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Director, Mid Market Sales

Sales - Providence, RI



Job Summary


The Director, Middle Market Sales is responsible for leading the direct sales initiatives across Virgin Pulse’s suite of software solutions and servicesTo be successful in this role, the Mid-Market Sales Leader will manage a team Regional Sales Directors and Regional Sales Managers, by helping them develop and enhance sales skills to meet and exceed sales targetsAdditionally, the candidate must move the needle on improving productivity measurements, and collaboration with sales team members on navigating opportunities through a complex sales process.


Job Duties


  • Achieve and exceed Annual Recurring Revenue targets in specific geographic and market segments


  • Forecast monthly, quarterly, and annual revenue targets to sales leadership on a timely basis. 


  • Develop strategic team territory plans to maximize revenue out of assigned territory. 


  • Leverage SalesForce.com to manage team opportunities and maintain accurate forecasting and reporting


  • Work closely with sales team members to demonstrate Virgin Pulse solutions to prospective employers via in-person or GoToMeeting. 


  • Support team members with sales proposal delivery to prospective clients.


  • Coordinate with Virgin Pulse Implementation Services and Client Success on pre/post-sales implementation, launch plans, and hand-off process.


  • Learn and maintain in-depth knowledge of Virgin Pulse product portfolio.





Required Education, Training, Knowledge and Experience 


  • Bachelor's degree or equivalent experience
  • 3 to 5 years of management experience in SasS industry, preferably in the Wellbeing, Benefits, or HR technology category. 
  • Documented history of consistent team quota over-achievement.
  • Experience selling and directing enterprise products/services with a focus on value-based selling methodologies.
  • Strong familiarity with productivity tools such as Salesforce.com, SalesNavigator, PointDrive, GTM, other web-based technologies.
  • Excellent written and strong communication skills to understand and identify customer needs and map business value
  • Proficient in managing complex selling engagements – six to nine month sales cycles 
  • Willingness to accept and contribute new ideas, and adapt to a rapidly changing, high-growth, environment.
  • Passion for collaboration and team building across the sales organization and cross-functionally within Virgin Pulse.
  • Capacity to get things done quickly.
  • Travel requirement:  approximately 25-30%


Core Skills, Competencies, and Characteristics 


  • Self-directed, results oriented, with strong project management and influencing skills.
  • Ability to understand business value and purchase processes, and synthesize these insights into actionable, useful, guidance for the sales and marketing teams.
  • Excellent understanding of B2B prospecting and sales best practices, and proven ability to find creative solutions to project challenges and new opportunities.
  • Has a strong sense of pace and urgency to ensure work is completed in the expected timelines.
  • Strategic sales capabilities that include a high comfort level communicating with all levels of prospects within an organization, balanced with tactical skills for a fast-paced, transactional sales environment.




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