Vice President of Sales
Minneapolis, MN

Lucy helps enterprise teams make the most of their data. Built for the Fortune 1000, she reads, listens, watches and learns all of the data that you share with her—a one stop AI-powered knowledge platform for all the data organizations own and license. She was shaped by the needs of our clients and she continues to evolve with the market. Lucy exists to amaze, delight, and empower knowledge workers.

We are seeking a Vice President of Sales to drive the growth of Lucy to both new clients and the expansion of existing clients. In this position, you will take ownership for driving revenue and growth expanding and building the sales team. We are looking for someone who is an excellent manager and coach, who can help their team reach peak performance while acting strategically to help them reach revenue goals. To be effective in this role, you must be metrics driven. You use data to drive your strategies and optimize the conversion funnel by gaining a comprehensive understanding of customer patterns, interests, and needs. This position reports to the Co-Founder/Integrator and will be a member of the senior leadership team.

What You Will Be Doing (Core Responsibilities)

  • Drive Revenue: Design and execute on 2021 revenue plan, and work with the other members of the executive team to identify and establish new areas of growth and additional revenue opportunities while scaling existing channels.
  • Dashboards & Analytics: Implement pipeline tools and tracking systems that enable the sales team to increase daily/monthly/annual revenue targets while also allowing for effective forecasting and KPI tracking. We are looking for predictive, problem solving sales experts that can translate numbers to action.
  • Sales Process Optimization: Proactively identify opportunities for sales process improvement. Work closely with sales management to assess sales process quality and prioritize opportunities for improvement. Measure and increase the sales close rate by standardizing the selling process and guidelines through instituting/executing comprehensive sales compensation models, training, and education programs.
  • Sales Organizational Design: Facilitate an organization of continuous process improvement and create processes that will enable the company to drive significant revenue growth. Develop the sales structure across all geographies and channels, including territory, organization, and vertical/category, while iterating to find the most effective structure across all areas.
  • Sales Training & Development: Recruit, hire, develop, and mentor an incredible Sales team through training, coaching, promotions, rewards, recognition, and performance management; improve your team through skill enhancing programs (sourcing, targeting, presenting, closing, etc.).
  • Customer Relationship Management: Provide oversight of the CRM system as well as other reporting tools within our arsenal. Goal is to measure key metrics in real-time while providing monthly, quarterly, and annual trends.
  • Sales Incentive Strategies: Develop and appropriately incentivize (via salary, commissions, bonus, quotas, contests, etc.) a strong sales organization that continuously builds and maintains a premium presence with customers while achieving revenue targets and expanding the enterprise base.
  • Sales Collateral: In conjunction with product marketing, define a process and develop material and tools to continuously provide the sales teams with current benefit, feature, and competitive based analysis for the acquisition of new business.
  • Market Analysis: Develop a method to reliably anticipate and understand market trends, customer issues, and competitive moves to serve as a foundation for our product going forward. Identify emerging markets that could be valuable to the business.
  • Customer Interface: Be visible and available for customers and partners. Meet with key clients, assisting the entire sales team with maintaining relationships, negotiating and closing deals. Be a viable force at conferences and other industry events.

The leadership aspects of the role are important and include...

  • Leadership: Work cross-functionally internally to ensure Marketing, Business Development, Customer Success, Product and Business Operations support revenue goals while establishing processes to ensure their coordination across the revenue cycle.
  • Execution: Consistently meet and exceed sales objectives while building a reputation for innovative sales strategies and techniques.
  • Executive Leadership: Lead the rapidly scaling organization while executing with good judgment, processes, and data-driven decision making. Create the best revenue team for a scaling SaaS platform, with the right mix of industry experience, and fluency of the customer problem. Build and manage a team that balances the serious nature and tone of a professional company with the move-fast-and-execute tone of a rapidly growing emerging tech company.
  • Culture: Foster an environment of high integrity, honesty and shared ownership. Don’t ask anyone to do anything you would not be willing to do. Focus on collaboration, speed, learning, scalability, and excellence between functional and departmental goals. Hold both yourself and colleagues to the highest standard of ethical professionalism, instilling strong values in your team and legacy and fostering a community that loves working together.
  • Inspire and Enlist: Work with and inspire a group of incredibly smart, high-performing people – at the company and on the revenue team – giving them tools, mentorship, and motivation to innovate and make decisions to support the vision of the company.
  • Allocate: Support and allocate resources for an effective organizational structure that balances process, accountability and scalability with product velocity and innovation as the company continues to scale.
  • Strategize: Develop the revenue strategy and be held accountable for maintaining enough resources (time, people, money) to achieve the roadmap set for the company.
  • Prepare: Be forefront of the latest trends and resources for the company, while balancing scalability and stability.

Who You Are (Required Skills)

  • 5+ years of leading a sales function across both new and existing clients selling SaaS into the Fortune 1000.
  • Demonstrated track record of consistently exceeding revenue goals at scale.
  • Experience leading ARR growth from $1M to $20M (and beyond) and selling B2B SaaS with $100k~$1.5mm ACV
  • Data and metrics-driven with experience analyzing markets and trends, anticipating and identifying opportunities, and developing insight at a strategic level.
  • Excellent strategy and GTM skills to formulate sales plans driving down CAC.
  • Expertise in sales process design and optimization – pipeline development, strategy development, lead generation, prospect generation, and follow-up strategies.
  • Experience in leading, managing, and growing both inside and outside sales teams including developing competitive compensation plans and sales training programs.
  • Strong mentor capable of getting the most from your teams.
  • Ability to scale a sales team in a high growth environment.
  • Strong communication skills and comfort interfacing with board and investors.
  • Ability to communicate, present and influence all levels of an organization, including executive and C-level.
  • Personality profile to fit into high-growth, entrepreneurial culture that requires teamwork and significant interaction with employees at all levels.
  • Excellent communication and presentation skills

Who You Are (Nice to Haves)

  • Experience selling to marketing, insights, research and analytics teams

What You Embody

  • Excited about working in a start up environment
  • Must be enthusiastic, professional and highly proactive
  • Desire to dive in and learn in a fast-paced environment
  • Collaborative team player with the ability to shift gears quickly and efficiently
  • Dependable and reliable with clear thinking and attention to detail
  • Truly loves working in a creative environment, whose passion is evident in their work

Reasons You Will Love It

  • Competitive salary and bonus plans
  • Employee Stock Options
  • Work-life flexibility - we value your contributions above all
  • A supportive culture that desires to help you grow both personally and professionally
  • Autonomy – we will provide you with the tools and freedoms to do your best work

Our Core Values

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Constant Evolution

We exist in a market of constant change—changing technologies and changing solutions. We need to constantly evolve in an effort to always stay ahead of these changes to deliver value to our customers that our competitors cannot match.

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Respond with Urgency

When our clients & associates have questions or issues, we take these to heart as if they were our own. We will promptly respond and then triage to determine the appropriate process. Throughout the process, we will communicate with thoughtful urgency to understand, clarify, respond and resolve.

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Experimentation

We are forever curious and always learning. We look for opportunities to experiment and push the envelope on what we will do next. We learn from the results of those experiments both positive and negative.

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Shared Ownership

We are all shareholders. We are all in this together. Together we are building this business, and together we will share in its successes and failures; everyone has a say.