• Enterprise Sales Leader

    Job Locations US-Remote
    Job ID
    2018-1253
    Category
    Sales
  • Overview

    MercuryGate provides powerful transportation management solutions proven to be a competitive advantage for today’s most successful shippers, 3PLs, freight forwarders, brokers and carriers. MercuryGate’s solutions are unique in their native support of all modes of transportation on a single platform including Parcel, LTL, Truckload, Air, Ocean, Rail, and Intermodal. Through the continued release of innovative, results-driven technology and a commitment to making customers successful, MercuryGate delivers exceptional value for TMS users through improved productivity and operational efficiency. MercuryGate offers business intelligence to improve transportation processes, increase customer satisfaction, and reduce costs with its adaptable, comprehensive transportation solutions suite.


    In August 2018, MercuryGate was purchased by Summit Partners, a leading growth stage equity investor, to help accelerate company growth and better enable its ability to scale.

    Job Summary & Key Responsibilities

    Summary:

     

    The Enterprise Sales Leader will manage a team of 8-10 Account Executives responsible for closing business with net-new customers to drive revenue growth.  This role is responsible for all processes related to sales related activities, including reviewing account plans, advising on sales strategies, monitoring and managing the sales pipeline, tracking progress against plans, accurately forecasting revenue and ensuring maximum performance from the team.  The leader will report to the co-founder and Chief Revenue Officer, Monica Wooden, and have dotted line reporting to the CEO, Joe Juliano.

     

    Responsibilities:

    • Create a culture of success and ongoing business and goal achievement
    • Manage the sales team and operations to deliver profitable revenue growth
    • Provide effective leadership that reinforces all aspects of the sales process, including: lead qualification, sales strategy and execution, proposal development, solution demonstrations, presentations, and contract negotiation
    • Provide guidance to the sales team on value proposition, positioning and market strategy, of MercuryGate solutions - as well as serve as coach/mentor to the AEs for professional development
    • Provide detailed and accurate sales forecasting and reporting as needed
    • Monitor customer, market and competitor activity, and provide feedback to company leadership and other relevant functions
    • Establish (and redefine as needed) sales territories, quotas, and goals for the sales team
    • Analyze sales statistics to identify areas of improvement
    • Meet and/or exceed quarterly and annual revenue targets
    • Manage all employee related issues including hiring, training, performance tracking and improvement
    • Facilitate resolution of major sales objections presented by prospects to AE's
    • Manage and maintain direct and senior level customer relationships
    • Inspect sales opportunities by leading from the front with the sales team
    • Responsible for the details of individual deals to ensure quality transactions are completed on time

    Job Qualifications & Other Requirements

    Qualifications:

    • 5+ years of experience in managing a team of Account Executives selling enterprise SaaS solutions
    • Consistent track record of meeting and exceeding revenue targets for a software focused company
    • Previous experience as an Account Executive selling enterprise software solutions
    • Bachelor's degree
    • Sales experience with Supply Chain and Transportation Management
    • Strong business acumen and professionalism, excellent customer focus, attention to detail and outstanding communication skills in all forms
    • Results driven, energetic, creative and hard working with a reputation as a person/leader who 'gets things done'
    • Ability to travel a minimum of 50%, this role is envisioned to be in the field

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