Senior Director, Sales - Pacific

We are seeking a highly motivated and results-driven Senior Director of Sales to drive sales and lead a new team in the West.  As a Director of Sales, you will be at the forefront of driving the adoption of our cutting-edge Continuous Testing Software, revolutionizing the IT industry's DevOps practices.

Your role will be pivotal in engaging, educating, and transforming how our customers deliver superior software quality to market faster than ever before. This is a people leading position that will manage a team of reps that will cover the Western US including California, Nevada, Washington state, Oregon, Idaho, Alaska, New Mexico, Colorado and Utah.

This position will be remote.

Key Responsibilities:



* You will accurately forecast quarterly, and annual revenue numbers for assigned region, dedication to the number and to deadlines.


* You will direct sales activities within assigned area, set expectations, provide mentorship, prioritize efforts, hold the team accountable for building pipeline and executing each phase of the sales cycle.


* You will coach sales team to uncover new opportunities, develop net new logos, build champions, present specific use cases, demonstrate the differentiated value of Tricentis products and services, and negotiate favorable pricing and terms by selling value and return on investment.


* You will recruit, hire, onboard, and retain an all-star sales team


* You will train new hires on sales process, ensure standards of success are clearly articulated.


* You will consistently deliver license and service revenue targets – ensuring company revenue goals, and that objectives are achieved quarter over quarter and year over year.


* You will work as a team for the most efficient use and deployment of resources; collaborate with sales engineering, channels/alliances, professional services, product, legal, marketing, and engineering teams to create a flawless customer experience.


* You will use CRM systems (Salesforce) extensively.

Qualifications:



* 8+ years sales leadership experience


* Managed team quotas >$10M ARR


* Managed 50%+ YOY quota and team growth


* Transformational sales experience (C level and C-1) in F100


* Experience with >$2M ARR deal sizes, 12+ month sales cycles


* Experience selling into IT / Business Apps / Infrastructure / DevOps / App Dev groups


* Experience with target account selling, solution selling, and/or consultative sales techniques; knowledge of MEDDIC/MEDDPICC and Challenger methodologies is a plus.


* Highly professional persona and polished demeanor.

Strong verbal/written communication and presentation skills; effective at delivering executive level presentations

Profile:



* Field General with strong leadership qualities and executive presence


* Technical acumen with relevant technology experience:  DevOps, Automation, SDLC


* Experienced frontline manager leading a team focused on Key Accounts...