Head of Enterprise Sales, New Business

| Chicago | Hybrid
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Sprout Social is looking for a collaborative, deal-centric and data-driven Head of Enterprise Sales, New Business with experience in building world class B2B Enterprise SaaS leadership and sales organizations. Sprout Social is used by over 25,000 brands worldwide including: Make-A-Wish Foundation, Chicago Bulls, Subaru and Edelman. These businesses rely on Sprout to create stronger relationships with their customers through social media.

The ideal candidate should be a deal-centric, data-driven and operational sales leader with a proven track record of managing sales teams to achieve aggressive revenue targets. They must be driven on meeting (and exceeding) revenue, operational goals, and strategic goals as well as foster the professional growth, development, and success of their team members. They will spend the majority of their time coaching, counseling, and mentoring their team in all aspects of sales leadership, sales and effectiveness as well as working cross-functionally with Marketing, Operations, Product and Enablement. They will also provide timely and practical feedback to senior leadership in both sales and marketing for interesting go-to-market strategies that will elevate the company. If you are an energetic and driven leader who has a strong command of B2B SaaS Enterprise sales leadership, we’d love to talk to you!

Responsibilities

  • Overseeing the sales execution strategies and tactics focused on quota attainment by the Enterprise New Business teams. This includes best practices in prospecting, opportunity management, objection handling and closing. 
  • Working with senior leaders across the organization to identify successful Enterprise strategies and tactics as well as developing a strategic business plan to successfully achieve the targeted business objectives.
  • Coaching and driving the Sales teams on a daily basis to achieve stated goals and quotas. This will be accomplished by measuring and monitoring prospecting, opportunity management and closing. 
  • Working hand in hand with our Head of Enterprise Marketing to understand our inbound and outbound funnels in real time. 
  • Driving accountability through performance management and commitment to sales coaching and development for every team member.
  • Partnering with Sales Enablement to ensure constant coaching and career development of the team.
  • Accurately forecast weekly, monthly and quarterly sales projections.
  • Attracting, recruiting, onboarding and retaining top sales talent in a proactive manner to ensure full staffing.
  • Collaborating with peer groups and leadership to share best practices as well as problem solve and implement solutions that will drive team performance.

Qualifications

These are the minimum qualifications that our hiring team is looking for in this role:

  • 8+ years of sales leadership experience including 4+ years managing front-line leaders 
  • Consistent and measurable track record of success that you can easily speak to and highlight
  • Experience working closely with cross-functional stakeholders across Marketing, Sales Operations, Enablement, and Product teams

Additionally, these are the preferred qualifications that would indicate a particularly strong candidate:

  • Deep understanding of prospecting, opportunity management and closing in B2B SaaS 
  • Demonstrated passion for hiring, developing and coaching top sales talent
  • Exceptional communication skills and analytical business acumen 
  • Expertise with Salesforce, Tableau, Marketo, Gong and Outreach a plus!

Within 1 month, you will…

  • Complete Sprout Social’s new hire training & onboarding program alongside other new Sprout team members. You’ll gain a broader understanding of our products and how your role fits into the organization.
  • Partner with the VP Global Enterprise and  Leadership to define key success metrics for your role and how you will measure against them.
  • Meet your team in 1:1s to understand what’s working, what’s not, and gather learnings to implement into your role.
  • Dive right into our platform to learn about what makes our platform unique and why customers love our solutions.
  • Learn Sprout’s go-to-market messaging, key differentiators, develop and personalize segment-specific value propositions.
  • Learn the relevant customer stories and case studies to justify your value propositions with real ROI examples from the field.
  • Review relevant metrics for the Enterprise New Business team. 

Within 3 months, you will…

  • Meet with leaders throughout the Sales, Marketing & Customer Success organization that share responsibility for obtaining similar targets and identify areas of opportunity.
  • Partner with cross-functional leaders in Sales & Customer Success, Marketing, Sales Operations and Sales Enablement to build relationships and understand working models. 
  • Establish a strong understanding of sales enablement, create/analyze team reports, and identify coaching opportunities.
  • Begin coaching and mentoring team with call shadowing and role plays to help them improve, both professionally and personally.
  • Assist in deal strategy.
  • Create an early concept of the future plan for your team and begin prioritizing key roles and areas of expansion.
  • Understand the inputs/outputs of the Enterprise business and develop a perspective on where we can improve.
  • Participate in weekly Pipeline meetings with Business Development and Marketing to ensure we have transparency and accountability over all of our funnels.

Within 6 months, you will…

  • Understand our inbound and outbound funnels intimately; be able to proactively identify when we’re falling short and ways to modify to ensure we exceed target on a monthly basis.
  • Have deep relationships with Marketing and have shared accountability over our funnels.
  • Measure initial process improvements and make adjustments where appropriate.
  • Have built strong cross-departmental relationships with Marketing, Sales Operations, Enablement and Product teams.
  • Step up as a leader to share best practices across the Sales & Customer Success organization and help others grow from your experiences.
  • Meet agreed-upon goals and targets relating to revenue targets and team productivity.
  • Continue to develop your team, both personally and professionally.
  • Become a Sprout Social and social media expert to confidently speak to ever-changing trends, new product features and platform enhancements to help our customers realize their full potential and accomplish their goals.

Within 12 months, you will…

  • Consistently meet and exceed monthly pipeline and revenue targets.
  • Obtain (solicited and unsolicited) and act upon peer, customer, and leadership feedback.
  • Be recognized as a subject matter expert and leader at Sprout.
  • Establish and begin executing against the long-term plan for your team and your career.
  • Promote members on your team and begin creating a bench of new talent.

Of course what is outlined above is the ideal timeline, but things may shift based on business needs and other projects and tasks could be added at the discretion of your leader.

About Sprout Social

Sprout Social powers open communication between individuals, brands and communities through elegant, sophisticated software. We are relentless about solving hard problems for our customers and committed to both customer and team success.

Team Sprout is a group of very talented, smart and passionate people with broad interests and backgrounds. We believe that true employee engagement cannot happen if you can’t bring your whole self to work, so we’re committed to building a diverse team, embracing an inclusive culture and investing in equity across our organization. That dedication is core to Sprout. We want all candidates, particularly those coming from traditionally underrepresented groups in the technology industry, to know they are welcome at Sprout.

We’re proud to regularly be recognized for software, product and company culture achievements. Our team’s shared belief in Sprout’s mission promotes a culture of openness, empowerment and fun. We have built a benefits program to match the strength of our team. This program includes:

  • Insurance and benefit options that are built for both individuals and families, including generous company contributions
  • Progressive benefit offerings like our parental leave program 
  • High-quality and well-maintained equipment - your computer will never prevent you from doing your best whether you are in an office or working remotely
  • State of the art offices in cities where Sprout has physical locations (Chicago and Seattle) for those that prefer an office setting
  • Solid programs in some of the staples: medical coverage, disability and life insurance
  • Wellness initiatives to ensure both health and financial well-being of our team
  • Growing corporate social responsibility program that is driven by the involvement and passion of our team members

Sprout Social is proud to be an Equal Opportunity Employer and an Affirmative Action Employer.  We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, marital status, order of protection status, citizenship status, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. If you need a reasonable accommodation for any part of the employment process, please contact us by email at [email protected] and let us know the nature of your request and your contact information. Requests for accommodation will be considered on a case-by-case basis. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.

For more information about our commitment to equal employment opportunity, please click here (1) Equal Opportunity Employment Poster  (2) Sprout Social's Affirmative Action Statement (3) Pay Transparency Statement.

When you apply for employment with Sprout Social, we will process your job applicant data, including your employment and education history, transcript, writing samples, and references as necessary to consider your job application for open positions. For more information about our privacy practices please visit our Privacy Policy. California residents have additional rights and should review the Additional Disclosures for California Residents section in our Privacy Policy.

Additionally, Sprout Social participates in the E-Verify program in certain locations, as required by law. We value the things that make us different and want to see how you can make our team better!

Whenever possible, Sprout wants to provide our team with the flexibility to work in the location that makes the most sense for them. For those that prefer an office setting, this role may be based in our Chicago or Seattle locations. If you prefer to work from your home, we can accommodate that for many locations across the United States. We are not set up in all states, however, so please take a look at the drop down box in our application. If your state is listed, we're good to move forward. If not, we're not able to hire in your state at this time. If you'd like to stay in touch with us in case that changes in the future, please apply and we'll save your application for possible future consideration.

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Technology we use

  • Engineering
  • Sales & Marketing
    • JavaLanguages
    • JavascriptLanguages
    • PythonLanguages
    • SqlLanguages
    • SwiftLanguages
    • D3JSLibraries
    • ReactLibraries
    • ReduxLibraries
    • DjangoFrameworks
    • HadoopFrameworks
    • SalesforceCRM

Location

131 S Dearborn, 7th Floor, Chicago, IL 60603

An Insider's view of Sprout Social

What’s the vibe like in the office?

We are invited to bring our authentic selves to work. The result is a culture without pretense.

Aja Saunders

Receptionist Systems Specialist

What's the biggest problem your team is solving?

The Growth Activation squad is focused on the challenge of retaining trial users and converting them into subscribers. We find solutions by A/B testing our features, using data science for quantitative analysis, using user interviews for qualitative analysis and working with other teams at Sprout on Growth strategies.

Andrew Kos

Senior Software Engineer

How has your career grown since starting at the company?

When I first joined Sprout, I could count the entire Sales team on one hand. Since then, my career has taken a variety of paths, from training and enablement to assisting our Sales team from a strategic perspective as a Solutions Engineer. Thanks to a workplace environment that fosters growth, I’ve been able to advance my career at Sprout.

Jordan Balkin

Solutions Engineer, Sales & Success

How do you empower your team to be more creative?

Instead of turning down ideas that seem unattainable, we encourage our teams to think through how we can solve challenges in unique ways. By testing and experimenting, we create an environment that fosters innovation and promotes creative thinking.

Jamie Gilpin

CMO

What's something quirky about your company?

At the conclusion of our company wide Kickoff party, tubs of McDonalds cheeseburgers mysteriously appear and rain down on us like a blizzard in the Chicago winter. But a good blizzard.

Molly Jones

Senior Employee Experience Manager

What are Sprout Social Perks + Benefits

Sprout Social Benefits Overview

We’re proud to regularly be recognized for our team, product and culture. Our benefits program includes:

- Insurance and benefit options that are built for both individuals and families
- Progressive policies to support work/life balance, like our flexible paid time off and parental leave program
- High-quality and well-maintained equipment—your computer will never prevent you from doing your best
- Wellness initiatives to ensure both health and mental well-being of our team
- Ongoing education and development opportunities via our Grow@Sprout program, employee-led diversity, equity and inclusion initiatives and mentorship programs for aspiring leaders
- Growing corporate social responsibility program that is driven by the involvement and passion of our team members
- Beautiful, convenient and state-of-the-art offices in Chicago’s Loop and downtown Seattle, for those who prefer an office setting

Culture
Volunteer in local community
Partners with nonprofits
Open door policy
OKR operational model
Team based strategic planning
Pair programming
Open office floor plan
Flexible work schedule
Remote work program
Diversity
Documented equal pay policy
Dedicated diversity and inclusion staff
Mandated unconscious bias training
Diversity manifesto
Diversity employee resource groups
Hiring practices that promote diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability insurance
Dental insurance
Vision insurance
Health insurance
Life insurance
Pet insurance
Wellness programs
Mental health benefits
Financial & Retirement
401(K)
401(K) matching
Company equity
Employee stock purchase plan
Child Care & Parental Leave Benefits
Generous parental leave
Family medical leave
Vacation & Time Off Benefits
Unlimited vacation policy
Generous PTO
Paid volunteer time
Paid holidays
Paid sick days
Office Perks
Commuter benefits
Company-sponsored outings
Free daily meals
Free snacks and drinks
Some meals provided
Company-sponsored happy hours
Fitness stipend
Home-office stipend for remote employees
Onsite gym
Professional Development Benefits
Job training & conferences
Lunch and learns
Promote from within
Mentorship program
Continuing education available during work hours
Online course subscriptions available
Customized development tracks

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