Enterprise Sales Director (Remote)

RainFocus; United States; Remote; USD 180,000 - 260,000; Full time

Job summary

RainFocus is seeking an Enterprise Sales Director to lead new account acquisition, retention, and expansion within assigned enterprise clients. You will partner with Marketing and Client Success to identify solutions in event management and exhibitor management across global programs, while working with Product and Services to ensure customer satisfaction.

The role requires 7+ years of enterprise software sales experience, a track record of exceeding quotas, and the ability to navigate complex

Qualifications

• 7+ years of enterprise sales experience with deals over $250K CARR.
• Proven quota attainment over multiple years.
• Stable career history at one or a few employers.
• Experience demonstrating software in complex multi-stakeholder sales.
• Experience creating/responding to RFPs.
• Experience drafting MSAs and SOWs and facilitating legal review.

Responsibilities

• Meet sales targets for New Logos, upsell, and renewals as assigned.
• Identify customer needs, educate on solutions, and negotiate recurring revenue contracts.
• Renew contracts with Client Success and expand RainFocus solutions to events.
• Manage and nurture account relationships for long-term partnerships.
• Navigate complex enterprise deal cycles.
• Provide quarterly business reviews and account management with Client Success.
• Become RainFocus product expert for conferences/events of all sizes.
• Collaborate across Sales and other functions to drive revenue and satisfaction.
• Think creatively to increase value to customers and relay trends to product.

Skills

Enterprise sales

Quota attainment

Career stability

Software demonstrations

RFP responses

MSA/SOW drafting

Education

BA/BS

Job description

Enterprise Sales Director

Team: Sales

Location: Any State

Commitment: Full Time

Workplace Type: remote

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.

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

Why work at RainFocus?

At RainFocus we delight millions of attendees at large-scale events by delivering better insights, experiences, and marketing.

As a member of the RainFocus team, you will have the opportunity to experience first-hand the impact of our platform at events around the world. Additionally, RainFocus offers competitive salaries, competitive benefits, 401k and generous PTO.