Soma Capital Portfolio Jobs

Director, Enterprise Sales - East

Ironclad

Ironclad

Sales & Business Development
Remote · New York, NY, USA
Posted on Thursday, February 1, 2024

Ironclad is the #1 contract lifecycle management platform for innovative companies. Every company, in every country, in every industry runs on contracts, but managing these contracts slows companies down and costs them millions of dollars. L’Oréal, Staples, Mastercard, and other leading innovators use Ironclad to collaborate and negotiate on contracts, accelerate contracting while maintaining compliance, and turn contracts into critical carriers of operational business intelligence. It’s the only platform flexible enough to handle every type of contract workflow, whether a sales agreement, an HR agreement or a complex NDA.

Ironclad is writing the narrative that shows how beautiful and functional contracting will change business. We’re a leader in the Forrester Wave for Contract Lifecycle Management. We have been recognized as a Fortune Great Place to Work for four consecutive years. Our innovation and work culture have been recognized by Glassdoor's Best Places to Work 2023, Forbes’ 50 Most Promising AI Companies, Wing Venture Capital's Enterprise Tech 30, and Gartner's Magic Quadrant. We work in a highly collaborative environment, and strive to foster a positive, inclusive culture. We’re backed by leading investors like Accel, Y Combinator, Sequoia, and BOND. For more information, visit www.ironcladapp.com or follow us on LinkedIn and Twitter.


Ironclad is looking for a Director, Enterprise Sales to help support our rapid scale and make an impact on our revenue goals.

Responsibilities:

  • Recruit, hire, and manage a growing team of experienced Enterprise Account Executives to achieve individual and company sales targets.

  • Empower your team with scalable systems and repeatable processes to increase AE’s sales skills, product and industry knowledge, and professional habits.

  • Operational Rigor. Manage daily and weekly activities, pipelines, forecasts and closed deals to ensure repeatable, predictable above-quota results based on successful pipeline management.

  • Build, measure, and optimize a repeatable sales process to successfully achieve targeted sales objectives.

  • Train and assist sales reps in closing complex transactions by teaching best practices in prospecting, managing and closing opportunities, and the skills needed to position Ironclad as the industry leader.

  • Track and report key growth metrics to assess individual and team performance.

  • Find innovative and creative ways to improve and increase performance.

  • Create a team culture that’s positive, motivating, and performance-driven.

  • Develop specific and targeted goals within each demand team to expand and accelerate revenue opportunities within their unique customer sets.

  • Plan resource allocation, forecast growth, and monitor pipeline.

  • Take an entrepreneurial approach to the role, working collaboratively with the rest of the Sales Leadership Team and other cross functional partners to get things done.

Requirements:

  • You have deep knowledge of a complex sales process with 5+ years of Enterprise Sales management experience in a B2B SaaS environment.

  • You have led teams that sell SaaS in the $500k+ ARR deals and/or sold to Fortune 500 companies.

  • 8-10 years of direct closing sales experience in a similar capacity.

  • Experience supporting distributed team and group selling motion. This role would cover multiple time zones, so the ability to support the team regardless of their geography is expected.

  • Experience in the legal vertical is nice, but not required.

  • Curiosity and genuine interest about our product, mission, and industry.

  • Desire to change the way companies and legal departments handle contracts.

  • Self-sufficient with a strong internal sense of urgency, hard-working, and humble.

  • Thoughtful, with a strong attention to detail and ability to see the big picture.

  • Excellent communication skills, and persistent follow through on commitments to our customers.

  • Works well with other teams and wants to own projects outside of just closing deals.

  • Partner with Marketing, Customer Success, and Community to host customer events. Expect to travel monthly.

  • You’ve closed business and have a personal history of repeatedly exceeding your past individual contributor and team quota so you can train Account Executives on how to be successful in the role.

  • You have great people skills and have shown the ability to recruit, hire, and manage talented people.

  • You’re able to build scalable processes, and you have the analytical skills to optimize them over time.

  • You blend strategy and execution. You see the larger picture, but you dive into the details to get things done.

  • Highly effective communicator with strong EQ and influencing skills - able to build trust and work well with a diverse group inside and outside the company.

  • Experience using modern sales tools such as Linkedin, Salesforce, etc.

  • Eager for a very hands-on role, where you’ll be asked to take on and run with a range of projects outside your comfort zone, and learn quickly.

  • Highly organized, self-motivated and detail-oriented, with great follow-through on projects/tasks big and small.

  • Willingness to travel and get in front of as many customers as possible.

  • Bachelor's Degree.

    Benefits:

  • Health, dental, and vision insurance

  • 401k

  • Wellness reimbursement

  • Take what you need vacation policy

  • Generous parental leave for both primary and secondary caregivers

OTE Range: $275,000 - $350,000

The OTE range represents the minimum and maximum of the OTE range for this position based at our San Francisco headquarters. The OTE offered for this position will depend on numerous factors, including individual proficiency, anticipated performance, and the location of the selected candidate. Our OTE is just one component of Ironclad’s competitive total rewards package, which also includes equity awards (a new hire grant, along with opportunities for additional awards throughout your tenure), competitive health and wellness benefits, and a commitment to career growth and development.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.