Enterprise Sales Director

🕒 il y a 3 mois

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51 - 200 employés

Fondée en 2019

🔒 Cybersecurity

🔌 API

☁️ SaaS

💰 €32 000 000 Series B en 2021-11

Cybersecurity • API • SaaS

Fingerprint est une entreprise technologique spécialisée dans les solutions de détection et d’identification des bots. Sa plateforme aide les entreprises à garantir un environnement en ligne sécurisé en identifiant avec précision les utilisateurs et en distinguant les personnes réelles des bots automatisés. L’entreprise propose des guides pour développeurs et des paramètres d’espace de travail afin de faciliter l’intégration dans diverses applications, renforçant la sécurité et l’expérience utilisateur.

Description

• 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.

🎯 Exigences

• 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.