Director of Sales

December 4, 2024

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Blue Ridge

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Blue Ridge is a provider of advanced supply chain management software solutions, specializing in demand planning, inventory replenishment, and integrated business planning. Their platform aims to improve planning precision and optimize inventory management for manufacturers, distributors, and retailers worldwide. Blue Ridge's suite of tools helps companies reduce inventory costs, prevent stockouts, and manage overstock by leveraging predictive insights and data-driven analytics. The company is known for its rapid implementation process and a unique support system called LifeLine, offering Industry Expert coaching to maximize software value. With their solutions, clients experience fast, accurate inventory management and a quick return on investment, often seeing ROI within the first 90 days of implementation. Blue Ridge serves a diverse array of sectors and is trusted by global leaders to bolster supply chain efficiency and profitability.

Cloud Inventory Replenishment • Cloud Demand Forecasting • Cloud SKU Rationalization • Cloud Demand Planning • Cloud Supply Chain Analytics

51 - 200 employees

☁️ SaaS

🏢 Enterprise

💰 Private Equity Round on 2021-09

📋 Description

• Drive YoY revenue growth to achieve ARR targets • Demonstrate extreme ownership as a leader of a fast-paced, growing team • Manage the end-to-end sales process to drive efficiency, as measured by shortening the sales cycle and reduction of the cost per acquisition • Drive the sales methodology and process with strong discipline and predictability • Deep understanding and application of MEDDICC/MEDDPICC a plus • Rigorously employ the sales and marketing tech stack to contact the right prospects more quickly, optimize sales team production, and increase close rates • Utilize a robust coaching / professional development program to build and drive a high-performing team • Utilize and optimize KPIs and metrics (revenue and operating) to measure and continuously improve performance and productivity • Run a rigorous performance management playbook including setting clear expectations on performance, measuring key leading indicators and activities to quickly identify issues/gaps early, and making outcome-based decisions early and often • Collaborate with finance, product management, and marketing on messaging, pricing strategies, and business models to achieve ARR goals

🎯 Requirements

• Bachelor’s degree, preferably a master’s degree • 5+ years of experience in a Director of sales leadership position for B2B SaaS with expertise in driving growth • 10+ years of quota-carrying sales and experience as an individual contributor • Managed a team of 5 or more direct reports • Strong customer-facing and presentation skills with the ability to establish credibility with executive decision-makers • Experience negotiating and navigating contracts and legal discussions • Experience growing revenue from sub-scale to scale, with strong double-digit YoY growth • Experience leading high-performing sales teams with a history of quota over-achievement • Experience learning and optimizing sales operations, processes, and systems

🏖️ Benefits

• Competitive salary • Free Medical/Dental/Vision (for Individual) • 401(k) match • Unlimited PTO • Work-from-Home • Collaborative, team environment