EVP Sales & Marketing

Attivio; Boston (MA); On-site; USD 250,000 - 400,000; Full time

Job summary

Attivio is seeking a top-tier executive to plan and direct our global sales and marketing strategy from our Boston headquarters. The role drives revenue and margin, aligning marketing initiatives with sales objectives and adapting to market changes.

The candidate will bring a proven track record in enterprise software sales to Fortune 1000 accounts, with 10–15 years of leadership experience, and a demonstrated ability to forecast revenue and retain key customers.

Qualifications

• Ten to fifteen years’ experience building and leading direct/inside sales & marketing teams.
• Proven ability to convert senior management relationships into customers and profitable sales.
• Strong customer retention track record and forecast accuracy.

Responsibilities

• Plan and direct all aspects of sales & marketing policies, objectives and initiatives.
• Develop and implement sales strategies to maximize revenue and margin to meet targets.
• Align marketing with sales strategies and adjust plans based on market/competitive dynamics.
• Lead and manage a high-performing sales organization with both inside and outside teams.

Skills

Sales leadership

Strategic planning

CRM experience

Enterprise software sales

Job description

Reporting to the CEO, the candidate will plan and direct all aspects of the organization's sales & marketing policies, objectives, and initiatives. The candidate will be in charge of developing and implementing sales strategies in order to maximize revenue and margin in order to meet sales goals. Align marketing policies, objectives, and initiatives with sales strategies. Identify changes in the marketing environment or competitive strategy and evaluate, adjust, or redesign the organization's marketing plan and philosophy accordingly. The successful candidate will have a strong background selling technology solutions such as CRM, enterprise software or eCommerce solutions to mid-market and Fortune 1000 enterprise decision makers. Ten (10) to fifteen (15) years’ experience building and leading a highly successful direct/inside sales & marketing organization with a track record of over-achievement is required. Proven success at converting relationships with senior management, into customers and profitable sales is necessary. He or she will also have a strong customer retention track record.
The successful candidate will have the proven ability to successfully forecast and achieve aggressive revenue results utilizing both an inside and an outside sales force. Thorough knowledge of sales planning, inclusive of developing a proven sales strategy, sales process, sales training and sales methodologies required. He or she will have extensive experience in solution-based selling and building highly effective sales organizations with the ability to hire and retain outstanding sales professionals.

Experience and track record of quickly and successfully re-positioning a sales force given a changing market and economic conditions is ideal. A proven record directing and changing the methodology and process of selling, with significant positive impact on revenue generation and product acceptance is key.

In summary, the ideal candidate will have:

• Expert at driving explosive revenue for software companies in the $20M to $100M+ stage.
• Proven track record of growing and scaling companies.
• Experience and a track record of quickly and successfully grow a sales force, directing and changing the methodology and process of selling, with significant and positive impact on revenue generation and market acceptance.
• Experience and a track record of setting objectives, devising tactics to drive strategies and creating plans that have enabled companies to implement and/or to continue aggressive revenue growth.
  • Ability to create, manage and execute all marketing strategies and implement tactical plans that meet and exceed company expectations.
  • Lead and manage Direct Marketing, Analyst Relations, Advertising, Online Marketing & Event Marketing.
  • Measure the effectiveness of the marketing department and implement improvements as required.
  • Proven ability to identify sales rep level skill sets and experience required to successfully generate the highest level of revenue in the shortest sales cycle possible.
  • Ability to recruit and train a sales force.
  • Successful implementation of sales strategy and approaches to selling technology solutions to the marketplace (proven track record in “pioneer sales”), inclusive of the implementation of:
    • Sales methodologies
    • Training Programs
    • Inside team and field team cooperative and compatible strategies.
    • Formulating and articulating the benefits of solutions for different client needs and requirements.
    • Successful and consistent achievement of revenue plans and corporate objectives utilizing both inside and outside sales forces.
    • Development of commission plan strategies, establishing stretch, yet achievable quotas, leveraging productivity to provide balance between expense, revenue generation and levels of reward.
    • Implementation experience in developing and conducting win/loss reviews and the implementation of new programs as a result of these reviews.
    • “Roll up the sleeves” leadership – personal and consistent involvement, interaction and management of the sales organization. Does not “ride a desk”!
    • Successful implementation of detailed sales processes ensuring internal discipline and results: pipeline meetings, standards and measurements, productivity tools, evaluation of employee performance results.
    • Strong motivator, high energy, polished and professional, strong work ethic, outstanding verbal and written communication skills and presentation skills.
    • Track record of building and maintaining client “C” level executive relationships, having established Fortune 1000 contacts and relationships.
    • Experience in selling complex solutions (enterprise software, ASP, technical services or e-commerce industries) to enterprises.
    • Proactive leader who has successfully navigated and responded to changing market and economic conditions.
    • Will be able to quickly gain the respect and support of both management and the sales team by demonstrating personal attributes such as good judgment, business acumen, objectivity and integrity.

IDEAL PROFESSIONAL PROFILE

• The successful candidate must have a “roll up the sleeves” leadership style that includes personal and hands on involvement and management of the sales organization. He or she must be proactive and a strong motivator. High energy, strong work ethic and an excitement to move fast is critical.
• Has an entrepreneurial spirit; openly expresses passion and exuberance for business opportunities and challenges; is someone who drives and encourages change, shifts gears comfortably and is adaptable and versatile.
• Is very bright and quick on the uptake, intellectually sharp, capable and agile and can “think on his/her feet.”
• Possesses very strong communication and persuasion skills; is comfortable, articulate and dynamic in front of large and small audiences.
• Proven ability to lead a proactive marketing organization and ensure accountability for results that maximize that contrHave strong leadership skills as well as the ability to build and maintain strong peer relationships, gaining trust and confidence from all levels within the organization.
• Have a strong work ethic and the ability to handle a demanding, time-consuming role.
• Displays a level of knowledge and stature to influence both potential clients as well as company's executive team.
• Possesses excellent negotiation skills.
• Deals ethically and morally with all that he/she deals with, displaying the highest level of integrity when representing our company.

We have a dynamic team-centric culture that strives to continuously provide exceptional customer service. Come join us if you want to be part of a fast-growth company, work with a team of high performers and realize your true potential!