Equity, Medical/Mental Health, Dental, Vision, PTO, 16 paid holidays, 7 paid off days for volunteering, Mat/Pat leave, 401K match, Global/Regional ERGs, DEIB focused programs, Coaching as a service, Personal Dev Allowance, EAP and more!
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At Icertis, we are powering contract intelligence to transform how companies manage and unlock value from their contracts. The Sales Director, New Sales is responsible for driving sales by creating and closing high-value opportunities, with a focus on strategic alignment and value-based selling. This role is designed for a driven, energetic salesperson who thrives in value-based, consultative selling, particularly with senior business leaders and decision-makers across various domains and can anticipate customer needs based on strategic insights. Success in this role requires strong storytelling, hustle, and the ability to engage and influence C-level executives while managing complex sales cycles. You will work collaboratively with a team of subject matter experts, value engineers, and technical advisors, to deliver strategic solutions that create long-term business value for clients.
All in all, you are an integral part of the success of our clients, the growth of our business, and building a culture of winning! This is a remote position that can be perfomed from anywhere in the United States.
What You Will Do:
- Create & Close Opportunities: Proactively identify, develop, and close Icertis-based opportunities by deeply understanding customer opportunities and aligning solutions to their business objectives.
- Manage Complex Sales Cycles: Own the entire sales cycle, from inception to deal closure, ensuring a structured, strategic approach that positions Icertis as a value-driven solution provider.
- Consultative Selling: Engage in deep, outcome-based discussions with senior business leaders to understand their needs and position tailored solutions that deliver measurable business results.
- Executive Engagement: Build, nurture and maintain strong relationships with C-level executives, ensuring alignment with key decision-makers to expedite deal closure.
- Lead Cross-Functional Teams: Collaborate with marketing, lead-gen, presales, technical advisors, and other internal teams to develop and execute solution strategies for prospective clients.
- Territory Management: Develop and implement a territory strategy that drives consistent results and maximizes market penetration, leveraging both self-generated leads and internal resources.
- Storytelling & Value Articulation: Deliver crisp, compelling narratives that articulate the financial and strategic value of Icertis’s platform to address business opportunities, leading with insight rather than product features.
- Strategic Foresight: Understand the customer’s current business opportunities while anticipating future needs, providing big-picture, strategic thinking that positions Icertis for long-term success.
- Active Listening & Responsiveness: Listen attentively to customer needs, respond with tailored solutions, and maintain strong follow-through to build trust and influence.
- Challenge & Reframe: Confidently question customer thinking to reframe business problems and position Icertis’s CLM solutions as the preferred choice.
- Hustle & Energy: Bring passion, drive, and an entrepreneurial spirit to generate new opportunities, close deals, and exceed sales targets.
- Pipeline Management: Maintain accurate and up-to-date sales information in systems like Salesforce, ensuring transparency and accountability in forecasting and deal management.
What You Bring:
- 7+ years of enterprise software sales experience preferred, with consistent, sustained performance.
- Preferred experience in selling Enterprise SaaS, domain experience in CLM, ERP, or BSM is desirable.
- Deep understanding of key customer opportunities and industry-specific business drivers.
- A successful track record of closing multiple large enterprise software sales, consistently exceeding $1m ARR quotas.
- Excellent communication skills, both written and oral.
- Proven ability to effectively manage sales pipelines and accurately forecast revenue outcomes.
- Experience inspiring cross-functional teams, including Solutions Advisory, value engineers and industry advisors to develop tailored solutions that drive long-term customer success.
- Strong negotiation skills with the ability to walk away from deals that don’t align with business objectives.
- Proficiency in Salesforce and other CRM tools to manage pipelines, forecast accurately, and report deal progress.
- Exceptional communication and presentation skills, with a track record of delivering impactful presentations to senior audiences.
- Developed and executed strategic sales plans to generate new opportunities.
- Bachelor’s degree in business or related field or equivalent work experience.
What We’re Looking For:
- A proven strategic thinker who can question customers, reframe problems, and deliver solutions that align with Icertis’s value proposition.
- A leader with hustle and energy, who thrives in a high-performance environment and is passionate about building relationships and closing deals.
- Someone with a customer-first mindset who engages deeply with clients to understand their needs and deliver solutions that drive impactful business results.
- Strong territory management skills with a focus on maximizing market penetration and delivering consistent results.
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