Senior Director / VP Sales Development Mid Market
Rokt, United States
Job Description
About Rokt
Rokt is the global leader in ecommerce technology, helping companies seize the full potential of every transaction moment to grow revenue and acquire new customers at scale. Fanatics, Live Nation, AMC Theatres, PayPal, Uber, Hulu, Staples, Lands’ End, and HelloFresh are among the more than 2,500 leading global businesses and advertisers that use Rokt's solutions to drive more value through every transaction by offering highly relevant messages to their customers at the moment they are most likely to convert.
With our December 2022 secondary transaction, Rokt’s valuation increased to $2.4 Billion. We are expanding rapidly and globally operating in 14 countries across North America, Europe and the Asia-Pacific region with the largest office in NYC and a major Ramp;D hub in Sydney. With 50% annual growth and a vibrant company culture, Rokt has been listed in ‘Great Places to Work’ in the US and Australia. Our award-winning culture is guided by our eight core values: smart with humility, own the outcomes, force for good, conquer new frontiers, enjoy the ride, raise the bar, communicate with impact, and disagree then commit. These values help us attract, engage, and develop the right talent around the globe and ensure we foster an environment that helps us all do our best work.
Keen to join a fast-growing company and a vibrant culture? Learn more at rokt.com.
Requirements
The Role
The Sales Development Director/VP will own the Sales Development functions for the enterprise business and the sales function for the Mid Market (Shopify/Woo/BigCommerce) business for Rokt - effectively managing all cold outreach in coordination with sales leadership. Equal parts Mid Market Sales Leadership and Enterprise Sale Development, the role includes account based marketing support and multi-threading activities for the purpose of developing a pipeline for new sales. This role also involved the recruiting and development of Sales Development Representatives (SDRs) and entry-level sellers.
Responsibilities
- Manage two distinct teams: 1) Sales Development representatives serving our largest enterprise prospects and 2) Inside sellers prospecting the leading mid-market retail / DTC brands (Shopify/Big/Woo stores) in US markets. Opportunities may exist to expand role globally but initially focused on the US market.
- Consistently use data (open rates, booked meetings %, revenue generated, etc - by channel) to inform decisions and improve team performance
- Understand the nuance between Rokt’s product lines and potential prospects - driving relevant messages across each
- Consistently deliver against targets - ensuring company and team goals and objectives are achieved consistently and sustainably
- Drive the strategy and execution of outreach and outbound activity - developing repeatable tactics to scale across the team
- Keep account, contact and prospect lists fresh and reactive to changes in market conditions
- Become a masterful pitcher, seller, closer of Rokt’s App-based solutions
- Provide leadership and oversight to ensure the team demonstrates an understanding of the company’s core values and executes against them
- Be responsible for the hiring, training, coaching, and development of the SDR and mid market sales teams to help them master the skills across sales including: cold-calling/emailing, execution of go-to-market strategy, understanding different customer profiles and personas and facilitating the development of prospecting lists and target accounts
- Adopt and optimize the operations of the SDR and MidMarket organizations (able to recommend areas for improvement in process and productivity)
- Create incentive structures and goals structures in an ever-changing sales environment
- Drive the operational execution of communications associated with events and conferences
- Own the activities associated with conferences, events, networking dinners
- Learn Rokt's core customer verticals and develop specific strategies of approach specific to each vertical, leading from the front as a true player-coach.
- Gain a deep understanding of the mid market (retail, DTC) ecosystem - making recommendations to senior leadership on ways to improve performance
Requirements
- 5+ years leading Sales Development, SMB / Mid Market or enterprise sales team
- 3+ years experience specializing in sales development, prospecting and outbound sales activities
- Natural leader, collaborator and team player - you have the passion and ability to lead a team of people and be able to inspire your direct team and others around you?
- Experience using CRM tools such as Hubspot or Salesforce
- Experience with sales enablement tools like Apollo, Outreach or SalesLoft