Enterprise Sales Manager (lower enterprise)

Overview

Reporting to the Enterprise Sales Director as an Enterprise Sales Manager for the lower enterprise segment, you’ll be the quarterback in developing the engagement strategy to target, qualify, demonstrate and close with the value to large enterprise commercial fleets. 

Typical sales will range from $5M to $15M in TCV, and involve POCs, workshops, on-site & virtual meetings, negotiations, and executive selling.

This is an exciting and dynamic role in which you will build a strong pipeline and bring Netradyne solutions to our largest and most strategic customers.

We are looking for people who are passionate about changing the industry and solving big business problems for their customers.

Under the supervision of the Sales Director, the ESM is responsible for achieving sales goals in the assigned named accounts.  The ESM is responsible for prospecting for new opportunities, executing the sales process, assembling cross-functional deal teams as needed to advance opportunities, and closing new customers. The ESM is expected to meet or exceed all Key Performance Indicators for new pipeline development, opportunity progression and conversion, and quota performance.

Responsibilities

As an Enterprise Sales Executive, you’ll own customer interactions with large enterprise fleets from end-to-end. This includes;

• Meet or exceed sales goals for your assigned accounts
• Accurately forecast your business to the rest of the organization
• Always maintain an adequate pipeline sufficient to support your bookings objectives
• Ability to build territory development and detailed execution strategies.
• Targeted outbound prospecting of strategic accounts.
• Owning customer engagements including: rigorous discovery, deal qualification, process management, pilot management, account management and negotiation in a collaborative, team selling environment.
• Work closely with internal departments, including but not limited to: field engineering, program management, solutions engineering, finance, marketing, and fulfillment.
• Represent Netradyne in the assigned accounts at the highest level of professionalism and ethical standards
• Prospect into key accounts consistent with the go-to-market strategy
• Collaborate closely with SDR partners, ensuring that messaging, prospecting tactics, and strategy are coordinated and consistent with the account strategies.
• Develop intimate knowledge of each assigned account, ensuring that account plans are completely developed and that Netradyne is known and differentiated in each account. Work with multiple stakeholders within each account to assemble a complete and accurate view of the possible sales opportunities within each account.
• Approach prospective customers in a consultative fashion in order to fully develop needs, cultivate a sound competitive strategy and opportunity plan, and align stakeholders to the plan.
• Assemble and lead cross-functional deal teams as needed to progress and win opportunities
• Work well with partners, customers, key influencers (ie. Insurance contacts), and others to network and generate referrals that lead to new sales opportunities
• Faithfully execute the sales process as prescribed at all times

Qualifications

• 7+ years of experience in complex quota-carrying sales positions (ie. Enterprise Account Executive) responsible for large ($500k+ ARR) accounts and opportunities
• Bachelor's Degree Required
• Demonstrated track record of meeting or exceeding quota.
• Experience with selling methodologies such as MEDDPICC, target account selling, Challenger, etc.
• Proficiency with Salesforce and Microsoft Teams, etc.
• Detail oriented, self-disciplined, energetic, looking for a career with purpose.
• Thrives in a fast-growing environment, comfortable with ambiguity.
• Strong presentation, interpersonal, and communication skills both in person and via videoconference.
• Travel 50+%

Annual on-target earnings (OTE) range for full-time employees for this position is: $240,000—$300,000 USD (depending on your city of residence and experience) 

Economic Package Includes: 

• Salary + uncapped monthly commission  
• Company equity
• Company Paid Health Care, Dental, and Vision Coverage for you and most of your dependents
• Generous PTO and Sick Leave
• 401(K) with generous company match
• Disability, Life Insurance and Ancillary Benefits
• And much more