Director, Sales

ABOUT THE ROLE

As Director, Sales, you will use your extensive sales and leadership experience to lead, coach and mentor a team of passionate and energized Account Executives selling Accela’s solutions. You will be responsible for all revenue generating activities and overall sales target attainment for the group. This position will lead sales reps in pursuit of account expansion and new logos to exceed account retention and ARR attainment goals. These achievements will be the result of coaching the sales reps on successful customer engagement and transaction management, and collaborating with Accela partners, Marketing, Legal, Product, Professional Services, Revenue Operations, and Support to exceed Accela quarterly and annual goals.

SPECIFIC RESPONSIBILITIES

• Lead, inspire, and motivate a team of software sales representatives to set and execute short-term and long-term strategic sales approaches for new logos and existing accounts to exceed sales quotas and business objectives.
• Be a key leader focused on driving expansion of Accela’s core and new solutions business within the territory, maintaining and expanding the existing customer base in region, leveraging relationships to enter new markets at the state and local level.
• Employ effective selling strategies to successfully position Accela strategically as viable choice to alternative solutions.
• Identify and analyze market trends, customer needs, and competitive activities to inform sales strategies.
• Develop and maintain strong relationships with key stakeholders and Accela teams, including Professional Services, Legal, RFP team, Solution Engineers, Sales Operations, Support and Product Development.
• Collaborate with Marketing, Product Marketing, and other departments to align sales strategies with company goals.
• Forge strong mutually beneficial relationships with Accela Partners.
• Ensure sales reps provide accurate and timely reporting of sales activities, pipeline status, customer challenges and market conditions.
• Mentor, develop, and foster a positive and collaborative team culture that encourages professional growth, development opportunities to achieve team performance success and personal and professional goals.
• Positively guide team members and clients through complex sales cycle.

REQUIRED QUALIFICATIONS

• Must have prior sales, people management and leadership experience
• 5+ years of experience selling enterprise-wide software solutions and professional services
• Industry domain knowledge
• Capable of inspiring and motivating a team to be resilient in facing challenges and achieve exceptional results while maintaining a positive and fun work environment
• Strong interpersonal communication skills and ability to achieve set goals and deadline
• Understanding of …