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The Director of Sales is responsible for coordinating the efforts of SmartBug’s sales team to bring on new clients in each of our key lines of business, ensuring we meet our high-growth revenue targets. SmartBug’s Director of Sales is a proven sales manager who is excited to develop a high-performing sales team in the SMB and mid-market, across multiple verticals, including SaaS, healthcare, financial services, manufacturing, and professional services. In this role, you'll be responsible for providing the support needed to ensure the success of our team of intelligent inbound marketing sales professionals, including joining your team on calls to assist with the closing process. You’ll work closely with SmartBug’s Director of Marketing, VP of Sales and Marketing, and CEO in monitoring, analyzing, and improving our sales efforts
The Director of Sales will be focused on delivering the following: • Revenue attainment • Pipeline reporting • Team performance The Day-to-Day: • Manage a team of 6 sales professionals (from junior level to senior level) to support consistent performance. • Responsible for the development, growth, retention, and overall performance of the sales team measure in revenue attainment and sales yield • Support sales professionals directly with deal engagement, which includes building rapport with prospects and supporting team members on discovery, recommendation, and contract negotiation calls, where appropriate. • Train and develop the team to ensure they are up to speed on current sales strategies • Review and approve new contracts for services sold by the SmartBug sales team for quality assurance. • Support sales team members through any contract redlines by collaborating with SmartBug’s legal counsel and other team members, where appropriate. • Assist sales team members in closing larger more strategic deals • Collaborate closely with Marketing to ensure alignment across all campaigns • Work with our management team as well as our salespeople in analyzing sales performance to develop ambitious yet attainable sales goals for the current fiscal year. • Coordinate the distribution of leads to the members of our sales team according to each salesperson's area of expertise. • Educate yourself on our entire portfolio of work so as to become a resource of information for both our team and our clients • Be the example of SmartBug’s values, customer-centricity, and build a positive and productive team spirit
• Authorization to work in the U.S. without employer sponsorship is required • B.A. or B.S. degree is preferred • 3+ years experience managing mid-market digital agency sales teams • Substantial knowledge of HubSpot and Marketo software and each platform’s broader ecosystem and target market • Solid business acumen, management, and problem-solving skills • Working knowledge and experience with capabilities of a full-service agency, including web development, creative development, project management, search engine optimization, paid media, martech integrations including CMS platforms (Wordpress etc) and CRM systems (Salesforce etc) • Expert with CRM management, sales forecasting, sales coaching, data management, and overall revenue operations • Experience using HubSpot CRM, Gong, Vidyard, ZoomInfo by DiscoverOrg, and LinkedIn Sales Navigator, preferred • Excellent communication skills and experience partnering with executive-level clients, stakeholders and/or team members • Exceptional at reporting and upward communication with management • Autonomous strategic thinker who can operate successfully on quarterly rocks and three year roadmaps • Experience motivating a buyer through a highly-consultative sales process in which you have demonstrated digital marketing and sales enablement acumen to assess business problems and prescribe solutions as they relate to sales and marketing initiatives • An innate hunger and the self-discipline to grow, as well as a willingness to help others succeed. • Prior income of at least $150,000 per year where that figure was made up of at least 50% variable compensation. • Experience with remote work and teams, in similar role, preferred • Proficiency in Microsoft Office and Google Suite • Alignment with our values • Experience working in a fast-paced, startup-like environment. • Ability to travel at least 2x per year to our annual conference and HubSpot’s INBOUND
• SmartBug Media™ is a fully remote globally recognized Intelligent Inbound™ marketing agency that assists businesses in growing revenue through content marketing, sales enablement, web development, marketing automation, and PR. For over 10 years, SmartBug™ has helped businesses increase qualified leads, close customers, and enhance the reach and loyalty of their brands. We are a 90+ person remote company that believes you shouldn’t have to compromise work/life balance in order to deliver great work, and we believe that you can do this from anywhere. SmartBug has been named to the Inc. 5000 4 times, Adweek 100 the last two years, and has won numerous Comparably awards for its culture and leadership. SmartBug is HubSpot’s highest rated partner in the world.
Interview Process: • Application • Video Submission • Phone Screen • Video call with VP of Sales & Marketing • Video call with COO • Video call with CEO • Reference checking Our Extensive Employee Benefits Program Includes: • Generous compensation package with performance incentives • Health insurance with company contribution • Paid maternity and paternity leave • Paid vacation • Paid time off • 401(k) with employer matching • Flexible spend plan • Company-funded short-term disability and life insurance • Long-term disability • Annual leadership conference, SmartBugapalooza • Training budget • The flexibility of working remotely
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