DescriptionCOMPANY OVERVIEWLaunched in 2017 in New York, N.Y., UPSTACK is transforming the infrastructure is sourced and sold. Through a powerful combination of the industry's leading advisors, advanced technology, and dedicated customer support resources—UPSTACK uses actionable business intelligence to architect and source customized technology solutions for businesses of all sizes. With UPSTACK, business buyers streamline IT procurement by tapping into a single source for mission-critical technology services from hundreds of proven providers, along with the professional guidance to identify and evaluate the best solutions.UPSTACK recently secured a substantial equity investment from Berkshire Partners, a firm with over 35 years of investment experience and deep sector expertise in technology and communications. The investment is being used to evolve UPSTACK's intuitive technology platform, expand its product and service portfolio, and accelerate its direct investments in the industry's top-producing sales agencies. To date, the company has acquired over 34 independent agencies to become the largest and fastest-growing agency in the technology industry.Job SummaryThe Sales Leader is responsible for managing a team of salespeople across multiple states. This individual will lead the team in developing and executing sales strategies to achieve revenue targets and contribute to the company's overall growth. The role requires a strong focus on territory management, team leadership, and cross-functional collaboration to enhance customer acquisition and retention. The Sales Leader will report to the SVP, Sales & Advisory Services, and work in a remote capacity, focusing on expanding the company's presence within the assigned regions. While remote, this role may require up to 40% domestic travel.Key Responsibilities - Territory Sales Strategy: Develop and implement a comprehensive regional sales strategy that aligns with the company's overall objectives. Ensure each territory is optimized for growth and that sales targets are met or exceeded. Collaborate with the SVP Sales & Advisory Services to integrate the regional plan into the broader sales strategy.
- Team Leadership and Development: Lead, mentor, and manage a team of 8 to 10 salespeople initially, the team will grow over time. Provide ongoing coaching, performance evaluations, and development opportunities. Foster a high-performance culture that motivates the team to achieve their individual and collective goals.
- Cross-Functional Collaboration: Work closely with the SVP Sales & Advisory Services, marketing, customer success, and business development teams to ensure alignment on sales initiatives, product messaging, and customer acquisition strategies. Serve as a liaison between the sales team and other departments to ensure a seamless experience for customers.
- Sales Process and Pipeline Management: Oversee and optimize the sales process within the regional territory, ensuring consistency and efficiency. Manage the sales pipeline, ensuring proper tracking and reporting of key metrics such as lead conversion, deal velocity, and territory coverage.
- Customer Relationship Management: Cultivate and maintain strong relationships with key regional customers. Support the team in building and nurturing long-term partnerships that drive revenue growth. Collaborate with customer success to ensure high levels of customer satisfaction and retention.
- Market Analysis and Strategy Adjustment: Stay informed on market trends, competitive dynamics, and customer needs within each territory. Use this knowledge to adjust sales strategies and identify new opportunities for growth.
- Sales Forecasting and Reporting: Create accurate sales forecasts for regional territories, ensuring alignment with company goals. Track and report on sales performance metrics, providing regular updates to the SVP Sales & Advisory Services.
- Budget Management: Manage the regional sales budget, including travel, training, and promotional expenses. Ensure that spending aligns with budget allocations and company financial goals.
- Sales Training and Development: Design and implement training programs for the sales team to enhance product knowledge, sales techniques, and customer engagement. Identify skill gaps and ensure that all sales team members are equipped to succeed.
- Performance Management: Establish clear performance metrics for the sales team and conduct regular performance reviews. Implement corrective actions and development plans when necessary to ensure sales targets are met.
- Contract Negotiation: Oversee and assist the sales team in negotiating contracts with key customers, ensuring that terms are favorable to both the client and the company.
- Customer Feedback and Insights: Gather and analyze customer feedback to identify trends, needs, and opportunities for product or service improvement. Provide insights to product development and customer success teams.
- Compliance and Risk Management: Ensure that the sales team operates in compliance with company policies and industry regulations. Manage risks related to pricing, contract terms, and customer agreements.
- New Market Development: Identify and pursue opportunities to expand the company's presence into new regions or market segments. Develop and implement strategies to penetrate new markets and grow revenue streams.
EDUCATION - Required: Bachelor's degree or equivalent work experience.
- Preferred: Sales Skills Training.
Required Qualifications - At least 7 years of proven sales leadership experience in midmarket/enterprise sales, preferably in Telecommunications, IT, or SaaS-related industries.
- Proven success in managing and growing a sales team, with a focus on meeting or exceeding revenue goals.
- In-depth knowledge of sales processes, territory management, and market dynamics.
- Experience working in technology or telecommunications environments is highly preferred.
- Strong communication and interpersonal skills, with the ability to influence and collaborate with internal and external stakeholders.
- Ability to analyze sales data and market trends to make informed strategic decisions.
- Excellent leadership and team-building skills, with a focus on developing talent and fostering a high-performance culture.
- Can develop a high-performing sales team.
- Drives revenue growth by effectively managing a regional sales team and optimizing territory coverage.
- Capacity to work in a fast-paced environment and can adapt to changing market conditions.
- Strong problem-solving skills, with a focus on delivering customer value and achieving business objectives.
Additional Requirements - Travel: Willingness to travel extensively across the region as required.
- Technology Savvy: Familiarity with CRM software and digital sales tools.
SALARY RANGE - Employees new to UPSTACK typically come in at the start of the pay range. UPSTACK focuses on providing a simple and transparent pay structure which is based on a variety of factors, including location, experience, and job-related skills.
CLOSING UPSTACK is an Equal Opportunity Employer, and does not discriminate on the basis of race, gender, ethnicity, religion, national origin, age, disability, veteran status, gender identity/expression, sexual orientation, or on any other basis prohibited by law. Consistent with applicable state and local law, UPSTACK will consider employment for all qualified applicants.At this time, UPSTACK will not sponsor a new applicant for employment authorization for this position.We endeavor to make the application process accessible to all applicants. If you would like to contact us regarding accessibility and/or need assistance completing the application process, please contact us at [email protected].
