Director, Enterprise Sales

Description

Sprout Social is looking to hire a Director, Enterprise Sales for the Sales & Success team.

We are seeking a collaborative and thoughtful sales leader to oversee a team of Enterprise Account Executives. Our Enterprise Account Executives focus on generating new business with some of the largest companies across the consumer goods, retail, hospitality, technology, non-profits, and financial services industries.

Why join Sprout’s Sales & Customer Experience team?

At Sprout Social, our Sales and Customer Experience team is the driving force behind how today’s most innovative brands use Sprout to power the future of customer connection. We sell and support the leading social intelligence platform for businesses, helping organizations unlock the full value of social data to drive strategic decisions. Through powerful social intelligence and trusted partnership, we enable teams to build authentic relationships and drive meaningful business impact.

In this role, you will collaborate with the brightest minds in the industry to support global giants like Salesforce, Airbnb, and Equifax. Just as importantly, we believe in the power of our people. You’ll find a culture that honors your ambition, encourages you to explore new horizons, and provides the framework for you to build a career that matters. If you’re ready to champion innovation and accelerate your impact, this is where you can do your best work.

What you’ll do

Meet and exceed revenue, operational, and strategic goals for the Enterprise sales team.

Coach, counsel, and mentor Account Executives through Gong call reviews, call shadowing, and role-playing to drive professional development and sales effectiveness.

Partner with recruiting to attract, interview, and onboard top-tier Enterprise Account Executives to build out a high-performing team.

Partner with leadership across Sales Development, Sales Engineering, Customer Success, Marketing, and Product to align go-to-market strategies and maximize customer growth.

Provide timely, actionable feedback to senior leadership regarding market trends, pipeline dynamics, and go-to-market opportunities.

Analyze sales reports, enablement metrics, and pipeline data to identify coaching opportunities and optimize sales processes over time.

What you’ll bring

We’re looking for a leader with a strong background in Enterprise sales with a deep understanding of B2B SaaS sales solutions. To succeed here, you should be a consultative strategist who uses data to drive performance, adapts quickly to change, and thrives in a rapidly evolving business.

The minimum qualifications for this role include:

3+ years of sales leadership experience, or 1+ year in Sprout Social’s Strategic Enterprise function

A consistent and measurable track record of success as an individual contributor that you can easily speak to and highlight, plus in good standing in your current role

A deep understanding of complex Enterprise deals and solutions

Demonstrated passion for hiring, developing, & coaching top sales talent

A consistent track record of positive qualitative feedback related to fostering collaboration, mentorship, & impact outside of your direct role & territory

Preferred qualifications for this role include:

Exceptional communication skills and analytical acumen

Documented success as either a peer coach or mentor to Sprout Social employees

How you’ll grow

Within 1 month, you’ll plant your roots, including:

Complete Sprout Social’s new hire training & onboarding program alongside other new Sprout team members. You’ll gain a broader understanding of our products and how your role fits into the organization

Partner with your manager to define key success metrics for your role and how you will measure against them

Meet your team in 1:1s to understand each person as an individual, what’s working, and what’s not, and gather learnings to implement in your role

Dive right into our platform to learn about what makes our platform unique and why customers love our solutions

Learn Sprout’s go-to-market messaging and key differentiators, and develop and personalize segment-specific value propositions

Learn the relevant customer stories and case studies to justify your value propositions with real ROI examples from the field

Within 3 months, you’ll start hitting your stride by:

Meet with leaders throughout the Sales, Sales Development, Sales Engineering & Customer Success organization that share responsibility for obtaining similar targets and identify areas of opportunity

Meet with the recruitment team to consistently recruit and attract top strategic Account Executives to further build your team and get ahead of talent needs

Establish a strong understanding of sales enablement, create/analyze team reports, and identify coaching opportunities

Begin coaching and mentoring your team with call listening through Gong, call shadowing and role plays to help them improve, both professionally and personally

Assist in negotiations and deal strategy

Create an early concept of a future plan for your team and begin prioritization for future quarters

Within 6 months, you’ll be making a clear impact through:

Measure initial process improvements and make adjustments where appropriate

Have built strong cross-departmental relationships with Marketing, Sales Operations, and Product teams

Step up as a leader to share best practices across the Sales & Customer Success organization and help others grow from your experiences

Meet agreed-upon goals and targets relating to revenue targets and team productivity.

Continue to develop your team, both personally and professionally

Become a Sprout Social and social media expert to confidently speak to ever-changing trends, new product features and platform enhancements to help our customers realize their full potential and accomplish their goals

Within 12 months, you’ll make this role your own by:

Consistently meet and exceed monthly pipeline and revenue targets

Obtain (solicited and unsolicited) and act upon peer, customer, and leadership feedback

Be recognized as a subject matter expert and leader at Sprout

Establish and begin executing against the long-term plan for your team

Promote members on your team and create a bench of new talent

Of course what is outlined above is the ideal timeline, but things may shift based on business needs and other projects and tasks could be added at the discretion of your manager.

Our Benefits Program

We’re proud to regularly be recognized for our team, product and culture. Our benefits program includes:

Insurance and benefit options that are built for both individuals and families

Progressive policies to support work/life balance, like our flexible paid time off and parental leave program

High-quality and well-maintained equipment—your computer will never prevent you from doing your best

Wellness initiatives to ensure both health and mental well-being of our team

Ongoing education and development opportunities via our Grow@Sprout program and employee-led diversity, equity, and inclusion initiatives.

Growing corporate social responsibility program that is driven by the involvement and passion of our team members

Beautiful, convenient, and state-of-the-art offices in Chicago’s Loop and downtown Seattle, for those who prefer an office setting

Whenever possible, Sprout wants to provide our team with the flexibility to work in the location that makes the most sense for them. Sprout maintains a remote workforce in many places in the United States. However, we are not set up in all states, so please look at the drop-down box in our application to see whether your state is listed. Few roles require an office setting. If your position requires a physical presence in a Sprout office, it will be evident in the job listing and your offer letter.

Our salary ranges