As the Director of Enterprise Sales, you will play a key role in driving Passport’s Enterprise growth, overseeing and guiding a team of Enterprise Account Executives in securing partnerships with some of the most recognized eCommerce brands globally. Reporting to the VP of Sales, you will be responsible for developing and managing a team of Enterprise Account Executives and their assigned Sales Development Representatives, building strategic relationships, and driving revenue growth in our key markets. This role is ideal for a seasoned sales leader with a proven track record in the eCommerce, and/or Logistics space who is passionate about coaching and developing a high impact team, committed to consistent overachieving goals.
What you'll do:
- Lead the Enterprise Sales Team: Build, coach, and mentor a high-performing sales team, setting clear goals, KPIs, and ensuring their professional development.
- Sales Strategy Development: Execute and iterate strategy to expand our customer base and penetrate new markets, with a focus on Brands >$75mil in annual revenue.
- Revenue Growth: Own the revenue targets for the enterprise segment, ensuring sales goals are consistently met or exceeded.
- Pipeline Management: Oversee the team’s sales pipeline, ensuring opportunities are properly qualified, pursued, and closed. Additional focus on input metrics and data hygiene.
- Cross-Functional Collaboration: Work closely with marketing, product, and customer success teams to align strategies, optimize lead generation, and ensure smooth onboarding of new clients.
- Market and Competitive Analysis: Keep a close pulse on industry trends, competitor activities, and client needs to refine sales approaches and product offerings.
- Manage and Execute Sales Process: Provide guidance and coaching to your team, ensuring they follow a structured sales process from prospecting to successfully negotiating and closing high-value contracts.
- Client Presentations: Deliver compelling presentations and product demonstrations to enterprise clients, articulating the value of our logistics solutions alongside your team.
- Travel: Willingness to travel for key client meetings, industry events, and conferences. You can expect to travel 20% of the time.
What we're looking for:
- Experience: 10+ years of B2B sales experience, with at least 5 years in a leadership role managing enterprise or strategic accounts, preferably in eCommerce, logistics, or SaaS industries.
- Sales Leadership: Proven success leading, coaching, and scaling enterprise sales teams, with experience setting and achieving ambitious revenue goals.
- Industry Knowledge: Deep understanding of eCommerce and/or logistics, including key players, current trends, challenges, and opportunities.
- Executive Presence: Skilled in building and nurturing relationships with C-suite executives and decision-makers.
- Results-Driven: Strong track record of closing large, complex deals and driving revenue growth in a competitive environment.
- Collaboration: Excellent interpersonal and communication skills, with the ability to work cross-functionally across departments.
- Data-driven mindset: Ability to analyze and act on key performance and company metrics at the individual and team level.
What you bring:
- Adaptability: Stay agile in a rapidly changing industry, adjusting strategies to new trends, technologies, and shifting customer or market conditions.
- Relationship Building & Emotional Intelligence: Build trust and long-term client relationships, while demonstrating value through a human approach.
- Innovative Problem-Solving: Create innovative solutions for complex challenges, showcasing the value of tech-driven offerings that enhance eCommerce operations.
- Confidence and Resilience: Coach and co-sell with your team in a manner that conveys strong control and understanding on the material you are commanding. Operate with patience and clarity through adversity.
$200,000 - $215,000 a year
Above is our base salary range for this role in Tier 1 cities such as San Francisco or New York. This role will also include a variable component based on individual and team performance. Other locations will vary based on our geographical pay approach. Final offer amounts are determined by multiple factors, including candidate location, experience and expertise, and may vary from the level and amounts listed above.
