Manager, Enterprise Sales

Posit (formerly RStudio) creates great software that helps people understand data and make better decisions in real-world applications. Our core offering is an open-source data science platform, and we aim to make it available to everyone, regardless of their economic means. 

We’re a fast growing company with a goal of making a lasting and meaningful contribution in the world. Our mission is to provide the most widely used open source software and enterprise-ready professional products for data science and technical communication. Our tools further the cause of equipping everyone, regardless of economic means, to participate in a global economy that increasingly rewards data literacy.

The Enterprise Expansion team at Posit manages relationships with our largest and most important customers. We are a growing team of 11 seasoned enterprise sales professionals who work diligently and creatively to ensure the success and growth of our clients. This is a new role open due to growth. You’ll manage between 6-8 experienced account managers and act as a force multiplier to ensure the team is hitting growth revenue targets. We’re all remote, so we rely on Slack, remote collaboration, and bi-annual in-person meetups to work together. 

What you will own:

• Execute against a sales plan to meet growth goals for your team of 6-8 Major Account Managers
• Build and develop operational rigor to ensure forecast accuracy and revenue predictability
• Assist team with account-based strategy development and execution
• Create and implement coaching plans for each member of your team to ensure constant skill development
• Act as an initial point of escalation for all customer commercial conversations
• Foster a team culture of collaboration, support, and even a little fun!

What you'll assist with:

• Become an expert in our products, use cases and the business value we provide to customers
• Work with Account Managers to develop creative long term growth proposals that benefit the unique needs of our customers
• Work hand-in-hand with your peer, the existing Manager of Enterprise Sales to provide consistent support and messaging across the Enterprise Sales team
• Work cross-functionally with Customer Success, Marketing, Solutions Engineering, Support, and Channel Sales to evolve and execute against our Go-To-Market strategy, finding repeatable patterns and managing initiatives

About You:

•   2-3 years managing an enterprise sales team
•  10+ years in B2B software sales, ideally selling a complex technical product
•  You are a High-growth Operator, taking a systematic and data-driven approach to identifying trends in industry, in our customer base, our pipeline, and team performance, and make decisions that both accelerate near-term business and build for future scale.
•  Proven ability to learn complex concepts quickly
• Track record of consistently exceeding quota and key performance metrics
• You thrive on helping those on your team succeed, by growing, coaching, and scaling a high-performing diverse sales team in a fast-growth environment 
• Technical understanding in the areas of enterprise software and deployment architectures
• Highly effective and empathetic communicator with excellent verbal and written communications skills
• Curious, with a growth mindset
• Hungry, Humble, and Honest

Within 1 month, you’ll…

• Complete your technical onboarding to be able to confidently pitch the value of Posit products
• Develop skill growth plans for individual team members
• Identify gaps in skills, process, and people on your team

Within 3 months, you’ll…

•  Perform call reviews for each member of your team 1x/week
•  Participate in escalation calls for your team members
• Operate regular pipeline review calls to ensure forecast accuracy
• Lead weekly deal review meetings weekly

Within 6 months, you’ll…

• Surpass team sales quotas
• Ensure 70%+ of your team members hit or exceed quota