Director of Sales

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Business Information Group

WebsiteLinkedInAlle Stellen

201 - 500 Mitarbeiter

📱 Medien

🤝 B2B

📣 Marketing

Media • B2B • Marketing

Business Information Group ist Kanadas größter Verlag für spezialisierte Wirtschaftsmagazine, Verzeichnisse und Datenbanken. BIG veröffentlicht über 90 Magazine und Verzeichnisse, betreibt 25 Websites und 22 E-Mail-Newsletter und pflegt eine Datenbank mit mehr als 750. 000 Geschäftskontakten in 18 gezielten Geschäftsmärkten. Das Unternehmen bietet medien- und marketingorientierte B2B-Dienstleistungen an, darunter Print- und Online-Werbemöglichkeiten, Listenvermietung, Vertragsverlag, E-Marketing-Services und Online-Mitgliederseiten, und bietet so eine gezielte Multichannel-Reichweite für das kanadische Arbeitsmarkt-Publikum.

Beschreibung

• Lead the day-to-day performance, coaching, development, and accountability of BIG's Strategic Account Executive team • Drive the SAE team toward individual and collective revenue goals by establishing expectations, monitoring performance, identifying gaps, and developing action plans • Train and coach SAEs on prospecting, discovery, relationship building, opportunity management, strategic account planning, negotiation, executive communication, and closing • Translate company revenue goals, growth priorities, market opportunities, and strategic initiatives into team priorities and measurable execution with the Chief Revenue Officer • Ensure sufficient qualified pipeline to support current and future revenue goals • Own forecasting, including pipeline reviews, deal inspection, risk identification, opportunity progression, and forecast accuracy • Establish and reinforce standards for Salesforce activity, CRM discipline, opportunity management, account planning, client engagement, and sales execution • Coach SAEs through complex opportunities and strategic deals, participating in key client meetings, executive conversations, proposal strategy, negotiations, and closing efforts • Expand executive engagement and relationships within strategic accounts • Drive cross-sell, upsell, and relationship expansion across BIG's portfolio of services • Assess team and individual performance using revenue results, pipeline health, sales activity, forecast accuracy, account penetration, and other indicators • Improve sales processes, training, messaging, reporting, workflows, and tools • Foster preparation, accountability, collaboration, urgency, and continuous improvement • Partner with marketing, operations, delivery, technical teams, and company leadership • Support onboarding and development of new sales team members • Set goals, provide feedback, conduct performance evaluations, and address performance or conduct issues • Assist with interviewing, candidate selection, workforce planning, onboarding, and training

🎯 Anforderungen

• Bachelor's degree required; business administration, sales, marketing, communications, or related field preferred • 8+ years of progressive B2B sales experience, preferably in SaaS, technology services, ERP, construction technology, or a related industry • Demonstrated experience leading quota-carrying sales professionals and managing performance against multimillion-dollar revenue targets • Experience building or improving sales operating rhythms, including pipeline governance, forecasting, deal inspection, coaching cadence, and CRM discipline • Ability to engage executive-level buyers and stakeholders, including CFOs, Controllers, Operations leaders, and other senior decision-makers • At least 5 years’ experience leading, coaching, mentoring, or developing professionals required • Ability to translate sales strategy into team priorities, activity expectations, and measurable execution • Strong understanding of pipeline management, forecasting, CRM discipline, account planning, and sales performance metrics • Experience leading sales cadences, including one-on-ones, pipeline reviews, forecast calls, account planning, and performance coaching • Proficiency in Salesforce.com or similar CRM software • Ability to coach sales professionals through complex opportunities, client conversations, and deal strategy • Excellent interpersonal and communication skills • Strong analytical, strategic thinking, and problem-solving abilities • Proven record of meeting or exceeding sales targets and improving sales performance • Proficiency in Microsoft Office applications and reporting tools • Availability for Monday–Friday, 8:00am–5:00pm local time zone • Ability to sit for extended periods and use a computer and keyboard for long durations • Must complete pre-employment background check and drug screen

🏖️ Vorteile

• Eligible for commission and bonus opportunities • Moderate travel • Reasonable accommodation for qualified individuals with disabilities • Pre-employment background check and drug screen