Head of EMEA Sales

Job Description

WHO WE ARE

Xactly is a leader in Intelligent Revenue Solutions and a part of Vista Equity Partners portfolio companies since 2017. The Xactly Intelligent Revenue Platform marries artificial intelligence and 17 years of proprietary data in easy-to-use applications.

Named among the best workplaces in the U.S. by Great Place to Work six times, honored on FORTUNE Magazine's inaugural list of the 100 Best Workplaces for Millennials, and chosen as the "Market Leader in Incentive Compensation" by CRM magazine. We're building a culture of success and are looking for motivated professionals to join us!

THE OPPORTUNITY

The Head of EMEA Sales will be an integral member of the sales leadership team, responsible for overseeing sales teams located both domestically and internationally throughout EMEA. This senior leadership position will be responsible for leading the EMEA sales function to meet and exceed critical business objectives, actively developing and leading execution of the go-to-market strategy, and providing strong sales leadership across a high-performing team.

Your strategic thinking, passion for leadership, and ability to cultivate a value-centric sales approach set you apart. Reporting directly to a member of our C-Suite, you'll lead the company's charge to introduce and sell Pipeline and Sales Forecasting solutions into new buying centers with MidMarket & Enterprise prospects. You will build and manage a team poised to acquire new logos and drive/influence cross-sell within the current Enterprise install base. After 18+ years, Xactly has become synonymous with Sales Compensation Management and this team will demonstrate to prospects that our value proposition extends even further.

THE TEAM

Xactly's Sales Leadership team is tight-knit and rapidly growing with diverse backgrounds we're seasoned Salespeople who are passionate about the teams we lead, our product and, most importantly, our customers. We are dedicated to and excited about the opportunity to bring game-changing software to sales teams and organizations around the globe. We are in the weeds with our teams, ensuring they get the support, tools, training, coaching, and mentorship they need to succeed and grow.

WE CAN COUNT ON YOU TO:

• Leadership and Team Management:
• Build/develop, coach, lead and inspire an established MidMarket & Enterprise Account Executive sales team that is poised to execute with speed and intention.
• Develop and execute a hiring strategy to attract and expand the team.
• Implement and maintain sound MidMarket & Enterprise methodology including but not limited to effective, repeatable processes and playbooks for the team, including Value Realization, Mutual Action Plans, Account Mapping, and call preparation processes.
• Player coach leader who will lead and manage value-based selling into midmarket and Enterprise environments to drive new logo and cross-sell/upsell motions.
• Sales Strategy and Execution:
• Gain a strong understanding of Sales Performance Management space and the business challenges Xactly solves
• Build and manage a pipeline of business sufficient to cover and exceed quota.
• Create and deliver a compelling value narrative to communicate the ROI to customers.
• Lead sellers as they build the value of our solutions Xactly for sales leaders and executives (CRO, CFO, VP Sales Ops).
• Run weekly pipeline reviews using Vista Value Selling to identify risks and develop mitigation strategies.
• Accurately forecast and provide routine pipeline analysis on current and future quarters
• Attract, retain and grow world-class sales talent, understand the current bench-strength of the teams and work in partnership with Talent Acquisition to address any recruitment needs in a timely manner
• Cross-Functional Collaboration:
• Drive strong internal collaboration with the Value Realization, Sales Consulting, Marketing, and Product/ Product Strategy teams.
• Engage in complex sales situations and late-stage customer negotiations with the sales team.
• Partner with a robust cross-functional team, including Solutions Value Realization, Consultants, Business Development, Marketing, Sales Enablement, and Product/ Product Strategy Teams.

THE SKILLSET

• 4-5 years of MidMarket & Enterprise sales management in SaaS with a strong track record of achieving new business and cross-sell results and developing a team of Enterprise Account Executives.
• 10+ years of Enterprise selling experience, preferably at a high-growth SaaS company.
• Experience selling into the office of the CRO or CFO a plus
• Understanding of subscription business models, including SaaS
• Strong collaboration skills to work with value realization, marketing, and product leaders.
• Aptitude in working cross-functionally with product, support, marketing, and other functions.
• Develop an understanding of the current market landscape and our competitive strategy.
• Acquire in-depth knowledge of prospective customers' specific pain points and how they are addressed by the platform.
• Proactive, collaborative, and not afraid to use the network and to ask for help
• Experience working for a global company and leveraging distributed internal teams
• SPM, ICM or adjacent experience valued - not required
• Platform or Enterprise value-based selling valued - not required
• Grow our book of business in EMEA (revenue and number of customers)
• Strong history of meeting & exceeding your quota
• Lead, develop and hire a dynamic team of A-player salespeople
• Advise Sales Leaders (CRO, peers, direct reports) on SaaS sales best practices and progressive strategies
• Foresee, interpret and rapidly respond to market changes by adjusting strategies and realigning priorities accordingly
• Develop solutions and strategies to further accelerate growth in untapped markets
• Communicate effectively with key stakeholders
• Demonstrate intellectual curiosity and a desire to grow business
• Work hard, be dynamic and bring a positive attitude
• Bachelor's degree or equivalent experience preferred

WITHIN ONE MONTH, YOU'LL

• Get your bearings and begin to build a strong foundation, upon which to grow
• Build relationships with your team and internal business partners including Sales peers and leaders, Marketing, Sales Ops, Recruiting and Executives; determine what's working, what's not and gather learnings to implement into your role
• Gain a strong understanding of Sales Performance Management space and the business challenges Xactly solves
• Start developing an in-depth sales strategy for your team
• Work closely with the CSO and executive team to set and manage priorities
• Attract, retain and grow world-class sales talent, understand the current bench-strength of the teams and work in partnership with Talent Acquisition to address any recruitment needs in a timely manner

WITHIN THREE MONTHS, YOU'LL

• Have a strong understanding of the business, and begin teaching us a thing or two we don't know
• Hire, develop, manage and motivate a team of hunter Account Executives selling into existing and new Commercial and Enterprise accounts
• Evaluate the efficacy of the existing Account Executives on the team. Who is calibrated? How can we improve this calibration to meet revenue targets?
• Internalize and espouse the Xactly product suite clearly and persuasively to a variety of different audiences, including C-Level executives
• Manage and motivate and grow the already existing EMEA sales teams
• Provide strong leadership and strategic oversight of the global sales function, setting a unified direction for the team and ensure priorities are clear at all times
• Implement robust performance measures and reviews, using data-driven analytics, to drive strong sales execution

WITHIN SIX MONTHS, YOU'LL

• Begin to implement the vision for change/impact that you have been developing over the past 6-months
• Be an expert at setting expectations with senior sales management through timely and accurate forecasting, pipeline and sales activity reporting
• Continue to be a mentor and leader by supporting sales professionals, as required, during any stage of the sales cycle: lead generation, qualification, evaluation, and close
• Provide thought leadership to develop a world-class sales organization and a customer-centric culture
• Continually oversee performance at all levels and hold the sales leadership team accountable for driving a high-performance mindset throughout the organization

WITHIN TWELVE MONTHS, YOU'LL

• At 12-months, you will be seen as a well-versed, trusted business-advisor and expert, making a significant positive impact company-wide
• Begin to assist as a mentor, leader, or coach to other new peers of the team
• Identify further personal education opportunities to increase your business and instructional acumen
• Exceed team revenue goals and have fully ramped up new Account Executives who are on track to exceed quota goals

OUR VISION: Unleashing human potential to maximize company performance. We address a critical business need: to incentivize employees and align their behaviors with company goals.
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