Head of Sales

• Maximize the potential of direct to advisor sales of planning and wealth management products and services, generating consistently growing new ARR, $20M+ per year
• Maximize ARR in existing large relationships through renewals and retention, ensuring is top of mind for future revenue expansion.
• Grow our base by establishing and expanding Home Office relationships.
• Drive aggressive market penetration of new relationships, as well as proactive growth of existing advisor relationships
• Strategically manage the introduction and sales of new product and services to both existing clients and new relationships, in tight coordination with Marketing, Product, Training and Service teams
• Working with Sales Enablement, Marketing and Product teams, understand target customer needs, develop playbooks and accurately articulate value proposition with key decision makers and economic buyers
• Develop and implement best practices to maximize pipeline creation, pitches and wins
• Leverage deep operational experience to build and scale the sales teams, driving net new logo deals and shifting the organization to a higher volume sales model.

Advance Sales Practices and Capabilities

• Assess current sales methodologies and team structure and implement necessary adjustments in order to optimize performance. S/he will also build the infrastructure and incentives to facilitate further aggressive growth.
• Lead and coach Advisor Sales Managers, as well as leaders in all phases of the selling process to achieve agreed upon targets and performance metrics
• Drive the selling methodology, activities and reporting (Currently Sandler)
• Actively participate with Marketing in the creative discussions and planning of the marketing strategies and programs targeted at the segment
• Analyze and evaluate the effectiveness of sales, methods, costs and results, evolving and adapting as appropriate
• Foster a culture of progressive professional and personal development and mentoring of the sales team

Demonstrate Leadership and Business Acumen

• Contribute actively in on-going informal and formal dialogue and feedback processes with Product, Marketing, Technology, Client Service and Training to advance the product and service roadmap
• Identify ideas for introducing new products, services, and partners with the goal of increasing client retention and client growth
• Demonstrate strategic thought leadership and executive presence by consulting with clients and industry experts, developing and advancing point of view in the fin tech and wealth management industry through social media postings and speaking at industry conferences
• Collaborate the CLT on the annual sales process, and in developing multi-year business plans
• Represent the company at industry events and programs, and with clients, and at various community or other business meetings to promote the company

Requirements

• 15+ years of experience in a senior-level high velocity, high volume sales management role
• Deep experience with data-driven direct sales in tight alignment with marketing and enterprise partners
• Demonstrated experience and success in a dynamic SaaS environment
• Prior success aggressively growing revenues at scale
• Demonstrated experience managing sales teams at scale, driving behaviors within a sales organization that result in significant ARR growth
• Track record of operational excellence in establishing a high performing and predictable sales engine
• Success introducing innovative performance metrics, data analysis, modern sales processes and technologies while holding teams accountable
• Incumbent will have demonstrated experience leadership and management experience with multi product, multi-channel transactional software sales
• Incumbent will have experience leveraging data and facts to organize and operationalize processes to optimize sales conversions and deliver aggressive ARR targets
• Demonstrated success building and implementing actionable plans with detailed timelines and flawless execution

Skills

• Knowledge and experience with data-driven, analytical sales tools in a SaaS B2B (SMB) context
• Broad based knowledge of managing risk and financial aspects for growing a business; able to balance both business and client needs
• Demonstrated ability to think and act strategically
• Ability to strategize and make decisions in a programmatic way
• Ability to focus both on continuing successful sales execution while simultaneously planning for the next stage of growth with a thoughtful approach to building scalable, repeatable programs and processes across a growing team and business
• Ability to work across all departments, developing and managing constructive relationships internally and externally
• Strong leadership skills and team orientation
• Demonstrate grace under pressure
• Salesforce CRM skills
• Advanced Microsoft Office and other collaboration software skills