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Director of Sales - National

Company: ESHA Research
Location: Salem
Posted on: March 11, 2023

Job Description:

ESHA Research is looking for ambitious, energetic problem-solvers who enjoy a fast-paced team environment filled with challenges and career growth opportunities in a rapidly growing tech firm. A successful manager of enterprise and mid-market sales is energized by hiring, coaching, and developing AE's to exceed revenue goals and grow in their career. They have the heart of a servant and always act with integrity and commitment toward a common goal of excellence. Read on to discover how to pursue career opportunities with us. ESHA offers great jobs, great pay, great benefits, and a great place to work.
ESHA Research, headquartered in Salem, Oregon, is nationally recognized as the leading developer of nutritional analysis and labeling software and databases for top food manufacturers, food professionals, and dietitians for over 35 years. ESHA has recently partnered with Riverside Company as a prized investment of Riverside's high- powered Microcap fund; A world-class sponsor with over $7 billion in assets under management and a best-in- class track record of scaling mid-sized companies, that will propel further growth into the future.
Position Overview: - Director of Sales - National, is responsible for hiring, onboarding, coaching and developing AE's to create, and close, new business opportunities within their defined territories. This leader will drive a culture of performance, ideation, and innovation to achieve new logo revenue targets consistently, quarter over quarter. This person is a "doer" and will be energized by all aspects of the sales process including prospecting, developing cadences, connecting the buyer process with ESHA's sales process, negotiating to win, and delivering maximum results for the organization. Their management style will empower AE's to find new and creative ways to connect with prospects across multiple segments of business (Enterprise, MM, SMB). In addition, they are metrics-minded with a quantitative and qualitative focus on activity along with conversion rate benchmarks to maximize results. They will foster strong positive relationships with prospects and customers and directly drive success of the company's new bookings goals and objectives throughout the year.
This position reports to the Chief Sales Officer and is fully remote.

  • Have 3-5 years of leading high-performing New Logo enterprise and mid-market sales teams with a track record of exceeding revenue targets in a fast-growing, high technology company
  • Are excited by attracting, recruiting, developing and retaining world-class talent
  • Feel a deep sense of ownership, accountability, pride, and passion for your work
  • Are strategic enough to build a team, but tactical enough to execute on a day-to-day basis
  • Have a reputation with cross-functional teams as being collaborative, innovative, accountable, and reliable
  • Data-driven, highly analytical, lead through influence, and are a structured thinker
  • Think big by working to achieve a deep understanding of predictable revenue models, mastery of sales, and value selling practices as well as leadership philosophy and development
  • Strong track record with GTM motions and emphasis on executive presence and operational rigor with a strategic mindset and ability to manage teams across multiple offices
  • Deep knowledge and understanding on sales enablement technology to drive efficiencies and pipeline consistently (ie.. SFDC, Salesloft, Linkedin Sales Navigator, Zoominfo, and more)

    • Adopted, and practice, sales methodologies from leaders such as John Barrows, Keenan, Sandler (and familiar with MEDDIC)


      • Scale and manage a high-performing team of 10+ AE's to consistently overachieve on aggressive goals across multiple territories and product lines
      • Own and drive execution of ESHA's new business pipeline goals by understanding and analyzing top of the funnel metrics, pipeline quality, and revenue influenced across Enterprise and Majors segments

        • Shape deep partnerships with Marketing, Sales, Sales Operations, Enablement, and Product Marketing teams to successfully collaborate on new marketing campaigns and field events, meet stretch pipeline goals, optimize your business for efficiency, accelerating ramp time to productivity, and ensure your team has a crisp understanding of ESHA domain knowledge
        • Attract, hire, develop, and retain world-class sales talent
        • Build and coach high-performing sales team to create more opportunities for growth in new segments of our business
        • Lead through inspiration, service leadership, ESHA values with a "Results-Driven" approach

          ESHA is growing fast, and we're scaling our team to help enable and accelerate our growth. We are looking for people who share our values, challenge ordinary thinking, and push the pace of innovation while building a future for themselves and ESHA.
          Benefits: -

          • Unlimited PTO Plan
          • 11 Paid Holidays
          • Health insurance
          • Flex-medical accounts
          • 401(k) with matching
          • Competitive base salary + variable


            • Bachelor's degree required
            • 3 plus years of experience in software sales or related food industry experience

              How to Stand Out

              • Experience using Genesis R&D
              • Background in food & beverage, nutrition, regulatory compliance, and/or related industry
              • Track record of success in sales development functions
              • Experience with Salesforce CRM and other sales enablement technology platforms
              • Knowledge of SAAS software sales and APIs

Keywords: ESHA Research, Salem , Director of Sales - National, Executive , Salem, Oregon

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