Director Of Sales And Alliances

Salary Range: $140,000-$180,000

On Target Earnings: $250k year one, $350k year two, and +$100k per additional year growth potential

This is a fully remote position.

Company Overview

Our Mission at McGaw is to help companies of all sizes realize their customer data is their most valuable business asset. And we help them realize that through systems integrations, analytics, marketing automation, personalization, and funnel optimization.

Our track record is impeccable, and our leadership has supported some of the fastest-growing companies in the world. McGaw’s core client base sells online and has complex data and marketing practices that drive our team to dig deeper daily.

Director of Sales and Alliances Mission:

To thoughtfully help all inbound and outbound leads find solutions to their hardest marketing technology, business intelligence, and analytics problems while building a sales team and department that can achieve exponential year-on-year revenue growth.

Responsibilities

• Manage inbound and outbound lead flows and conduct personable outreach to generate new business opportunities
• Manage sales meetings and the sales pipeline while maintaining accurate records in CRM system
• Develop and execute strategies for building and maintaining thoughtful relationships with prospects, clients, and partners
• Identify, build and maintain strategic alliances with key vendor partners to generate additional pipeline
• Partner with the marketing team and alliance marketing teams on lead generation, lead qualification/scoring, and other sales-based marketing campaigns and content
• Collaborate with services teams to ensure the upsell, expansion, and renewals 
• Design and implement inbound and outbound lead distribution strategies for the entire sales team
• Collaborate with leadership to optimize the sales process, create new and repeatable sales collateral for closing deals, and build reporting to track sales objectives starting your third month effectively
• Schedule introduction meetings, proposal meetings, and lead internal kickoff meetings 
• Keep all deals up to date in CRM and Airtable with status updates, correct pricing, closed dates, and pertinent information of the deal while making sure you have hit all forecasted pipeline targets
• Coordinate, collaborate, strategize with the client and the services team to create new opportunities
• Hire, train, and build sales department and sales vision for the company

Skills, talents, and experiences expected to create superior results. 

• 6+ years of Sales experience
• 2+ years of agency experience working with System Integration and a team size smaller than 50
• 2+ years of Sales leadership experience with hiring and managing 3+ people (i.e., goal setting, resource planning, performance monitoring, career development, managing general welfare, etc.)
• 1+ years of experience managing technology partner sales. Marketing technology experience is a plus.
• Excellent communication and consultative sales skills, with the ability to communicate complex technical challenges and build rapport and trust quickly with prospects, clients, and partners
• Strong problem-solving and creative selling abilities, focused on providing value and strategic solutions to clients' marketing technology, business intelligence, and analytics challenges
• Proactive, planning ahead, thinking in long-term time frames as well as short-time frames
• Highly organized and detail-oriented, with the ability to manage multiple priorities and meet deadlines in a fast-paced environment
• Self-motivated and goal-oriented, with a passion for continuous learning and growth in the marketing technology and analytics industry
• Analytical mindset, capable of evaluating lead qualification criteria and refining processes to improve efficiency and outcomes
• Experience working at a tech company with under 100 employees
• Experience working in a company larger than 200 employee
• Technical skillset with experience selling the implementation of CDPs, Event-driven Analytics, and Marketing Automation tools
• Location requirement: US-based or Europe-based so they can cater to both US and, in the future, expand to European market

Observable indicators to let you know you are performing well in this role. 

• Reduction of CEO involvement in the sales process by 75% in 3 months
• Close $30k in MRR from new deals by the end of your 3rd month
• Generate 30+ new prospect accounts for new sales pipeline by the end of 3rd month
• Have 12-month sales forecast build based on previous metrics by the end of 3rd month
• Closed $60k a month in new sales by 6 months
• Expanded current account revenue by $25k a month by the end of 6th month
• CEO removed from 95% of the sales process by the end of 6th month
• Built a repeatable upsell and cross-sell process by end of 6th month.
• Hire 1-3 additional sales personnel by 12 months

Benefits:

• $25 monthly Starbucks allowance 
• $50 monthly Uber Eats allowance 
• Maternity/Paternity Leave
• Unlimited PTO
• Flexible hours 
• Work remotely 
• Competitive salary with opportunities for bonuses
• Company Laptop, Monitor, and other equipment needed for remote setup 
• Federal holidays off for US-based employees, local holidays off for non-US-based employees
• Radically transparent workplace
• Ample opportunity to implement your ideas and suggestions
• Become a thought leader in the marketing technology community
• Continued education and training that exceeds what you have ever seen before 
• Delivered care package when you are sick
• Birthday and Anniversary gifts

Job Description 

We seek a highly competitive, charismatic, and technical Director of Sales and Alliances to hit our aggressive revenue targets. You will be expected to learn, build upon, and optimize our current sales process, focusing on delivering value and building strong relationships.

You have strong experience in consultative sales working at a systems integrator with with CDP, analytics, and custom data solutions. You have years of experience selling to the midmarket C-suite, VPs of marketing, VPs of Analytics, VPs of Product, etc., of industry-leading companies. With your solution-based approach that focuses on helping, not hard-selling, you can build strong relationships that will keep us top-of-mind with our prospects. 

You are in sync with our client’s executive leaders, aligning them to different departments in their company focusing on metric-driven business cases that our team can deliver to maximize clients’ revenue and help them reach their goals. 

In your first 3 months, you will be trained on the current sales process and responsible for qualifying and categorizing leads so we can focus on the highest-value prospects. Reaching out to high-value and qualified prospects to set meetings will be a daily activity. You will collaborate with the services/solutions team to create custom solutions that will be translated into proposals. 

During your first 3 months, you will be working to close as many deals as possible from our inbound marketing leads while also building our outbound hunting program. At the same time, you will begin building relationships with your counterparts at our vendor partners and form strong alliances with their partnership and sales teams.

You will focus on optimizing our partnership program processes and execute co-marketing campaigns in collaboration with McGaw and Partner marketing teams. 

By your 4th month, you will begin to focus on running the sales process independently. You will partner with the services/solutions team to gain approval on custom packages and partner to close deals.

Within your 4th to 6th month, you will partner with the management and marketing teams in optimizing the sales program through new sales collateral and presentation decks. As this process is being built, you will also focus on supporting our solutions and services team with account expansions (e.g. renewals and upsells). Your team will ultimately fully cover all sales deals from new to current customers. You will have fine-tuned the partnership process and have laid the foundation to continue building the best alliances motion in the market.

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