Director, Sales SMB New Business

Sales Chicago, Illinois


Description

The Director of Sales will lead the growth and success of Glassdoor’s SMB (small to mid-sized business) new business sales team in Chicago. In this role, you will provide leadership, communicate strategic direction and aid in directing the activities of the SMB sales organization.  You will partner and engage with other sales leaders, Sales Operations, Marketing, Customer Success, etc., to develop strategy and execution to enhance contribution, increase efficiencies and drive customer acquisition, retention and satisfaction.

You will be responsible for cultivating a successful and effective sales management team.  You will provide leadership and establish standards and objectives with respect to the hiring, onboarding, development, motivation, coaching and recognition of SMB sales professionals.  You will guide and direct the work of the SMB new business Sales Managers to enable them to effectively lead their teams to achieve sales and revenue objectives.

Responsibilities

  • Provide leadership and oversight for Chicago segment of our SMB new business sales team (approx 40 sales professionals), guiding and encouraging teams to adapt, improve, and achieve
  • Maintain and evaluate key performance metrics; provide VP and senior leadership accurate summaries and analysis of activity, results and forecasts
  • Collaborate with Marketing, Channel, and Strategic sales to understand and implement initiatives with the SMB team
  • Provide strategic guidance, insight and knowledge about market trends, customer attitudes, and effectiveness of sales strategies
  • Adjust sales strategies and programs to achieve account and revenue goals
  • Foster continuous improvement; ensure that all sales activities (sales calls, pipeline development, account planning, customer account reviews, etc.) are efficient, effective and scalable
  • Ensure that business conducted within the sales organization is of the highest ethical and professional standards
  • Ensure that recruitment and hiring plans are forward-thinking and strategic, and serve to further the capabilities, diversity and impact of the SMB sales teams
  • Foster a learning organization; leverage internal and external resources to provide opportunities for sales teams to increase knowledge, preparedness and skills
  • Develop and maintain a regular communication cadence with all levels of the organization
  • Provide clear and regular communication to SMB sales teams relative to company direction, performance and achievements
  • Keep sales teams apprised of changing policies, competitive developments and industry/market trends

Qualifications

  • 10+ years of direct, high-volume sales or related experience (preferably in Media/SaaS/B2B technology solutions)
  • 5+ years experience building, developing and managing direct sales teams, including 3+ years experience leading through others; directing and coaching front-line managers
  • Previous experience scaling a sales organization, building structures and systems to operationalize and create efficiencies
  • Prior track record of successfully engaging and motivating highly productive sales teams
  • Demonstrated success in identifying and growing sales talent; proven ability to cultivate and develop high performing sales teams
  • Direct experience working with small to mind-size customers; knowledgeable about needs and challenges unique to the SMB market
  • Strong strategic consultative selling and customer relationship management experience
  • Well-rounded and comprehensive direct sales and management experience including general management, sales, pre-sales, business operations, etc.
  • Strong command of business process; adept at viewing things holistically as well as digging into the details
  • Exceptional skill in verbal and written communications; must also be an excellent listener
  • Proven ability to successfully articulate and address complex business issues and opportunities
  • Skilled at promoting collaboration and driving problem resolution across all levels of a business including the c-suite
  • Bachelor's Degree required, MBA a plus
  • Travel (up to 25%) required

Why Glassdoor?

  • Work with purpose – join us in creating transparency for job seekers everywhere
  • Glassdoor gives back! Glassdoor is a Pledge 1% member; all employees receive 3 paid volunteer days per year
  • 100% company paid medical/dental/vision/life coverage; 85% dependent coverage
  • Paid holidays and flexible paid time off
  • Equity in a late stage startup backed by top-tier VCs
  • Located in up-and-coming Fulton Market neighborhood
  • Discounted memberships for local gyms and Divvy
  • Catered lunch 3 days a week
  • Your choice between Mac or PC
  • Fun office events and celebrations
  • Convenient to public transportation

Glassdoor is committed to equal treatment and opportunity in all aspects of recruitment, selection, and employment without regard to gender, race, religion, national origin, ethnicity, disability, gender identity/expression, sexual orientation, veteran or military status, or any other category protected under the law. Glassdoor is an equal opportunity employer; committed to a community of inclusion, and an environment free from discrimination, harassment, and retaliation.