Director, Enterprise Sales

WHO WE ARE

Xactly is a leader in Intelligent Revenue Solutions and a part of Vista Equity Partners portfolio companies since 2017. The Xactly Intelligent Revenue Platform marries artificial intelligence and 17 years of proprietary data in easy-to-use applications.

Named among the best workplaces in the U.S. by Great Place to Work six times, honored on FORTUNE Magazine’s inaugural list of the 100 Best Workplaces for Millennials, and chosen as the “Market Leader in Incentive Compensation” by CRM magazine. We’re building a culture of success and are looking for motivated professionals to join us!

THE OPPORTUNITY

As one of our Sales Directors, you will be responsible for managing and developing a team of high-performing Mid Market and Enterprise  Account Executives. You are responsible for setting an overall strategy to achieve strong growth within the Americas. You must be an energetic, motivated, data-driven, and detail-oriented mentor who is accomplished and passionate about growing and coaching teams, and developing top performers for future growth and success.

THE TEAM

Our Sales Leadership team is tight-knit with diverse backgrounds--we’re seasoned Sales Leaders who are passionate about the teams we lead, our platform and, most importantly, our customers. We are dedicated to and excited about the opportunity to bring game-changing software to optomize revenue organizations around the globe. We develop  our teams, ensuring they get the support, tools, training, coaching, and mentorship they need to succeed and grow. 

THE SKILL SET

• BS/BA

• 5+ years of field sales management experience, with strong experience and demonstrable success through managing teams selling cloud based enterprise applications

• Experience closing and leading teams closing mid market and large enterprise deals

• Experience working with regional and global systems integrators and technology partners like KPMG, Salesforce.com, Oracle and Workday

• Demonstrated track record of meeting and exceeding quota 

• Prior experience in a consultative SaaS environment strongly preferred

• Strong leadership qualities and the ability to coach, develop and inspire a team

• Ability to work effectively within a matrixed organization and to establish strong relationships across all functions

• Must be able to thrive in a very fast paced and evolving environment

• Excellent presentation and listening skills, as well as written, verbal, and interpersonal skills

• A student of sales, marketing and analytics

• Intellectual curiosity and a desire to grow the business

• High energy and a positive attitude a must

WITHIN ONE MONTH, YOU’LL

• Get your bearings and begin to build a strong foundation, upon which to grow

• Build relationships with internal business partners including Sales peers and leaders, Marketing, Sales Ops, Recruiting and Executives

• Meet with current members of the Sales team individually to understand what’s working, what’s not and gather learnings to implement into your role

• Start developing an in depth sales strategy for your region and team

WITHIN THREE MONTHS, YOU’LL

• Have a strong understanding of the business, and begin teaching us a thing or two we don’t know

• Hire, develop, manage and motivate a team of hunter Account Executives selling into new accounts

• Have started supporting key in flight sales opportunities by offering executive alignment

• Met our key partners and have established strong relationships with key executives in the ecosystem

• Internalize and espouse our product suite clearly and persuasively to a variety of different audiences, including C-Level executives

WITHIN SIX MONTHS, YOU’LL

• Be implementing the vision for change/impact that you have developed 

• Be an expert at setting expectations with senior sales management through timely and accurate forecasting, pipeline and sales activity reporting 

• Continue to be a mentor and leader by supporting sales professionals, as required, during any stage of the sales cycle: lead generation, qualification, evaluation, and close

• Develop a revenue plan that supports further expansion

WITHIN TWELVE MONTHS, YOU’LL

• At 12-months, you will be seen as a well-versed, trusted business-advisor and expert, making a significant positive impact company-wide

• Identify further personal education opportunities to increase your business and instructional acumen

• Have been exceeding team revenue goals and have fully ramped up new Account Executives who are exceeding their targets

BENEFITS AND PERKS

• Comprehensive insurance coverage (including pet insurance!)

• Flexible time off and sick days 

• Short-term disability, long-term disability, maternity and parental leave 

• Gym/fitness reimbursement and tuition reimbursement 

• Flexible savings account & Health savings account

• Paid holidays and up to 3 days paid community and volunteer leave 

• Life and AD&D insurance.

• 401(k) Retirement Savings Plan

• Access to wellness program (Grokker, EAP, quarterly wellness webinars)

• Employee discount program

• Additional voluntary benefits such as pet insurance, critical illness, accident insurance, hospital indemnity, and legal plan

The compensation range is specific to the posted job location and role and takes into account the wide range of factors considered in making compensation decisions but not limited to skill sets, experience, training, licensure, certifications, performance, and market and peer comparisons. Salary ranges allow for growth opportunities as the employee develops new skills and/or hones current skills. A reasonable range estimate is $290,000 to $363,000 including applicable commission.

OUR VISION:  Unleashing human potential to maximize company performance. We address a critical business need: to incentivize employees and align their behaviors with company goals. 

OUR CORE VALUES:  Customer Focus | Accountability | Respect | Excellence (CARE) are the keys to our success, and each day we’re committed to upholding them by delivering the best we can to our customers.

Xactly is proud to be an Equal Opportunity Employer. Xactly provides equal employment opportunities to all employees and applicants without regard to race, color, religion, sex, age, national origin, disability, veteran status, pregnancy, sexual orientation, or any other characteristic protected by law. This means we believe in celebrating diversity and creating an inclusive workplace environment, where everyone feels valued, heard, and has a sense of belonging. By doing this, everyone in the Xactly family has the power to make a difference and unleash their full potential.

We do not accept resumes from agencies, headhunters, or other suppliers who have not signed a formal agreement with us.