Head of Sales, Retail

As a member of the Fullsteam Retail Group leadership team, the Head of Sales will lead sales growth operations across multiple business units selling vertical SaaS solutions to SMB and mid-market retail services companies. Together, we help our customers grow faster and become more efficient through our suite of software solutions.

The ideal candidate for this position is a both strategic thinker and tactical leader who has experience building sales teams, processes, and operations, to deliver marketing-leading revenue growth.

The Head of Sales will hit or exceed short/mid/long-term revenue goals and help contribute to building and executing a successful, long-term growth strategy.

Primary Responsibilities:

• This role will oversee and coach sales across multiple business units at Fullsteam within the Retail Services Group reporting directly to the Group President
• In partnership with the Head of GTM, you will help build and lead an inbound/outbound sales strategy across multiple business units and product lines, selling SaaS and payments solutions to SMB retail services customers
• You will help the sales teams sell in Fullsteam ancillary offerings to their current customers
• You will help design the sales strategy, assist with resourcing plans, ensure execution and results to drive brand positioning and lead generation strategies
• This position will be directly accountable for leading, coaching, training and managing individual and team performance to meet or exceed sales quotas and retain existing customers
• Consistently monitor and analyze sales performance, provide timely and constructive feedback, and drive improvement in the execution of sales methodologies and outcomes by providing continuous learning opportunities to the team to enhance product knowledge and sales processes
• Identify and develop new sales approaches to penetrate target customer markets, staying on top of industry trends in the retail SaaS market
• Be a hands-on manager by monitoring outbound activity and conducting pipeline reviews
• Ensure teams are properly staffed: assist with interviews to backfill roles and PIPs for underperforming team members
• You will be responsible for contributing to regular budget and sales forecasting processes

The Candidate Will Bring

• Strong business acumen, a demonstrated track record of managing sales teams to hit or exceed revenue goals
• Obsession with leveraging data to inform strategy, optimize tactics, and drive results
• Proven success in building, developing, and leading high performing sales teams acting as a player/coach to drive new sales and customer retention
• Experience successfully managing and developing distributed sales teamn
• Proven track record of predictably meeting and exceeding revenue objectiven
• Proven ability to manage prospecting efforts, sales process, pipeline, and contractn
• Experience working with product and marketing teams to take new products to market
• Experienced power-user of Salesforce and sales engagement platforms
• Ability to communicate across all levels of an organization face-to-face and remotely

Qualifications

• 8-10 years of experience leading B2B SaaS sales selling to Mid-Market customers.
• Direct experience leading sales for a $50mm-$100mm SaaS P&L.
• Strong preference for candidates with experience selling software with payments.
• Demonstrated experience building and managing world-class sales teams in a distributed environment.
• Experience working with SDRs and collaborating with Customer Success teams.
• Retail Services experience is preferred but not required.
• This position can be remote.
• Diligent work ethic: must be self-motivated and able to take the initiative.
• Demonstrated ability to develop new markets and territories.
• Strong written, phone, and in-person communicator.
• Knowledge of SaaS solutions and the buyer-centric sales approach.
• Excellent analysis and problem-solving skills.
• Detailed, organized and results-oriented, with ability to effectively prioritize.
• Ability to work effectively in a fast-paced, dynamic, team-oriented environment.
• Travel as required by business needs.