As a Director of Sales, you will play a critical role in driving our growth by developing and executing on your strategic territory plan, building a robust sales pipeline, and closing high-value deals in a territory of named Media and Publishing accounts. Your focus will be on acquiring and expanding enterprise-level accounts, leveraging your deep understanding of the Advertising technology landscape and your expertise in value-based selling using the MEDDICC framework. You will work in a collaborative, team-based environment where your ability to compete, negotiate, and close business is essential to achieving and exceeding sales quotas.
What you will do
- Territory Planning: Develop and execute comprehensive territory plans that maximize revenue opportunities and align with company objectives.
- Pipeline Building: Identify, qualify, and nurture high-potential leads to build a strong sales pipeline. Utilize your hunter mentality to proactively seek out new business opportunities.
- Deal Execution: Lead the end-to-end sales process, from initial contact to contract negotiation and closing, ensuring timely and successful deal execution.
- Quota Attainment: Consistently meet or exceed quarterly and annual sales quotas, demonstrating a track record of delivering results in a fast-paced environment.
- Strategic Account Execution: Develop and maintain relationships with key decision-makers within enterprise accounts, driving strategic engagement and long-term partnership.
- B2B Value Selling: Utilize the MEDDICC sales framework to effectively communicate the value of our solutions, aligning with customer needs and driving complex sales cycles to a successful close.
- Advertising Technology Domain Experience: Leverage your domain knowledge to tailor solutions that address the unique challenges and opportunities within the advertising technology sector.
- Team Collaboration: Work closely with internal teams, including marketing, product, and customer success, to ensure a seamless customer experience and drive cross-functional initiatives.
- Competitive Intelligence: Stay informed about industry trends, competitor activities, and market dynamics to strategically position our offerings and win in a competitive landscape.
- Negotiation and Closing: Demonstrate exceptional negotiation skills, securing favorable terms for both the company and the customer while ensuring mutual success.
- Hunter Mentality: Approach challenges with a fearless mindset, continuously seeking new opportunities to drive growth and achieve sales targets.
What you bring to the role
- Experience: 7+ years of experience in complex B2B enterprise sales, preferably in the SaaS and/or Advertising Technology sectors.
- Proven Track Record: Demonstrated history of consistent quota overachievement and a strong ability to close complex, high-value deals.
- Sales Methodology: Expertise in value-based selling methodology and experience with the MEDDICC sales framework.
- Domain Expertise: In-depth knowledge of the Advertising Technology industry and the ability to translate technical solutions into business value for enterprise customers.
- Mindset: Fearless, constant learner, results-oriented, and driven by a hunter mentality.
- Collaboration: Strong team player with excellent communication and interpersonal skills, able to work effectively in a collaborative, cross-functional environment.
- Negotiation Skills: Exceptional negotiation and closing skills, with a strategic approach to securing business and building long-term partnerships.
- Education: Bachelor’s degree in Business, Marketing, or a related field preferred.
Why join us?
- Innovative Environment: Be part of a forward-thinking company that is shaping the future of media measurement.
- Growth Opportunities: Take your career to the next level with ample opportunities for professional development and advancement at a technology company that is disrupting an extremely relevant category.
- Collaborative Culture: Work in a supportive, team-based environment where your contributions are valued and recognized.
- Competitive Compensation: Enjoy the competitive salary, performance-based incentives, and comprehensive benefits that you’d expect as a strategic experienced enterprise seller.
DISQO is an equal opportunity employer. Discovery, innovation, and growth are possible when we open ourselves to new possibilities, perspectives, and approaches. That’s why, at DISQO, we welcome, support, and empower individuals from diverse backgrounds. Exceptional teams are rooted in extraordinary people, each with a unique story and a compelling set of skills. DISQO does not discriminate against employees based on race, color, religion, sex, national origin, gender identity or expression, age, disability, pregnancy (including childbirth, breastfeeding, or related medical condition), genetic information, protected military or veteran status, sexual orientation, or any other characteristic protected by applicable federal, state or local laws.