Role: Regional Sales Manager, 85% net new logo hunting, with aggressive lead support from marketing and inside sales
Solution offering: Master Data Management
Company:
- 8+ years in business
- Recently hired two new C-suite executives (including marketing) from two global billion dollar software leaders
- 200+ employees
- Over $100m in funding
- Favorably recognized by Forrester for their competitive advantages relative to cloud native data integration
- Super supportive sales culture, i.e., they have a history of writing substantial commission checks for performance.
- Often win deals against competitors, once they are discovered. Hence a big recent investment in marketing
- Positive Glassdoor ratings
- Customers: globally recognized brands in life sciences, manufacturing, insurance, internet infrastructure, retail, CPG, healthcare, medical devices
Compensation and Benefits:
- $140k+- base salary, $280k +- On Target Earnings; PLUS, frequent, unscheduled spiffs (i.e., more like a $310k+- OTE)
- Aggressive accelerators
- 100% premium coverage health insurance!
- Equity
- Presidents Club
Quota: $1.6m ARR (the equivalent of about 3-4 net new deals per year, at approximately $500k ARR per deal). You keep and expand what you land. First year quota is on a ramp, hence about $1m
Territory: 20, mostly net new, targeted accounts
Sales Support:
- Sales Engineering
- Demand Generation team
- Field Marketing (have seen considerable success with their 5x investment increase in marketing)
- Channel support from global integrators and such technology partners as Adobe, SF.com, etc.
Solution Competitive advantages:
- Unique ability to identify a specific customer profile and their transaction history from millions of customerS' transactions; and across different locations, time periods, email addresses, and mediums (ATM, web, mobile, storefront/POS, etc); creating a true 360 degree view of each customer's behavior across time, location, and medium
- Proven to be superior in organizing data in a manner that saves time and improves reliability for business intelligence and analytic users
- Capable of ingesting high volume and unstructured data sources from Big Data technologies, i.e., Hadoops, NoSQL, Spark, etc.
- Purpose built to be scalable, secure, and simple for native cloud data
- Combines operational and analytical data silos; including transactional, interaction, and master data
- Machine learning and AI to continuously improve upon data quality
Candidate Criteria:
- Career stability, infrequent job changes
- Sharp, aggressive, driven to succeed and earn
- Strong desire to help further build a company that has already rapidly achieved a $50m runrate
- Experience selling to line of business executives, preferably marketing and customer care executives
- Capable of qualifying deals in - and OUT - early in the process (honest with prospects about fit, and lack of fit)
- Track record for quota achievement
- Ample evidence of selling $300k deals
- Proven history of developing – and expanding – net new Fortune 1000 clients
- Experience selling MDM, data warehouse, ETL, or data quality related software (strong preference with customer data use cases, not product data use cases); OR experience selling marketing SaaS solutions where B2C CUSTOMER data analytics/management is a central consideration for the enterprise