Description:
Who we are
We drive sales of Mindbody software, but that’s not all. The Sales team helps our customers achieve their business goals, contributes to their growth, and eliminates hurdles by finding smart solutions from our suite of software products. We are strategic, collaborative, and solutions-oriented.
About the right team member
The Senior Manager, Regional Sales leads a team of Inbound & Outbound SMB/MM Sales Specialists who are essential to helping the Mindbody Sales team achieve its objectives. This role will also be responsible for the SMB & MM Expand team who focus on upselling existing customers across the APAC region. This leadership role includes management of ICs and a manager, planning, analysis, sales process optimization, and sales program implementation.
About the role
- Lead a team of inbound SMB & MM Land Sales Specialists in responding to inquiries, understanding business priorities and the competitive landscape, and demoing and recommending a software package that fits their needs
- Lead a team of outbound SMB Land sales specialists in sourcing leads, creating qualified opportunities, and pitching/closing to hit outbound sales targets
- Lead a team of SMB & MM Expand Account Executives to upsell and grow our existing book of business
- Hire, train, coach, and develop a sales team of various tenures and roles
- Create and maintain CRM dashboards to provide reporting on key metrics and analytics related to team efficiency and overall team performance
- Accurately forecast team and individual quota attainment
- Proactively identify opportunities to improve team efficiency and output, and implement new processes accordingly
- Partner with sales leadership to develop and implement outbound lead generation strategy
- Collaborate with Marketing to ensure tight management and analysis of inbound lead management and quality
- Collaborate with Revenue Operations on strategies to accelerate sales by improving processes
- Develop and ensure accurate preparation of sales reports for leadership presentations
- All other duties as assigned
Skills & experience
- Bachelor’s degree preferred
- 6+ years of related SaaS sales experience
- 4+ years of relevant sales management experience
- Expert level knowledge of Salesforce Customer Relationship Management (CRM), Salesloft and other sales enablement tools
- Excellent communication and presentation skills with the ability to communicate at the exec level
- Proficiency in creating sales presentations and internal documentation including but not limited to sales reports and forecasts, sales performance decks
- A proven track record of career stability and longevity along with top sales achievements
- Demonstrated ability to lead, coach, motivate and grow a team of ICs
- Possesses a strong attention to detail and decision-making ability
- Proactive approach while leaning into personal ownership and accountability
- Ability to function well under pressure in a competitive work environment
- Great phone demeanor and professionalism, especially when handling customer escalations
- Desire and willingness to join customer calls with team members
- Change management is a strong suit within a dynamic environment of systems, processes, and personnel
- Ability to communicate clearly, listen thoroughly and respond quickly
- Shows great enthusiasm, energy, and a team first mindset