Director, Enterprise Sales - Xactly

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

Join us as the Director of Enterprise Sales at our market-leading SaaS company, specializing in Sales Performance Management for nearly 18 years. In this vital role, you'll harness our legacy of innovation and deep domain expertise to tackle complex business challenges with tailored, value-driven solutions.

Your strategic thinking, passion for leadership, and ability to cultivate a value-centric sales approach set you apart. Reporting directly to a member of our C-Suite, you'll lead the company's charge to introduce and sell Pipeline and Sales Forecasting solution into new buying centers with Enterprise prospects. You will build and manage a team poised to acquire new logos and drive/influence cross-sell within the current Enterprise install base. After 18+ years, Xactly has become synonymous with Sales Compensation Management -- and this team will demonstrate to prospects that our value proposition extends even further.

Embrace this opportunity to play a key role in a company that stands out for its constant innovation and domain expertise in the Sales Performance Management space. Apply now to lead our team in delivering impactful, client-focused solutions.

THE TEAM

Xactly's Sales team is a diverse mix of sales professionals. Our team consists of seasoned and up-and-coming Account Executives.

Our Enterprise Account Executives are results-oriented sales professionals with experience selling with value. Our team is committed to identifying new business opportunities, understanding corporate and functional objectives, driving value and ultimately capturing revenue. Our Account Executives develop strong pipelines and successfully sell to decision-makers and Economic Buyers across multiple functional departments and the C-Suite.

RESPONSIBILITIES

• Leadership and Team Management:
  • Build/develop, coach Lead and inspire an established Enterprise Account Executive sales team that is poised to execute with speed and intention.
  • Develop and execute a hiring strategy to attract and expand the team.
  • Implement and maintain sound Enterprise methodology -- including but not limited to effective, repeatable processes and playbooks for the team, including Value Realization, Mutual Action Plans, Account Mapping, and call preparation processes.
• Sales Strategy and Execution:
  • Build and manage a pipeline of business sufficient to cover and exceed quota.
  • Create and deliver a compelling value narrative to communicate the ROI to customers.
  • Lead sellers as they build the value of our solutions Xactly for sales leaders and executives (CRO, CFO, VP Sales Ops).
  • Run weekly pipeline reviews using Vista Value Selling to identify risks and develop mitigation strategies.
  • Accurately forecast and provide routine pipeline analysis on current and future quarters
• Cross-Functional Collaboration:
  • Drive strong internal collaboration with the Value Realization, Sales Consulting, Marketing, and Product/ Product Strategy teams.
  • Engage in complex sales situations and late-stage customer negotiations with the sales team.
  • Partner with a robust cross-functional team, including Solutions Value Realization, Consultants, Business Development, Marketing, Sales Enablement, and Product/ Product Strategy Teams.

• 4-5 years of Enterprise sales management in SaaS with a strong track record of achieving new business and cross-sell results and developing a team of Enterprise Account Executives.
• 10+ years of Enterprise selling experience, preferably at a high-growth SaaS company.
• Experience selling into the office of the CRO or CFO a plus
• Understanding of subscription business models, including SaaS
• Strong collaboration skills to work with value realization, marketing, and product leaders.
• Aptitude in working cross-functionally with product, support, marketing, and other functions.
• Develop an understanding of the current market landscape and our competitive strategy.
• Acquire in-depth knowledge of prospective customers' specific pain points and how they are addressed by the platform.

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.

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