SVP – Enterprise Sales

SVP – Enterprise Sales

Requirements

• Strong, established network of contacts (i.e., large rolodex) of brand marketing decision makers (NOT an agency or tech)
• 15+ years of quota carrying sales experience in marketing services and multi-product business (media, creative, digital experience, digital transformation) or similar experience, with at least 6 years in a senior sales leadership role
• Proven track record of success in achieving (and surpassing) lead generation quotas and sales targets, contributing significantly to revenue expansion
• Strategic, solutions-based enterprise sales experience and revenue achievement selling multiple enterprise offerings to marketing stakeholders
• Experience with outbound sales and pipeline management
• Experience researching, account planning, prospecting, and cold calling/emailing into accounts
• Experience building strategic plans for sales growth and development to drive revenue growth
• Proven experience with developing processes (sales playbooks, KPIs, collateral creation, etc.), and executing on sales strategies
• Extensive familiarity with using CRM platforms and automated outreach tools (ex. Salesforce, HubSpot, Microsoft Outreach.io, etc.) for sales operations and analysis
• Expertise in Microsoft Excel and PowerPoint required

Responsibilities

• Formulate and execute sales strategies and plans resulting in prospecting, lead generation, new customer acquisition (net new logos) and revenue growth
• Work autonomously (i.e., as individual contributor) to cultivate a robust, high-quality net new pipeline of opportunities that is sufficient to achieve and surpass quarterly and annual revenue targets
• Generate qualified leads and business opportunities through prospecting outbound initiatives like professional networking, cold calling, emailing, and other communication channels
• Own the entire sales cycle from prospect identification, lead generation and qualification to contract negotiation, contract review processes and deal closure, ensuring a high conversion rate
• Conduct prospect (account) research (using LinkedIn, etc.) to identify targets
• Effectively articulate contractual, technical, value propositions and competitive differentiation to prospects
• Identify and implement a company CRM system (ex. Salesforce, HubSpot, Microsoft CRM, Outreach.io, etc.)
• Establish and manage a comprehensive prospect database, optimizing CRM system, and designing targeted outreach campaigns to engage potential customers, ensuring a consistent and effective sales pipeline
• Effectively leverage tools (ex. Salesforce, HubSpot, Microsoft CRM, Outreach.io, LinkedIn/Sales Navigator, ChatGPT, etc.) to enhance prospect engagement and support lead generation initiatives
• Ensure that sales activities and interactions are updated, current, accurate, and tracked in the CRM (prospecting) database
• Develop tools, key performance metrics, and systems to monitor and measure performance against the sales process
• Compile, clean-up and prepare lists for prospecting activity
• Continuously evaluate, improve and optimize (ex. resource allocation, investments, etc.) our pipeline development and sales processes and workflows for increased effectiveness and efficiency
• Prepare regular (week, monthly) reports on sales activity and performance (forecasting, pipeline health, etc.) and present to senior management, providing insight into key metrics
• Meet weekly with the Chief Business Officer to communicate progress and issues on sales programs and opportunities
• Collaborate with the marketing team to develop targeted marketing (lead generation) campaigns and initiatives to attract and engage prospects
• Build out playbooks, processes, scripts, etc. for the next stage of growth
• Partner with CBO, President and Finance to develop and manage the sales budget, ensuring that resources are allocated effectively to meet sales targets and support business growth
• Collaborate with the Product team by providing feedback and insights to shape new tool and product releases
• Work closely with the marketing, product, and customer success to create compelling value propositions and sales materials and optimize sales strategies
• Stay informed about market trends, competitor activities, and industry developments to identify opportunities for growth, stay ahead of the competition and strategically position our solutions
• Represent Night Market at industry events and conferences

Preferred Qualifications

• BA/BS degree or equivalent experience