Vice President, Sales

As we continue to expand, we are seeking a highly motivated and experienced Vice President, Mid-Market & SMB Sales to lead our sales team with a strong emphasis on coaching and mentorship. 

The Vice President, Mid-Market & SMB Sales will play a crucial role in shaping and executing our sales strategy. The ideal candidate will be a seasoned sales leader who is operationally excellent, thrives in a dynamic environment and possesses a proven track record of coaching and developing sales professionals to hit revenue targets and achieve their highest potential.  

This role involves leading a team of Sales Managers and Account Executives, fostering a culture of continuous learning and world class performance, and creating an environment where our sales team can excel. 

Responsibilities: 

Coaching and Mentorship: 

• Provide hands-on coaching, mentorship, and professional development to the SMB and Mid-Market sales team to enhance their selling skills, position them to hit revenue targets and achieve personal growth. 

• Create a structured and scalable coaching program that empowers sales representatives to consistently meet and exceed their targets. 

Sales Leadership: 

• Lead, motivate, and inspire a team of mid-market sales leaders, providing guidance and support to foster a high-performance sales culture. 

• Implement and drive accountability for a clear sales strategy, processes, and methodologies to drive revenue growth. 

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Performance Analysis: 

• Analyze and assess the performance of the sales team, identifying areas for improvement and implementing tailored coaching plans to address weaknesses. 

• Regularly review sales metrics and KPIs to drive data-driven performance improvements. 

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Client Relationship Building: 

• Collaborate with sales team members to build and maintain strong relationships with key clients and strategic accounts. 

• Assist in negotiations with high-value clients, providing coaching and expertise as needed. 

• Act an executive sponsor on key pursuits.  Establish a relationship at a C-Level with the prospect’s organization.  This includes actively participating in prospect meetings such as key demo's, negotiation meetings, etc. 

Cross-Functional Collaboration: 

• Collaborate with other departments, including marketing, product development, and customer success, to ensure alignment and a seamless customer experience. 

• Work closely with the marketing team and BDRs to develop targeted campaigns and initiatives that resonate with the SMB and Mid-Market audience. 

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Sales Strategy: 

• Develop and execute the overall sales strategy for the mid-market segment, aligned with Bonterra's goals and objectives. 

• Analyze market trends, competitor activities, and customer feedback to refine sales strategies and identify areas for improvement. 

Qualifications: 

• Proven track record in SMB and Mid-Market sales leadership, consistently exceeding revenue targets. 

• Exceptional coaching and mentoring skills with the ability to motivate, develop, and inspire a high-performing sales team. 

• Excellent communication, negotiation, and interpersonal skills, including the ability to build rapport with clients and collaborate effectively with internal stakeholders. 

• Proven ability to generate and execute innovative ideas and process improvements that drive the business forward. 

• Strategic thinker with a data-driven approach to decision-making and a track record of successfully executing complex sales strategies. 

• Experience in developing and implementing sales processes, methodologies, and performance metrics. 

• Proficiency in using CRM software and sales analytics tools to track and manage sales activities. 

• Ability to travel as needed to meet with clients and attend industry events. 

Bonus Points For: 

• Strong understanding of NPO and F&E space with the unique challenges and opportunities within the SMB and mid-market segments.