The position

Root Enterprise seeks a seasoned leader who is passionate about technology and changing the way insurance companies operate. In this role, you will lead the overall functional and strategic coordination of the sales team and the leadership of all of the sales activities of the business. In addition, you will own the acquisition of new customers, including initial market demand generation and all lead-to-close activities. 

You will be a natural leader who has led regional sales in a SaaS business. Root Enterprise is a 'pay for performance' business model and charges customers based on active users, with no long-term commitments. For long-term success, this Sales leader will ensure a strong strategic fit at the time of initial customer acquisition. 

You are highly entrepreneurial, strategic, and results-oriented with proven success in building and leading a regional team, building sales programs and processes, and cross-functional collaboration. They will have the ability to set the vision, build a team, and execute measurable results. 

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Reports to: General Manager of Root Enterprise

What you'll do.

• Lead a highly motivated and high-achieving regional Sales team, including hiring, training, mentoring, and leadership
• Develop and operationalize sales processes, from lead to close
• Develop and implement the best and most effective processes, tools, and motivational activities to support sales activities that are rooted in solid, repeatable practices
• Hold people responsible for performance, define and manage the monthly and quarterly sales objectives and build internal metrics to bring detailed visibility to sales performance
• Measure and manage the pipeline, and provide accurate ongoing forecasts
• Drive sales cycles for critical wins, successfully uncover problems, present solutions, manage the sales cycle, and close deals in important and high-visibility transactions
• Work with Marketing to set the vision and execution of demand generation activities
• Own commercial agreements with customers, including evolution of terms and negotiation processes
• Work closely with Partnerships to define and expand channel partner program
• Work closely with cross-functional stakeholders - operations, customer growth (high adoption/expansion), marketing (demand generation), solutions architects, legal/finance (contracts)

What we're looking for.

• 15+ years experience in SaaS Sales
• Bachelor’s degree. Master's degree or equivalent is a plus.
• Experience running a regional SaaS sales/BD team across North America
• Track record of delivering sales pipeline and customer growth with Enterprise customers
• Experience in B2B and SaaS/subscription selling, focused on collaboration
• Experience building and leading regional teams
• Experience managing executive-level relationships at the C-level