ashby - Sales Manager, Commercial - AMER
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Requirements
• Every company defines segments differently. In your recent roles how was your segment defined? And what did your sales process look like? • In your response, please include: • How your customer segments defined? • Average deal size & sales cycle • Outbound vs. inbound motion • Net new vs. install base selling • In your most recent role, what was your team’s annual ARR target and how did you perform against it? • Describe a time when you identified a development opportunity for one of your reps. How did you diagnose the gap, what specific actions did you take to coach them, and what was the outcome? • What metrics do you rely on most to understand the health of your segment and team? Why those? • We love to answer your questions. We give you time to ask questions at the beginning of the first call, with me, your recruiter. What questions will you have for me if we have a call? See this post for reference: http://bit.ly/4nIHjQC • Diversity Survey • This optional survey helps us evaluate our diversity and inclusion efforts. Participation is voluntary and refusal to submit the survey will not affect your job application. The answers to these questions are not seen on an individualized basis and your submission will only be used to assess our diversity and inclusion efforts. • What is your current age? • I prefer not to answer • What is your gender identity? • Another Gender Identity • Which ethnicity(ies) do you identify with? Please select all that apply. • Asian or Asian American • Black or African American • Hispanic or Latine • Indigenous or Native American • Native Hawaiian or Other Pacific Islander • Which of the following communities do you belong to? Please select all that apply. • Person with disability • Refugee or immigrant • None of the above • Recruiting Privacy Policy • Submit Application • Ashby may use Artificial Intelligence with this application. Learn more.
Responsibilities
• 1. Be accountable for the segment's revenue results. Understand the segment's primary revenue drivers, focus your team's energy on high-impact activities, and partner with Marketing on pipeline-generating initiatives. • 2. Provide consistent coaching to enable all sales reps to achieve their full potential. Identify themes for improvement at the individual and team levels. Help reps grow in their sales career. • 3. Make high-quality hires in lock step with market demand. In general, we believe that smaller, high-caliber teams can achieve remarkable results. • In this role, you’ll report to our Head of Sales, Americas (Leigh Brown https://www.linkedin.com/in/leighfitzgerald/) and have a significant impact in defining our go-to-market strategy. The best part about Mid-Market is the combination of high-velocity and high-value deals, and we're already very good at winning both. If we are even moderately successful relative to our ambition, we'll have an incredible growth story to tell in just a few years! • YOU COULD BE A GREAT FIT IF: • 💰 You’ve managed a team of Account Executives delivering $7M/yr+ of ARR contribution at a growth-stage SaaS company. • 🥇 You have a proven track record of hiring and onboarding new sales reps who quickly become top performers. You challenge and support them to continue to grow their careers. • 👩🏫 You’re a teacher and a coach who loves helping reps hone their craft. You can quickly identify skill or knowledge gaps and deliver coaching that is empathetic and drives tangible improvement. • 📊 You have a strong mental model for what sales excellence looks like. At the same time, you're a lifelong learner and open to new ideas and experimentation. • 🤝 You are comfortable jumping into deals to establish executive relationships with customers. You do so without ‘boxing out’ your team. • ⚙️ You have an operational mindset and have identified bottlenecks and implemented solutions to accelerate deal flow. You love working with Revenue Ops to continually refine process and tools. • 🤓 You become a product and industry expert. You connect the dots quickly. Customers and your team trust you to provide practical advice and relevant stories. • You were a high performing Enterprise AE, and so have upmarket deal strategy experience • You have sold complex platform applications to Talent and/or People leaders • YOU SHOULDN'T APPLY IF: • You're a dashboard-and-forecast manager who doesn't like to get into the deals and daily operations • You're not keen on learning our substantial product. "That's for SEs" isn't how we approach things here. • Here are a few key points that should give you an idea of what it is like to work with us: • We're highly collaborative, and we believe in a team-based sales motion to maximize our win rates on high impact deals • We believe in developing subject matter expertise (not just on our product but also the TA space broadly) which allows us to provide a differentiated buyer experience • We continue to make material investments in engineering and product because we know at the end of the day, having the best product makes winning new customers easier • We value a strong sense of ownership, principled thinking over decades of experience, and thoughtful & clear communication both internally and with customers.
Benefits
• A product that our prospects & customers are truly excited about https://www.ashbyhq.com/customers • Competitive salary, commission and equity. • 10-year exercise window for stock options. You shouldn’t feel pressure to purchase stock options if you leave Ashby —do it when you feel financially comfortable. • Unlimited PTO with four weeks recommended per year. • Generous equipment, software, and office furniture budget. Get what you need to be happy and productive! • $100/month education budget with more expensive items (like conferences) covered with manager approval. • We're in the talent acquisition software business. We run the end-to-end hiring process through our own platform, and ensure a level playing field for all candidates. Reaching out to hiring managers or recruiters directly won't improve your odds of success. Please focus your energy on the quality of your application.
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