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Senior Director/Director of Sales, Kapow

Director

Cvent | Sales | Chicago, IL

Kapow, now a part of Cvent, is hiring a Senior Director/Director of Sales, who will be responsible for managing and coaching a sales team of highly-motivated individuals to achieve the division’s aggressive sales and revenue goals. This sales leader will have 10 direct reports with a total span of control of 15.

Kapow is a leading corporate events platform, offering unique experiences that are easy to book, drive bottom-line results and don't break the bank. Simply put, we help businesses grow by giving them an unfair amount of face time with their customers, partners and teams. Combining the ease of a digital marketplace with the service and expertise of a local event planner, Kapow connects people with thousands of curated events in just seconds.

This individual will have experience planning, executing, measuring, and refining programs that support the goals of the sales organization.  Programs could include strategies to increase new and renewal business, new product launches, tradeshow execution, collaboration across global offices among many other things.  This individual will work closely with sales, technology and marketing leadership to support specific lead generation, client engagement and new product initiatives, and will ensure that program goals are effectively translated into sales efforts that achieve those goals.

 

What You Will Be Doing:

  • Drive a lively and resilient entrepreneurial culture adept at navigating change
  • Rapidly build and manage a metrics-driven, customer-focused, consultative sales organization
  • Guide, coach and mentor salespeople within the Kapow sales team
  • Facilitate successful implementation of new programs through the sales organization by ensuring sufficient process is in place; foster an organization of continuous improvement
  • Oversee, implement, and manage accurate sales forecasting, planning, and budgeting processes
  • Monitor data capture and use of reporting tools to track performance, while providing accurate and timely management reports on team metrics
  • Evaluate existing sales compensation structure and define proposed changes to improve company and individual performance; establish a strong performance management culture
  • Provide leadership through innovation, collaborating with sales, marketing, and technology leadership to identify key market opportunities and growth areas within the sector and ensure optimal support of sales activity
  • Acquire and integrate industry knowledge related to general trends, emerging technologies and competitors
  • Meet or exceed assigned sales objectives and quotas, balancing short-term efforts and long-term, maintaining success of core products while developing new revenue streams
  • Represent Kapow/Cvent at industry events and client meetings, support the sales team in developing executive-level relationships and negotiating large deals
  • Define and launch new Sales strategies for Transactional, SaaS license, and professional services revenue 
  • Lead Sales demonstrations with Top Accounts, Fortune 1000, and key Cvent partners 

What You Need For This Position:

  • Candidates must work out of our Chicago office 
  • 10+ years of sales management experience
  • Experience managing a similar sized team in the past of 10+ individuals including direct and indirect reports
  • Bachelor’s degree required, MBA or similar degree preferred
  • Hospitality industry and former SaaS experience highly preferred
  • Experience with sales goal targets and delighting clients
  • Infectious passion about the benefits of technology and digital marketing
  • Ability to operate and make timely decisions in an ambiguous, ever-changing environment where products are often sold before they are fully developed, and features change rapidly
  • Demonstrated experience in effectively developing, managing and motivating members of the millennial generation
  • Proven track record of consistently achieving sales targets on a monthly, quarterly and annual basis
  • Expert ability to engage and generate interest from c-level executives and drive initiatives forward with account executives
  • Innovative mindset to help analyze and improve work processes and advocate internally as well as externally
  • Expert knowledge of Salesforce.com or similar CRM software
  • Strong analytical skills, experience with data analysis and proficiency in Microsoft excel
  • Must be able to travel up to 25% depending on proximity to clients; we expect significant time to be spent on-site with clients