Director of Sales

Job description

Why InfoTrust?

How would you like to influence the future of analytics for some of the largest brands in the world? Our company has been growing organically every year since 2010. The last 3 years Inc Magazine recognized us as one of the fastest growing companies in North America as well as one of the best workplaces in the nation. We believe that a great work experience comes from a shared vision, challenging work, autonomy, accountability, and an unwavering commitment to finding like-minded colleagues that share our core values. We are a market leader, but we are equally passionate about the hours we spend away from work with our friends and family and pursuing our individual passions. We believe you can have it all and should not have to compromise.


As an organization, we’ve worked thoughtfully and strategically over the years to create core values and operating principles that reflect who we are as a company and who we strive to be. We are very proud to say that this year AdAge Magazine, the top publication in advertising and marketing industry, has chosen InfoTrust as one of the best places to work in the country. In addition to that, we are one of the best places to work in Ohio and 6 times finalist for Best places to work in Greater Cincinnati. In addition to employee feedback, our systems and processes have been thoroughly reviewed by Great Place to Work Institute and we were recognized as 2017 Certified Great Place to Work.


What makes us great is not just incredible benefits, team environment and cutting edge work. As a company we have a shared “WHY”. Here are 2 recent articles about InfoTrust - Huffington Post and Inc Magazine.


Our motto is our success is someone else’s miracle. Your work in driving sales for this company will provide us with the resources to help families both here in Cincinnati, as well as in 4 other states and 3 countries.


Who we are:

InfoTrust is a global digital analytics consulting and technology company. We have one of the largest web analytics consulting teams in the industry. Our team has been recognized with some of the top Partnership Certifications from Google. Additionally we have our own 2 SAAS products - taginspector.com and analyze.ly. We have offices in Cincinnati, OH, Dubai, UAE and Barcelona, Spain, as well as a number of our team members working remotely.  

Our clients: We work with 13 out of 100 top brands in the world, 14 Fortune 500 companies and a large number of Internet Retailer 1000 companies.


The Role:

One of the advantages of joining a fast growing company early on is the opportunity to grow professionally. By reporting directly to one of the co-founders, you will have the opportunity to learn from a leader in the industry and easily showcase your ideas and talents.  


Our business has grown organically for many years due to the strength of our partnerships and relationships, our reputation for quality, our demonstrated thought leadership in the world of analytics, and a world class demand generation marketing capability.


As we look toward the future and our continued growth trajectory, which includes larger and more complex engagements as well as international expansion, developing a world-class sales capability is vital the next stage of our success. In support of this, we are seeking a dynamic Director of Sales to join as a key member of our leadership team and to take over the sales function and deliver new revenue and brands that will help us achieve our goals.

Requirements

The ideal candidate will have a track record as a top producer closing enterprise deals at the $250-500K+ annual revenue level. This person will have a demonstrated track record of embracing relationships by working closely with channel partners to drive ongoing referrals. And this person will have demonstrated the desire to excel & improve in the context of building, leading, and growing successful digital marketing, professional services, and/or marketing technology sales teams in a consultative sales environment.


Initially, the Director of Sales will be looked upon to deliver revenue as an individual contributor, taking over responsibility from the co-Founders for managing the sales process and inbound leads and closing large clients in process as well as selected outbound targets.  Longer-term, the core function of the position is to build out a team—making outstanding decisions on the right sales people to hire, and creating and maintaining the systems and infrastructure necessary to make them successful on a replicable and repeatable basis. This goal may mean hiring sales people, or it may mean leveraging internal SMEs, or a combination thereof—we are looking to the Director of Sales to drive these decisions strategically. The Director of Sales will be on the Leadership Team, and as such, will be highly visible in the organization and a cornerstone of InfoTrust’ long-term growth strategy.


Your Top 5 Job Responsibilities:

  1. Meet Sales Targets with Revenue from New Clients Meeting InfoTrust’ Client Criteria
  2. Develop and Ensure Implementation of Sales Strategy from Funnel to Close
  3. Lead, Manage, and Hold the Sales Team Accountable
  4. Manage Relationships with Key Partners to Drive Referral Pipeline
  5. Build and Own Upselling and Cross-Selling Capability Across the Organization

What Success Looks Like:

By Three Months: You are 100% up to speed on InfoTrust business, value proposition, and target market, which means you are able to make qualification decisions, take sales calls, and lead sales pitches. You have fully developed and documented a strategy and tactical plan to achieve your 2018 goals, and the 2018 sales calendar has been completed in partnership with the head of Marketing. Any initial personnel planning around sales administration or use of internal SMEs as sales engineers is completed. Any required changes to core sales process have been implemented and documented.


First Twelve Months: You have delivered $1.5 million in booked revenue to InfoTrust from new clients and the upselling / cross-selling of existing clients during the first year. The churn rate of new clients is below 10%. The sales team in place is positioned to achieve annual growth targets. InfoTrust Net Promoter Score within target accounts is above 50. Team targets will be discussed during interview process.


Qualities of the Ideal Candidate:
Sales

  • You love to close deals and have been a top producer with a track record of winning enterprise clients. You are driven to make sure that every one of our target prospects knows who we are, what we do and how we could help them.
  • You have built and led small-to-medium sized sales teams for a professional services organization, consulting firm, marketing agency, or a technology company working with medium and large size enterprise clients.
  • You have led or been a significant contributor to the scaling of an organization from the ~$5M+ level to the ~$20M level or beyond.
  • You have embraced partner relationships and demonstrated success with leveraging channel partners to drive sales.
  • You have consistently delivered “alpha” – exceeded expectations / quota and your peers at all times, even when the company has grown quickly. A rising tide may float all boats, but yours always floats higher!
  • You gravitate to consultative vs. transactional selling.

Leadership

  • You are passionate about the Sales function yet crave being part of something bigger; you want to push yourself as a leader to your team and our organization.
  • You have owned outcomes no matter what, the buck stops with you.
  • You are looking for more responsibility and accountability and to contribute strategically at the executive level.
  • You are ready and willing to come in, own the sales function, and bet on yourself.
  • You are comfortable with some ambiguity that comes along with a high growth business and with wearing many hats as the sales organization develops.
  • You are passionate about being leader as well as a respected manager and look forward to bringing out the best in your team and peers.
  • You are never satisfied with good enough—you always push yourself and those around you to get better.

Travel:

Travel will be up to 30%, and potentially on short notice for pitches and other meetings. Regular travel to InfoTrust headquarters in Cincinnati, OH will be required.


Location:

While we would prefer a Cincinnati-based candidate, we are comfortable with this being a work from home position as long as you are close to a major airport with a non-stop flight to Cincinnati.


Compensation:

Compensation will include an attractive base salary commensurate with experience as well as a performance plan tied to booked revenue. On-target earnings are expected to be 100% to 200% of base compensation.  We also offer a fantastic benefits package, including: fully paid health, dental and vision insurance for you and your family, unlimited PTO, free lunch and snacks, flexible work schedule, parental leave policy, 401k with match and much, much more.


InfoTrust is committed to a diverse workforce and we are an equal opportunity employer. We evaluate applicants regardless of an individual’s age, race, color, gender, religion, national origin, sexual orientation, disability, or veteran status.