Director, Sales

Turn/River Capital Director, Sales

Turn/River Capital is a private equity firm that applies a proprietary growth engineering strategy to investing, partnering with software businesses to accelerate growth and build enduring value. The firm's team of equal parts investors and operators provides hands-on operational support and the flexible capital to systematically scale marketing, sales and customer success at its portfolio companies. Founded in 2012 and based in San Francisco, Turn/River has $5.6bn in committed capital and invests globally with a focus on North America and Europe.

About the Role

We are looking for a Director, Sales to join the Portfolio Ops team. This person will:

1. Partner with sales leaders (CROs to line managers) at a subset of Turn/River's portfolio companies, supporting them to grow New & Expansion sales and to exceed their sales targets. You will aim to do this with structural and process improvements on key growth levers, categorized by Turn/River as either Volume (pipeline creation $), Conversion (by stage %) or Price (AOV and contract terms).
2. Along with the other Turn/River Sales operating team members, continuously contribute to the Turn/River sales playbook. This playbook serves as the best practices guide for our network of portfolio companies in how to accelerate each element of new logo or expansion sales, from pipeline generation to a closed sale, in a B2B Software environment.

Key Responsibilities

• Partner with the sales leaders at Turn/River portfolio companies to drive revenue growth; provide guidance and support implementation of best practices
• Continuously test and contribute to Turn/River's sales best practices, and share internally for application across the Turn/River portfolio
• Foster a sales culture focused on repeatable and predictable processes
• Work closely with Marketing and Customer Success functional counterparts at Turn/River to ensure a cohesive revenue generation strategy and execution
• Support analysis of companies during the due diligence process, developing a deep understanding of the existing sales organization's process, efficiency, and team performance

Qualifications

• 8-10 years of experience in a high-performing B2B software/ SaaS sales environment, with 3+ years in a leadership capacity
• 2nd+ line leadership in sales; you have experience managing managers
• Proven ability to create predictability in sales outcomes, through a combination of org structure design and implementing process best practices
• Deeply data-oriented, with specific depth on analyzing sales funnels and developing actionable insights from the data
• Deep understanding of the critical elements to grow a sales organization as a company scales such as: hiring, team composition, and org structure / design
• Strong project management, organizational skills, and process management
• Experience scaling mid-sized B2B software / SaaS revenue orgs, with ARR in the $50-500m range.
• Nice to have: deep knowledge of AI applications for software sales

Location

• San Francisco, hybrid work model

Compensation

• The annual base salary range for this role is $280,000 - 290,000, taking into account numerous variable factors that are considered in making compensation decisions including but not limited to skill sets, experience, training, licensure, certifications, and organizational requirements.
• This role is eligible to participate in the Turn/River carry program and a discretionary bonus program.

Benefits and Perks

• An opportunity to make an impact across multiple high-growth tech firms
• Competitive salary and discretionary bonus
• Medical, dental, and vision insurance covered 100% for employee & dependents
• Flexible vacation policy
• 401K matching
• Paid parental leave
• Commuter benefits
• Health and Wellness benefits
• Household Services benefits
• Home Office benefits
• Annual Home Office Equipment Reimbursement
• Donation matching
• Work from home Monday & Friday
• Energetic work environment with snacks and weekly team lunches 3x per week, centrally located near multiple public transit lines
• A company that enjoys having fun: holiday parties, annual company offsite and retreat, annual summer "work from anywhere" month