Head of Sales - Enterprise at Engagio
San Mateo, CA, US
What we're Building
Account-Based Marketing is the new Inbound Marketing. It's taken the world by storm. With the typical enterprise sales cycle involving an average of six stakeholders or more, companies are shifting their marketing dollars, headcount and resources to focusing on a smaller group of prospects that are "good fit" accounts. Engagio's Account Based Marketing platform helps companies make the shift from a lead-based to an account-based GTM, create engagement in their target accounts, and measure the success of their efforts. We've gone from Zero to 5M ARR in less than 2 years with a live product. We've also raised over $32 million in funding from Norwest, FirstMark, Storm Ventures, and First Round Capital.
This isn’t our first rodeo. Our CEO, Jon Miller, has been instrumental in building two of the largest marketing technology companies in the past 20 years including Epiphany (IPO: 1999); and most recently as co-founder of Marketo; (IPO: 2013 - Nasdaq: MKTO). Additional senior leaders come to us from Eloqua (acquired by Oracle), Marketo & Platfora (big data).
We're up and over 200 customers now and are seeing some amazing traction. We've reached no less than 93% of our team number since May 2017 and are gearing up to grow like crazy. As a result, we're looking for a front line sales leader (player / coach) to scale our Enterprise business unit. This person will inherit a team of 2-3 existing sellers and run a few strategic deals themselves for the first six months or so. The ideal candidate has managed managers before and is someone that could eventually run all North America and has experience selling large deals in International Markets.
Own all Sales responsibilities for our Enterprise Business unit: 2500+ employees
Pave the trail for predictable ENT new customer acquisition: refine the pitch, help e-staff prioritize key ENT product features and leverage Miller-Heiman's Strategic Selling methodology as we scale.
Hire, train and develop Enterprise Account Executives that can create value and provide a top-notch buying experience for our prospective and existing customers
Close large, complex deals involving multiple executive level stakeholders
Exceed revenue, pipeline and activity goals on a monthly/quarterly basis
Roll up sleeves and ride along on deal calls when necessary and/or get on a plane if the deal size makes sense (this role will be hands-on)
Maintain accurate and timely customer, pipeline and forecast data
Work w/ Marketing and Sales Leadership on Programs and Field Events to maximize our CAC and GTM effectiveness
Hold Weekly 1:1s to provide tactical sales help and long-term career development
Lead Weekly Sales Meetings that teach, engage, educate and motivate your team and eventual team(s) to maximum performance
Own all Sales responsibilities (including MidMarket) when VP Sales is traveling, out of office or off the grid.
This can be a remote role - but if so, the ideal candidate has expectations to travel to our office often in San Mateo, CA.
At least 5 years of direct sales management experience. Ideal candidates have more.
At least 2 years experience in sales management within a line of business SaaS application w/ ACVs between 50K - 1.5M ARR.
Be a trailblazer - ABM is just starting to get on the radar of large ENT companies - you'll need to coach and hire AEs that can educate, hunt and expand in an emerging market without big company resources
Experience leading AEs who sell to VP or C level executives in large companies – a track record of selling technology or products to marketing or sales is a plus
Consistent track record of success against team quotas
Strong interpersonal and communication skills - can control a room and command attention
An infectiously positive attitude and outlook
Entrepreneurial mentality - Think company first, then team, then self.
A Bachelor's Degree is Required.
Build a great software company, united by a common vision of the 1:1 future that uses data and analytics to make every interaction more intelligent, more personalized, and more relevant.
1. Freedom and Transparency
2. Happiness and Positivity
3. Excellence and Execution
Free Philz coffee
Medical, dental & insurance
Guaranteed annual 3.14 pay increase
Great downtown San Mateo location Close to Caltrain
Flexible work hours
Fun monthly events
Fully stocked kitchens
Weekly educational classes & catered lunch
*Engagio is an equal opportunity employer. *
Candidates must complete in order to qualify for the position:
Criminal background check