Head of B2B Sales, North America

Sales Austin, Texas Remote


Position at J2 Cloud Services

Head of B2B Sales, North America


Join an energetic team in one of the hottest growing tech industries—cybersecurity. VIPRE Security, a brand of the J2 Cloud Services division of J2 Global, is the highest-rated, award-winning internet security solution protecting millions of businesses, solution providers and home users worldwide. Backed by cutting-edge machine learning, one of the world’s largest threat intelligence clouds and real-time behavior monitoring, VIPRE delivers unmatched protection against today’s most aggressive threats.

Our headquarters is conveniently located in Clearwater, FL, just east of US 19 on State Road 60 across from the Clearwater Mall with free parking for all employees. Join our team and help us fight the cybercriminals and protect against malware by delivering solutions that help keep users, websites, emails and applications safe with modern, innovative security technology.

Position Summary

The Sr. Director, North America B2B Sales for J2 Cloud Security will lead and manage all Direct Sales operations for North America for the Vipre Product Portfolio. The key objective of the position is to grow incremental and new business sales for our Cloud security suite of products and services, while reducing customer churn.

This role requires a proven successful track record of building, growing and managing all aspects of a Direct to Business strategy including lead management, new business acquisition, client development, and business analytics to maintain and grow the brands’ position as a leader in the industry while building out a world-class sales acquisition strategy. The ideal candidate will have proven experience as a high velocity sales leader. 

Reporting directly to the Vice President of the North American Cloud Security business, you will play a key role in driving leads and obtaining new revenue by building an ecosystem of new business clients.  The Sales Director will partner with Marketing and Development to maximize business performance in an integral go to market approach.

Job Duties:

  • Oversee B2B sales management and expansion across all product lines
  • Work closely with marketing to develop and execute on a new client acquisition marketing strategy
  • Manage and develop the team of B2B Account Executives
  • Deliver value propositions and other key messaging to business client community
  • Build weekly, monthly and quarterly revenue, pipeline and lead reports. Set appropriate metrics and measure results by proactively managing the sales process and individual team member performance.
  • Establish annual and monthly sales objectives in support of the Company’s strategic sales goals and provide ongoing data driven forecasts of anticipated sales results.
  • Extensively model sales performance goals and create/track KPI’s that drive the business forward to over-achieve aggressive sales targets.
  • Establish a workflow with the marketing to create a robust lead management system and business development methodologies to drive demand
  • Leverage a Business Development organization to streamline maximized lead flow
  • Continue to maintain up-to-date knowledge of the competitive market place as well as Cybersecurity technologies
  • Develop and implement a documented, repeatable and specialized sales training methodology
  • Establish J2 as an employer of choice for top sales professionals and graduates.
  • Create a strong culture of success, ongoing goal achievement and employee career development.
  • Participate in the closure of key strategic accounts.
  • Maintains quality service by establishing and enforcing organization standards.
  • Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; benchmarking state-of-the-art practices; participating in professional societies.
  • Establish compensation and sales incentive programs.
  • Identifies business opportunities by identifying prospects and evaluating their position in the industry; researching and analyzing sales options.
  • Sells products by establishing contact and developing relationships with prospects; recommending solutions.
  • Maintains relationships with clients by providing support, information, and guidance; researching and recommending new opportunities; recommending profit and service improvements.
  • Motivate and energize the staff to make proactive decisions in all their communications with clients
  • Create and advertise weekly, monthly and quarterly sales goals and keep leadership apprised of the progress
  • Prepare sales reports and sign off on their accuracy before submitting them
  • Assess the competitive landscape and institute changes to the sales program in response to competitors’ changes
  • Establish a referral network with businesses and find ways to maximize value from those connections
  • Strategically integrate new M&A companies into the B2B sales engine effectively and efficiently.
  • Implement a sales training and orientation program to educate new hires as our company continues to grow


Job Requirements and Experience:

  • Four-year degree from an accredited institution or similar work experience
  • 8 years of experience in a hands-on sales leadership role a with a proven track record where your teams; exceeded quota, accelerated close rates, and generated growth
  • Proven record of accomplishment in a high-velocity team-building environment.
  • Highly skilled and knowledgeable in all aspects of SFDC, Marketo
  • Proven record of accomplishment in hiring, training, and developing sales professionals into top performers.
  • Excellent networking and relationship building skills
  • Strong prospecting skills and excellent closing skills
  • Exceptional verbal and written communication skills
  • 4-year degree or equivalent combination of education and experience
  • Presentation Skills
  • Client Relationships
  • Emphasizing Excellence
  • Energy Level
  • Negotiation
  • Prospecting Skills
  • Meeting Sales Goals
  • Creativity
  • Sales Planning
  • Independence
  • Motivation for Sales