SVP of Global Sales
Sales | Portland, OR
Urban Airship is the leading provider of messaging technology and usage data for smartphones, tablets, PCs and other connected devices. Our solutions simplify all aspects of notification/alert delivery and mobile campaign management across multiple platforms in a scalable and reliable way. Urban Airship's data solutions provide a unique perspective on user reaction, both direct and indirect, campaign-level and long-term, to our customers' messaging strategies. In addition to our core messaging and data services, we provide location targeting and digital wallet solutions as well as strategic and integration services. Urban Airship is searching for a highly motivational and results-oriented SVP of Global Sales, based in our Portland, OR headquarters, to help shape our company for its next phase of growth.
Reporting to the CEO, the SVP of Global Sales drives sales strategy and generation through the management of the direct and partner sales organizations in the US and UK. Drives better integration and alignment between functions (sales, marketing, customer success, product, finance) in order to achieve short- and long-term sales goals. Owns the overall productivity and effectiveness of the sales organization. This individual works closely with the Executive Team to develop and implement strategies that lead to continued growth, market development and profitability. Direct reports include VP of Sales, Americas, Managing Director, EMEA Sales, and Director of Agency Programs.
Major Responsibilities/Primary Functions:
Leads, motivates, trains and inspires a large and talented sales organization across three offices and field operations. Creates a culture of accountability by setting appropriate metrics and linking compensation to results.
Clearly communicates and integrates strategy across all functions, monitoring and adjusting as needed to meet revenue goals. Assumes a long-term, integrated perspective with a passion for driving short-term (quarterly) results.
Develops annual sales plans to achieve targeted team and individual revenue goals including the design of territories, metrics, quotas and compensation.
Builds systematic process of continuous improvements in ways that are repeatable and predictable in order to deliver sustainable revenue success. Identifies and resolves process and scale issues to better enable sales.
Monitors pipelines to determine the level of risk in obtaining desired goals, making adjustments as needed to accelerate revenue in this hyper-growth environment.
Continually works to improve alignment with other functions to garner support for sales organization.
Measures and analyzes productivity and effectiveness across the sales cycle, identifying and removing obstacles.
Acts as Executive Sponsor for high-profile customers/potential customers. Influences development of new products and offerings by providing insight into customer requirements and business opportunities.
Becomes an industry expert in Mobile Relationship Management (MRM) leading and communicating Urban Airship’s unique value proposition to Global 1000 mobile practitioners and marketers.
Qualifications, Distinguishing Characteristics and Special Requirements:
Bachelor’s degree in Business or Marketing preferred.
15+ years’ experience successfully leading, building, and scaling an enterprise SaaS sales organization with a track record of exceeding targets, preferably in a mobile and/or digital marketing solutions environment.
Proven success in setting and executing against sales and operational plans and creating short- and long-term strategies.
Demonstrated expertise in written and verbal communication; strong skill in identifying and utilizing appropriate communication channel and approach. Excellent presentation skills.
A proven track record of gaining trust and respect by consistently demonstrating sound critical-thinking skills and maintaining composure in stressful situations.
Demonstrated analytical and financial acumen.
Strong collaboration, negotiation and influencing skills.
Ability to express a high-level of decisiveness.
Proven ability to navigate and thrive in a rapidly changing environment.