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The Role
Leads enterprise sales for new customer acquisition, renewals, and account expansion. Manages complex, multi-stakeholder sales cycles involving software demonstrations, RFPs, contracts, negotiations, and legal review. Owns revenue targets, nurtures strategic enterprise relationships, conducts business reviews, identifies customer needs, and collaborates with Marketing, Client Success, Product, Services, and Legal to drive recurring revenue and customer satisfaction.
Summary Generated by Built In
RainFocus, one of the most innovative software companies, is in search of an exceptional Enterprise Sales Director.
About RainFocus
RainFocus cares about its employees, customers, and the world in which we live. Our rapidly growing team serves Fortune 500 companies like Adobe, Cisco, IBM, Oracle, VMware, and others to prepare and execute in-person, virtual, and hybrid events, across the world. Those events are delivered through our industry-disrupting software platform, with groundbreaking business intelligence, to elevate the attendee experience, streamline event operations, and accelerate marketing results. We are well-funded, growing fast, and building a company that is changing the market — it will be challenging, fun and exciting.
About the Role
As part of the sales organization, this role is responsible for new account acquisition, as well as retention and expansion of revenue within a specific named account target list. Partnering with RainFocus Marketing and Client Success, this position will focus on identifying a solution to customer challenges in enterprise event management, event content management, and exhibitor management in support of the client’s global events program. This role will also work very closely with the Product and Services teams to ensure customers are highly satisfied with the outcome, as well as the process.
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Required Skills and Experience
7+ years of experience in enterprise sales roles selling deals in excess of $250K in Contracted Annual Recurring Revenue (CARR) Proven track record of exceeding quota on a multi-year basisProven track record of stability at one, or a few companies, over a careerExperience performing software demonstrations in a complex, multi-stakeholder saleExperience creating and responding to RFP’sExperience creating MSA’s and SOW’s, as well as facilitating the legal reviewBA/BS required
Essential Responsibilities:
- Responsible for the sales target for New Logos, Upsell Sales and Renewals depending on assigned account target list.
- Responsible for identifying customer needs, educating them on potential solutions, demonstrating a potential solution in a live environment and negotiating with key stakeholders to produce a recurring revenue contract.
- Working alongside Client Success, this role is responsible for renewing existing contracts while looking for opportunities to expand RainFocus solutions into existing events, as well as new customer events.
- Manage and nurture account relationships resulting in long-term, mutually beneficial strategic partnerships.
- Manage complex enterprise deal cycles.
- Working closely with Client Success, provide account management to existing accounts, not limited to but including a structured quarterly business review with clients.
- Become an expert in RainFocus solutions for conferences and events of all sizes and adapt recommendations quickly to suit varying client needs.
- Work cross-functionally within sales and other functions to drive revenue and increase customer satisfaction.
- Think creatively about ways to increase the company’s value to customers.
- Communicate business trends to RainFocus product team.
- Work cross-functionally across RainFocus to ensure we are providing the very best service to our customers.
Required Skills & Experience:
- 7+ years of experience in enterprise sales roles selling deals in excess of $250K in Contracted Annual Recurring Revenue (CARR)
- Proven track record of exceeding quota on a multi-year basis
- Proven track record of stability at one, or a few companies, over a career
- Experience performing software demonstrations in a complex, multi-stakeholder sale
- Experience creating and responding to RFP’s
- Experience creating MSA’s and SOW’s, as well as facilitating the legal review
- BA/BS required
Personal Characteristics:
- The best candidates for this position will have strong chemistry and a culture fit within Rainfocus. They will need to be comfortable working in a fast-paced, challenging, and dynamic environment. Additional personal qualities include:
- Intelligence
- Resiliency
- Self-motivated
- Strong Communicator
Skills Required
- 7+ years of experience in enterprise sales roles
- Experience selling deals exceeding $250,000 in Contracted Annual Recurring Revenue
- Proven track record of exceeding quota over multiple years
- Proven career stability at one or a few companies
- Experience conducting software demonstrations in complex, multi-stakeholder sales
- Experience creating and responding to RFPs
- Experience creating MSAs and SOWs and facilitating legal review
- Bachelor's degree required
- Strong communication skills
- Resilience and self-motivation
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The Company
What We Do
SaaS event marketing platform that simplifies management, personalizes experiences and consolidates data for significantly better events.
