Senior Sales Manager for Sustainability
- Develop personalized coach plans and provide regular coaching sessions with each team member to discuss performance and provide feedback on areas for improvement
- Mentor and encourage a growth mindset amongst the team
- Identify and recruit top-performing sales talent and manage performance and disciplinary challenges
- Assess and set account territory priorities for the team
- Develop and maintain accurate sales forecasts and regularly review and adjust sales plans and forecasts
- Use data to monitor performance and identify trends or areas for improvement
- Develop sales strategies and tactics that align with company goals and customer needs
- Observe, assess and monitor seller outreach, deal pipeline and deal quality
- Build strong relationships with internal peer teams and leadership to drive strong cross-organization success
- Build relationships with external customers, prospects and partners, to support the go-to-market strategy
- Encourage cross-functional collaboration to ensure the sales team has the support and resources they need to succeed
- Foster a culture of teamwork and collaboration within the sales team to promote knowledge sharing and best practices
- Encourage feedback and open communication to ensure all team members feel heard and valued, and to address any issues or concerns
- 8+ years experience in a related role - enterprise technology or similar complex solution sales
- 3+ years of progressive sales management experience - preferably in software or technology organizations across both mid size and large customer account segments
- Undergraduate Degree or equivalent combination of knowledge and related career experience
- Knowledge of customer challenges related to sustainability and/or carbon accounting
- Understanding of the Software as a Service (SaaS) business model
- Proven sales track record of achieving (and exceeding) sales quota targets in the field selling complex technology or software solutions
- Ability to provide deal support and guidance to sellers on both large enterprise and mid-market accounts
- Ability to manage and coach a diverse team of sales professionals
- Exceptional communication skills and business acumen
- Executive presence with the ability to communicate at the most senior level
- Ability to identify and understand the power of influencers versus buyers and how to navigate the nuances of each during the sales cycle
- Ability to lead your team to manage multiple complex sales cycles simultaneously
- Ability to negotiate pricing with a focus on retaining value
- Up to 50% travel for regular customer meetings and events
- Reliable internet access required for any period of time working remotely and not in a Workiva office
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