Sales Director NA

As part of the company’s continued global expansion Varnish is recruiting a Sales Director to be responsible for the sales operations and revenue growth of the business in North America (NA).

Varnish-Software is a global technology company that provides world-class content delivery solutions to some of the biggest global brands. The uniquely flexible caching software also has millions of companies using its Open Source Technology.
As part of the company’s continued global expansion Varnish is recruiting a Sales Director to be responsible for the sales operations and revenue growth of the business in North America (NA). The successful candidate will be responsible for establishing the sales strategy and mode of operation for the sales team in NA. The ultimate goal of the Sales Director is to lead the sales team to drive significant growth in both new business and the existing client base and to minimise the impact of churn. 

This is a fantastic opportunity for someone with a track record of successfully building and leading a high growth sales team. We are looking for someone who is energetic, persuasive and well organized and able to demonstrate the ability to sell at the highest level. The ideal candidate will be able to develop and execute appropriate sales strategies; new logo acquisition, marketing, sales operations, team development and sales support to maximise sales and profitability.

The candidate will be based in Los Angeles and will report to the VP of sales.

The position provides;

  • Basic salary+ Commission and sales incentives
  • Flexible time off with 25 days of vacation starting immediately
  • Great opportunity for future progression in a global company
  • The potential to be part of a global success story
  • The opportunity to work with an international organisation with offices in US, Sweden, UK and ASIA
  • Travel
  • Opportunity to work with some of the world’s biggest organisations
Responsibilities
  • Developing the sales strategy and specific target account strategies to realise revenue objectives
  • Overall responsibility for growing NA’s existing client revenue base
  • Create strong relationships with key client stakeholders at both senior and mid-management levels
  • Understand and effectively communicate the company’s value proposition, tech, process and current partnerships
  • Maintain defined levels of staff by recruiting, onboarding, coaching, disciplining and monitoring employee performance
  • Desire to own projects and exceed expectations, with ability to find solutions and deliver results within a rapidly changing, technology driven environment
  • Ability to identify and solve critical issues strategically
  • Provide leadership, coaching and insight to the sales team to develop their sales and account management skills
  • Implement strategies to generate referral new business leads
  • Develop in-depth knowledge of Varnish products, competitive landscape and market trends
  • Develop in-depth knowledge of the in-house sales platforms/tools including Salesforce & HubSpot & ensure full compliance
  • Negotiate contracts in the interest of the business and the client
  • Effective analysis of pipeline, forecast data, conversion rates, win/loss to deliver reports and insights to the management team
  • Ensure internal and external intelligence is provided to the relevant stakeholders
  • Monitor and report on the quantity & quality of marketing information and trends

Skills Required;

  • Ability to understand the impact of operational initiatives from a sales and marketing perspective and making strategic recommendations
  • Proven success working in a fast-paced, high-growth environment
  • Proficient in Salesforce, Microsoft Office applications and Excel
  • Must have exceptional verbal and written communication skills
  • Strong negotiation and influencing skills
  • Exceptional customer service skills
  • Demonstrate ability to meet deadlines, handle and prioritize simultaneous request, and manage laterally and upwards
  • Creative and strategic thinker
  • Strong leadership skills & high level of emotional intelligence

Experience Required;
  • Minimum of 5 years enterprise field sales experience
  • Minimum of 5 years sales management experience
  • Formal sales training in known sales methodology (Challenger, TAS, Value Selling, etc)
  • Preferable experience in the technology and/or CDN, Cloud, Streaming
  • Experience of the US market

About Varnish: https://www.varnish-software.com/about

Hiring Manager: VP sales, James Whyte


Varnish-Software is an equal opportunities employer. All qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, sexual orientation, national origin, age, disability


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Los Angeles

840 Apollo St
90245 El Segundo Directions

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