Director of Sales (Outbound)

Job Description

We’re looking for a dynamic leader with extensive sales and management experience to build out our outbound sales channel from the ground up! We’re excited, and you should be too, as we recognize the enormous potential that outbound sales presents on our path to scaling revenue and culture. Over the next year, our team and product will rapidly evolve and this role will be at the forefront of that evolution. As the leader of our outbound channel, you will build, scale, and deliver a repeatable outbound playbook, produce high-value product feedback, refine and advance all sales operations, and manage our current team of one Account Executive and one SDR. This role will require fine attention to detail from someone who is comfortable in ambiguous situations and one who derives energy from a sleeves-rolled-up mentality. You will partner closely with Marketing, Sales Operations, Customer Success, Engineering, and Product to shape our company-wide strategy and product direction. You will:

• Develop end-to-end repeatable sales playbook, from prospecting to pitch, demo, sales operations, and tool stack
• Refine Ideal Customer Profiles with Product Marketing and define core Value Proposition for varying customer segments
• Define and deliver core business metrics, reporting, and analytics across sales team and internal stakeholders
• Identify, organize, and drive all outbound sales projects from scoping through launch in partnership with internal stakeholders
• Maintain clear management of pipeline, funnel conversions, forecast, activity metrics, and individual/team performance indicators via CRM best-practices
• Take full ownership of sales revenue target and OKR planning process
• Effectively work cross-functionally across the organization to shape and influence product roadmap to meet customer needs
• Recruit, train, and lead teams of SDRs, Account Executives, and Sales Managers
• Coach, mentor, and guide the team in developing consultative and solution-based selling
• Inspire, motivate and enable individual development to promote career growth of direct reports
• Build and iterate on compensation planning as sales team scales

You have:

• 8+ years of sales and operational experience in SAAS or high-growth startup
• 4+ years in management of outbound sales teams
• Experience scaling successful inbound sales organizations in a high-growth environment
• Quantifiable history of meeting and exceeding annual sales team targets
• Effective track record of leading and growing teams that drive net-new sales
• Ability to hire, train and coach a high-performing sales team
• Exceptional communication and presentation skills with the ability to clearly articulate compelling value propositions of our products
• Ability to analyze and translate data-based findings into clear, relevant, and actionable insights
• Successful track record in sales-driven environments and superior leadership skills, where you manage multiple priorities and projects at the same time
• Comfortable interfacing with clients of all professional levels
• Demonstrated quantitative and analytical skills
• BA/BS degree or equivalent practical experience
• Genuine good person with an innate ability to connect with diverse personalities
  

Nice to have:

• Prior experience in related industry: shipping, logistics, fulfillment, e-commerce
• Prior experience at a growth stage software company

Benefits & perks:

• Benefits: medical, dental, vision (90% covered by the company, incl. dependents)
• Flexible vacation policy
• Free lunch / drinks / snacks
• Fun team events outside of work hours
• Awesome team that cares about Shippo's mission, product, and their co-workers!
  

About Shippo
Before you read on, take a look around you. Chances are, pretty much everything you see has been shipped, often multiple times, in order to get there. E-commerce is exploding, and with it, parcel shipping is becoming a meaningful factor in a business' ability to succeed. Creating a compelling shipping experience for customers is hard but necessary.
At Shippo, our goal is to level the playing field by providing businesses access to shipping tools and terms that would not be available to them otherwise.
By lowering the barriers to shipping, businesses, marketplaces, and platforms are able to connect to multiple shipping carriers, get shipping rates, print labels, automate international documents, track shipments, and facilitate returns.
Shippos are a diverse set of individuals. We look for culture and skills add in every new person. Join us to build the foundations of something great, roll up your sleeves, and get important work done everyday. Founded in 2013, we are a proud team based out of San Francisco. Shippo’s investors include Bessemer Venture Partners, Union Square Ventures, Uncork Capital, VersionOne Ventures, FundersClub and others.