Fast Facts

The Director Account Executives (SMB) will lead a team of Account Executives in the Washington, DC area to maximize sales opportunities and achieve revenue goals using advanced sales techniques and data analytics.

Responsibilities: Key responsibilities include managing and coaching a team of Account Executives, maintaining an accurate sales pipeline, supporting deal closure, and driving technological adoption to enhance sales team productivity.

Skills: Required skills include leadership, coaching abilities, and proficiency with sales tools like Salesforce, as well as a solid understanding of compliance frameworks and effective sales techniques.

Qualifications: Candidates should have 1+ years in sales management and 3+ years in a closing sales role within IT, SaaS, or cybersecurity. A degree in a relevant field is preferred, along with experience using advanced sales tools.

Location: This position is hybrid and located in Arlington, Virginia, within the Washington, DC area.

Compensation: Not provided by employer. Typical compensation ranges for this position are between $120,000 - $180,000.

Arlington positions open to candidates located in the Washington, DC area.

The Director Account Executives (SMB) is responsible for managing a team of Account Executives and maximizing all sales opportunities they are assigned. More specifically, this position will ensure that subordinates are meeting and/or exceeding their monthly sales quota by targeting new business as well as reactivating dark (lapsed) customer accounts. In addition, this position will work to employ best in class sales techniques to ensure the sales team delivers on its revenue goals on a monthly, quarterly and annual basis.

Responsibilities:

• Manage and coach a team of 12-15 Account Executives to develop a strong team of world class sales professionals
• Monitor the statistics for the Account Executives within the assigned territory
• Maintain an accurate pipeline for your team and conduct weekly pipeline reviews with all of your Account Executives to ensure forecast accuracy and sales goal achievement
• Support the Account Executives by assisting with closing deals by tags, handling customer objections, reactivating dark deals, and handling coaching plans and drilling as needed to improve skills
• Maintain accurate reporting and pipeline management
• Prioritize the workload and direct the activities of Account Executives
• Utilize data analytics and reporting tools to monitor key performance indicators (KPIs) and/or identify areas of improvement and provide actionable coaching and training to improve performance and productionDrive adoption of AI-powered sales technologies and platforms to optimize sales team productivity and insight-driven decision making
• Champion innovation in sales methodologies by identifying opportunities to streamline workflows and automate repetitive sales tasks using technology
• Be an expert on closing, negotiating, prospecting and other sales techniques that are necessary to be a top performer and consistently achieve sales quota
• Handle day to day needs of the sales team they manage

Minimum Qualifications:

• Prior 1+ years in sales management experience and 3+ years in closing sales role in IT, SaaS, or cybersecurity
• Associate's or Bachelor's degree in a relevant field strongly preferred
• Experience using advanced sales tools such as SalesLoft, Gong, Marketo, ZoomInfo, & Salesforce or others that leverage AI, automation, and machine learning
• Proficient understanding of compliance frameworks (SOC 2, HIPAA, etc)
• Leadership skills required, including the ability to provide dynamic coaching and strong mentorship, and building and maintaining a high-impact, mission-driven team through an environment of trust and collaboration
• Proven track record of sales success in similar SaaS environment, including mastery of closing techniques, discovery questions, prospecting, building rapport and other key elements of the sales cycle
• Strong verbal and written communications