Enterprise Sales Director

🕒 Maio 7

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Fingerprint

SiteLinkedInTodas as Vagas

51 - 200 funcionários

Fundada em 2019

🔒 Cibersegurança

🔌 API

☁️ SaaS

💰 $32.000.000 Series B em 2021-11

Cybersecurity • API • SaaS

Fingerprint é uma empresa de tecnologia focada em soluções de detecção e identificação de bots. A plataforma ajuda empresas a garantir um ambiente online seguro ao identificar usuários com precisão e diferenciar entre pessoas reais e bots automatizados. Ela fornece guias para desenvolvedores e configurações de workspace para integração fácil em diversas aplicações, aumentando a segurança e a experiência do usuário.

Descrição

• Drive team revenue and performance, own team quota attainment by driving pipeline generation, meeting volume, and deal execution. • Support the globally distributed team’s pipeline generation efforts, including regular team PG days, managing outbound cadences, supporting marketing-driven ABM programs. • Own and manage a strategic book of business, focusing on high-value Enterprise accounts. • Drive rigorous account planning and deal inspection, leading regular deal reviews to drive engagement and advance pipeline. • Manage quarterly forecasts and hold the team accountable to forecast accuracy and pipeline coverage ratios. • Lead complex deal negotiations involving multiple technical stakeholders, procurement, and legal teams. • Use MEDDPICC to de-risk deals, improve win rates, and drive accurate forecasting. • Build strong executive relationships, acting as a trusted advisor to enterprise clients. • Collaborate cross-functionally with Product, Customer Success, and Marketing to drive adoption and retention. • Use detailed data and reporting to continuously review the health of business including pipeline metrics, opportunity aging reports, and deal qualification criteria. • Present business cases and ROI models to justify investment in our solutions. • Develop deep industry expertise to anticipate market trends and customer needs. • Drive thought leadership by participating in key industry events and conferences.

🎯 Requisitos

• 10-15+ years of experience in B2B SaaS, including 8+ years leading Enterprise sales teams in complex, multi-stakeholder sales environments. • Proven track record of driving team quota attainment and accurately forecasting revenue in long, complex sales cycles. • Deep MEDDPICC expertise with a hands-on approach to inspecting deals, managing risk, and improving win rates. • Demonstrated ability to lead Enterprise sales motions - navigating large buying groups and driving deal progression. • Strong command of pipeline and performance metrics, using data to manage the business, identify gaps and opportunities, and maintain forecast accuracy. • Proven track record of hiring A-level talent, with the ability to rapidly ramp new hires to achieve pipeline generation metrics and revenue targets. • Experience managing global accounts and large buying groups. • Exceptional strategic thinking, problem-solving, and negotiation skills. • Comfortable working with cross-functional teams to drive enterprise adoption. • Background in cybersecurity, identity, analytics, or infrastructure SaaS is highly preferred. • Role requires proficiency with macOS and comfort working fully remotely using tools such as Slack, Google Workspace, and Zoom.