We are seeking a bold, innovative, and metrics-driven Sales Manager to lead a Commercial Sales team in selling Novara’s suite of Environment, Health, & Safety (EHS), Training, and Contractor Management solutions. Reporting to the Vice President of Sales, you will partner with the Novara executive team and other cross-functional leaders to significantly increase Novara revenue streams and develop strategic prospecting programs to penetrate new logo accounts in strategic growth industries such as (but not limited to) Manufacturing, Construction, Transportation, Utilities, Municipalities, & Hospitality. Novara has a modern software solution aimed directly at this incredibly large total addressable market with a track record of strong growth.
You will leverage your leadership, strategic, and tactical skills by working with marketing, product and other leaders to build a forward-thinking go-to-market (“GTM”) strategy and drive double digit organic growth. You will also provide the tactical coaching and development necessary to build a world-class sales team.
Responsibilities:
Become an expert in solving problems that our prospective clients face which can be solved with Novara’s technology
Foster an energetic, positive culture of high-performance, consistent motivation, effectiveness and results
Manage and build a new team of 6 Commercial Account Executives with a primary focus on new logo acquisition
Work with Sales Enablement and peer sales leaders to provide the team with ongoing training and coaching related to process, skills, best practices, systems, and career path
Engage with, train on, deploy, and utilize modern sales tools such as SFDC, 6Sense, LinkedIn Sales Navigator, Salesforce Engage, and Einstein Conversation Insights.
Report, track, and manage sales activities and results using Salesforce.com
Accurately forecast revenue growth by analyzing key metrics around the sales pipeline
Effectively execute a plan to cross-sell and up-sell new clients in the first 12 months using Novara’s suite of solutions
Manage the team to exceed quota and foster professional development to create advancement opportunities for team members
Maintain current knowledge of sales leadership processes and customer buying trends to increase pipeline growth
Research and understand current marketing campaigns to help the sales team execute against all objectives
Knowledge, Skillset, Requirements:
3+ years of proven Sales leadership and success building a highly successful team within a SaaS software company environment
Must have experience selling or managing a team responsible for generating their own pipeline to achieve bookings target.
Demonstrated background effectively using and deploying modern sales prospecting tactics
Demonstrable track record achieving targets both individually and for the team
Ability to look around the corner – anticipate problems of a growing organization before they surface
Polished, confident presenter to support roll out of high visibility initiatives
Great organizational skills: can put together a plan, articulate that plan to key stakeholders and execute it to quality and a deadline
Ability to motivate others and achieve results
Excellent organizational, time-management and prioritization skills
Team leader with strong interpersonal skills and the ability to effectively inform, motivate, and organize a multi-person sales effort
Experience selling into one of the core verticals listed above is especially valued
Experience managing teams or selling into small to mid-sized organizations is also especially valued
Ability to thrive within a challenging and fast paced business environment
Success Criteria:
Strategist - develop strategies and tactical plans to enable and accomplish growth objectives
Coach - Inspire and motivate the team to excel both individually and as a group
Super salesperson - Drive and support deal cycles when necessary
Leader - Drive accountability and a culture of productivity and success
Compensation:
Skills Required
- 3+ years of proven Sales leadership in a SaaS software company
- Experience generating pipeline to achieve bookings target
- Demonstrated background using modern sales prospecting tactics
- Polished, confident presenter for high visibility initiatives
- Ability to motivate and achieve results through team leadership
- Experience in one of the core verticals: Manufacturing, Construction, etc.
- Experience managing teams or selling into small to mid-sized organizations
What We Do
Novara provides safety and operational risk management software that empowers organizations to identify and resolve issues before they become incidents. Through the Flex and Risk Management Center platforms, Novara helps organizations address operational risk proactively by unifying data, increasing workforce engagement, and proactively managing risk. Novara’s combination of training, software, and tools puts people and safety first while protecting critical operations.
