Manager of Corporate Sales

Requirements

• The ideal candidate can scale an effective high-velocity sales process and is exceptional at inspiring customers and prospects through a sales cycle
• 5-7+ years overall experience in technology sales
• 2-3+ year experience as a high-growth SaaS leader/manager leading a corporate sales team
• Passion for coaching, mentorship, and team management with evidence of managing high-performance teams
• Strong track record of achieving sales targets across teams and individually
• Experience managing and coaching through the full sales cycle from prospecting to closing
• Experience and are comfortable leveraging sales methodologies such as Command of the Message, Force Management, MEDDPICC
• Experience using Salesforce for accurate forecasting
• Experience in hiring and training talent at scale
• Ability to function in a “Player/Coach” capacity

What the job involves

• Cockroach Labs is looking for a Manager of Corporate Sales to join our outstanding sales organization
• In this role, you will be responsible for overseeing and motivating a team of Inside Sales Representatives and will be measured by your team’s overall quota attainment, new business acquisition, and expansion into existing customer accounts
• You will provide strategy, mentorship, and guidance for your team, who are responsible for driving new business through the full sales cycle
• Manage, coach, and scale a team of Corporate Sales Representatives
• Guide a team in achieving and exceeding monthly, quarterly, and annual targets
• Monitor high-velocity sales performance: activity, pipelines, forecasts, and closed deals to ensure quota attainment
• Manage the sales funnel from prospect to close and create metrics to improve performance
• Drive lead penetration, high activity standards, and pipeline management
• Develop a strong understanding of CockroachDB and value proposition within the market
• Work cross-functionally with Marketing, Sales Engineering, and Customer Success to maximize revenue growth
• Have the ability to build strong relationships with customers and key stakeholders
• Partner with Recruiting in the hiring and interviewing process, as well as training and ramp-up of new team members

The Expectations

• In your first 30 days, you will learn about CockroachDB and become proficient in the product
• We believe that it is necessary for you to build this foundation so you can successfully engage with existing accounts and grasp sales strategy
• Upon completion of your first month, you will have developed an initial strategy to achieve the revenue goals
• After 60 days, you’ll be competent in pipeline best practices, sales process and forecasting
• You will work with your manager to set the relevant OKRA’s to reach yours and your team’s sales goals
• You will also have started closing smaller size or existing deals that are already in flow
• After 3 months, you will have started doubling the commercial team’s pipeline and will be working on closing some of your later stage opportunities while targeting more complex deals
• In addition you will start to build a clear view of current and next quarters deals and the prioritization of the key deals to ensure success
• A more detailed strategy plan is expected based on the knowledge acquired over the initial 3 months
• This will be worked on in partnership with the VP of Sales for the Americas
• As you gain momentum at Cockroach Labs, you will also increase your sales pipeline, improve win rates and develop a strong team culture and to help grow the overall revenue of Cockroach Labs

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