Enterprise Sales Director – Americas

Company Summary: Veridium is an award-winning, game-changing startup in cybersecurity technology.  Our focus is on eliminating the password as a means of secure and convenient authentication and instead using what you have (a mobile phone) and what you are (your biometrics).  Veridium is one of the only companies that eliminates passwords in a 2FA solution. Veridium has offices in Boston, New York, and the UK.

Overview:

This is a key sales execution role focused on building and developing Large Enterprise business for Veridium. The primary focus will be to develop major accounts within North American with a secondary focus on developing verticals and partner ecosystems. Reporting to the SVP for the Americas, the Director for Enterprise Sales fosters close working relationships with internal and external stakeholders to ensure the sales organization’s efficient operation and success that delivers revenue, growth, and profitability.  

Job Summary:

We are looking for a seasoned, highly motivated sales executive who can build a pipeline and turn opportunities into deals to bring the organization to the next level selling complex technology to executive decision-makers. Essential Duties and Responsibilities: 
  • Initiate sales activities to develop and grow pipeline, close deals, and meet/exceed revenue goals
  • Build and own the account plans, including pursuit plans, timelines, deliverables, and goals, and prioritize activities targeted at named prospects assigned to them
  • In partnership with sales management, finalize named prospect list, providing input into additional strategic pursuits within the territory that align with Veridium’s competitive strategy
  • Apply understanding of Veridium’s strategy and portfolio to customer priorities to drive revenue growth
  • Develop and maintain positive relationships with customers, manage customer expectations, and contribute to a high level of customer satisfaction
  • Be a subject-matter expert who understands the market and competitive landscape to deliver winning solutions for our customers
  • Monitor customer, market, and competitor activity, and provide feedback to company leadership
  • Provide regular sales forecasting and reporting
  • Collaborate with colleagues within Veridium as appropriate in support of business-development activities
  • Represent and promote the company at relevant events and/or business meetings to promote the company
  • Out of the office with prospects and customers approximately 60% to 80% of the time
Key Performance Indicators:
  • Meets or exceeds sales targets
  • Meets or exceeds pipeline targets
  • Ensures documentation necessary for the deal is properly maintained and updated, and provides updates on status, resources, and financial information to company leadership
  • Motivates customers to become advocates by delivering excellent customer experience, and leverages customer advocates to drive additional sales
Required Qualifications: Experience    
  • 12 years successful B2B sales experience, including a minimum of 6 years of experience in technology or a related industry
  • Demonstrated success in all facets of sales, such as outbound lead generation, follow up, pipeline management, training, and closing skills
  • Experience and expertise in selling to technical audiences (CIO, CTO, CISO, etc.) and other senior roles within the customer organization
  • Demonstrated success in closing revenue-generating business and successful history working under a quota, with documented and verifiable over-quota achievement
  • In-depth expertise and/or breadth of knowledge of own job family and of other job families within the job function
  • Sales / CRM experience, preferably Salesforce (SFDC)
  • Business connections to gain access to new customers through self-directed referrals and customer penetration activities. 
  • Business knowledge to understand customer needs and strategy and apply the value of Rackspace solutions to their specific situation. 
  • Previous strategic selling experience
Aptitude 
  • Strong presentation, written and verbal communication skills
  • Ability to influence others in decision-making
  • Superior negotiation skills and the ability to negotiate with many personality types
  • Effective time management skills and ability to work numerous projects simultaneously
  • Strong problem-solving skills and a high level of patience
  • Keen attention to detail
Attitude
  • Goal oriented with superior work ethic
  • Strong interpersonal skills
  • Commitment to ethical business practices
  • Passion for technology
Education
  • Bachelor's Degree required; MBA preferred
Preferred Qualifications:
  • International business experience
  • Familiarity with software subscription licensing
  • Fluency in more than one language
Veridium offers competitive compensation with medical, dental, and vision insurance, and a generous time-off allowance.  See our Careers page for info on more perks!