Director of Sales (NYC)

Job Description
Your responsibilities are
  • Develop and procure quality leads on a monthly basis; specifically at least 4x of 12 month pipeline of qualified leads to meet and exceed quota targets
  • Use Salesforce.com to maintain a current and accurate pipeline along with key contacts and activities.
  • Actively manage sales activities such that leads and opportunities in pipeline are moving forward or closed out. E.G.
  • Identify the economic buyer, technical buyer, user buyer, coach and understand the prospect’s formal and informal buying process
  • Conduct a comprehensive business, functional and technical discovery, including understanding the client’s goals, KPIs and strategic objectives, such that mutual value is identified and reinforced
  • Develop strategies to mitigate risk and increase deal confidence
  • Handle client queries effectively and manage objections
  • Gain insights, then commitments on timeline and terms
  • Brainstorming with management on developing creative terms or incentives that drive prospect movement
  • Partner with management, solution engineering and customer success on new business strategy that address client priorities and enables value generation.
  • Partner with key client stakeholders and decision makers on a vision, solution design and joint roadmap based on excellent business and functional diagnosis that presents Qualia’s differentiated value.
  • Structure effective proof-of-concepts with a focus on value demonstration, clear/limited timeline, KPIs with written mutual commitment on next steps from successful POCs.
The ideal candidate will have
  • 3-5 years of experience selling enterprise software or enterprise data products, with experience selling marketing and advertising technologies preferred
  • Interest and excitement to work for a start-up, including owning the sales cycle from beginning to end, i.e. prospecting, solution design, proof of concepts, and closing the deal
  • Passion for working with multiple stakeholders in a consultative manner to understand vision, design solutions, and enable value achievement as part of an enterprise sales cycle
  • An existing network of relationships at brands, digital agencies, and marketing technology companies is preferred