Enterprise Sales Director

Job Description

About Us

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At MadCap Software, we’re at the forefront of developing best-in-class software solutions for content creation, collaboration, publishing, management, and analytics & reporting. More than 10,000 leading organizations around the globe rely on MadCap Software’s solutions to create better content experiences for their customers and employees. Come join our awesome Team!

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Propel Your Professional Growth

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Every day we refine, iterate, and explore how to make work better for everyone. Join us in creating a better future of work that’s more connected, inclusive and flexible. We offer competitive benefits and compensation plans for our teams in addition to being:

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• Connected: We come together — across time zones, regions, offices and screens.
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• Inclusive: Our teams reflect the rich diversity of our world, with equitable access to opportunity for everyone.
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• Flexible: We believe in the freedom to work when and how you work best, to help us thrive.
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Position Summary

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The Director, Enterprise Sales is responsible for leading a MadCap’s sales team and developing sales strategies to drive revenue growth. They will report directly to the CRO. The Director, Enterprise Sales primary role is to develop and implement a comprehensive sales strategy that aligns with the company's overall business objectives.

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As the Director, Enterprise Sales you will work closely with executive leadership to define go-to-market strategies, identify new market opportunities, and ensure our sales organization delivers consistent results while maintaining the highest standards of customer experience. You will play a critical role in shaping our company culture and driving the strategic initiatives that fuel our continued expansion. This strategy includes identifying target markets, developing pricing strategies, and creating sales tactics for promoting the company's products or services.

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Supervisory Responsibilities:

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• Recruits, interviews, hires, and trains sales account executives.
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• Oversee the daily workflow of the sales teams.
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• Provides constructive and timely performance evaluations and handles disciplinary actions in accordance with company policy.
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Duties and Responsibilities

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• As a player/coach, manage an effective operating cadence for forecast, pipeline inspection, deal review, coaching, and cross-functional coordination.
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• Lead teams of account executives, ensuring they maintain the skills and behaviors they will need to succeed.
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• Day-to-day expectations to coach complex enterprise deals, drive net new pipeline and to help navigate multi-product selling motions.
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• Inspire a culture of teamwork, leading with value and achieving desired customers outcomes
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• Develop trust-based relationships with customers and partners to ensure long-term success
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• Analyze qualitative and quantitative performance data to recognize growth opportunities.
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• Work with marketing to help drive messaging to drive new leads.
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• Establishes, implements, and communicates the strategic direction of the organization's sales team.
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• Collaborate with our Customer Success team to drive adoption and minimize customer churn.
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• Further develop channel sales and partnerships.
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• Presents periodic performance reports and metrics to executive leadership, and collaborates to develop and meet company goals.
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• Identifies training needs and ensures proper training is developed and provided.
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• Performs other related duties as assigned.
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Desired Skills and Experience

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• Bachelor's Degree with a minimum of 10 years of enterprise sales experience, preferably driving adoption of SaaS or emerging technologies.
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• 5+ years of sales leadership experience within the Enterprise segment.
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• Proven track record of building and leading high-performing sales teams selling into large enterprises, with demonstrated success in coaching and developing AEs.
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• Ability to learn software and technology platforms quickly. Ability to use AI and modern tooling as a force multiplier.
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• Diligent work ethic. Must be self-motivated and able to take the initiative to get the job done with proven, disciplined sales processes and methodologies.
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• Deep understanding of enterprise buying cycles, procurement processes, and ability to navigate and coach enterprise sellers through multi-threaded sales motions.
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• Demonstrated ability to navigate complex, multithreaded sales cycles across diverse stakeholder groups and drive cross-functional initiatives.
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• Experience managing complex enterprise sales cycles and helping AEs secure strategic deals.
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• Thorough understanding of Salesforce CRM and report development.
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• Focus and emphasis on methodology-based sales coaching (MEDDPICC)
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• Excellent communication skills and ability to build relationships internally and externally, across all levels, from individual contributors to C-suite executives.
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• Strategic approach to market analysis combined with tactical excellence in execution.
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• Extensive knowledge of the principles, procedures, and best practices in the industry.
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• Excellent organizational skills and attention to detail.
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• Strong supervisory and leadership skill.
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Benefits/Perks

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• Work from home
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• Competitive Salary & Annual bonus
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• 100% Employer Paid Medical, Dental and Vision Insurance for Employee Only Coverage
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• Employer Match for 401(k) plan
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• Employer paid short & long term disability and life insurance
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• Flexible PTO Policy + 12 Company paid holidays a year
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MadCap Software is fully remote, with employees distributed across the US. We are currently hiring in the following approved states: California, Colorado, Florida, Georgia, Idaho, Illinois, Iowa, Kansas, Maryland, New Jersey, Ohio, Pennsylvania, South Carolina, Tennessee, Texas, Virginia, Washington, Wisconsin.

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* We reserve the right to change the list of approved locations at anytime.

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Annual Base Salary Range: $165K - $185K + Commission

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In addition to our commitment to equal pay for equal work, MadCap is also committed to equal opportunity regardless of race, color, age, ancestry, religion, gender, gender identity, genetic information, parental or pregnancy status, sexual orientation, marital status, citizenship, national origin, disability, or veteran status.