordingly.
- Educate customers about complex ideas, insights or solutions in an elegant, articulate and meaningful way.
We are searching for:
- 10+ years' proven experience leading sales teams, ideally in the SaaS environment.
- Experience overseeing and developing a sales team
- Strong proficiency in using Salesforce
- Have a strong “hustle” mentality with desire to work in a dynamic startup environment where your input can help shape our offerings
Life at BenchPrep:
We work at BenchPrep because we’re dedicated to the mission and each day have an opportunity to be challenged and learn. We work hard, eat well, and have lots of fun. Culture is our lifeline at BenchPrep. We celebrate our people, both professionally and personally. We focus on flexibility - both in work/life balance, but also everyday in operating with agility. We care about learning so much that we offer employees $1,200 annually to develop their skills. It’s no wonder we were selected in Inc’s Best Workplaces of 2020 and Crain’s 2020 Best Places to Work in Chicago lists.
We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
We are looking for high performing and motivated professionals who are excited about the chance to leverage technology to impact the lives of millions of learners. Join us.