Director of Sales (Inbound)

Job Description

We're looking for a proven Director of Inside Sales to scale new user growth of our U.S. and international SMBs, Mid-market, and Enterprise customers. This channel is at the core of our current success and you will have the unique opportunity of building on winning results to prepare for rapid scale of this channel. You will continue our hyper-growth by refining strategies and tactics that expand our ability to onboard high-velocity customers swiftly and advance our capabilities to sell upmarket. As the leader of this channel, you will manage and coach our high-performing inbound team of Inside Reps and Account Executives, helping them achieve ambitious sales targets, while also rolling up your sleeves in process, product evolution, and with high-value customers. This role will partner closely with Marketing, Sales Operations, Customer Success, and Product to shape our company-wide strategy and product direction. Sales and management background in scaling inbound teams, hiring and coaching high-velocity reps, and building efficient operations is a must. You will:

• Develop & iterate the long-term vision and sales strategies, while scaling day-to-day operations
• Define and deliver core business metrics, reporting, and analytics to sales team and internal stakeholders
• Identify, organize, and drive all sales activation 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, Inside Sales Reps, 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 high-volume 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.