About DryvIQ:
Trusted by more than 1,100 organizations around the globe, DryvIQ is THE unstructured data management company. Leveraging the speed and scale of our patented platform, organizations can continuously classify, manage, and migrate their unstructured data across cloud and on-premises systems. Organizations trust DryvIQ to fuel their enterprise data management journey, resulting in increased efficiencies, decreased risk, and reduced costs. With a strong commitment to innovation, excellence, and customer satisfaction, we have consistently delivered industry-leading software and services to some of the largest brands in the world.
The Opportunity:
We are seeking a dynamic and results-driven VP of Sales to join our team at an inflection point in the history of the company, with a market opportunity fueled by increased market demand for data classification solutions to serve numerous critical use cases. Built on the battle-tested Migration platform, we launched our second act in 2023, a patented AI-based classification engine, and have found product market traction. We are looking for the right individual to join us in building on this success and leading our sales efforts as we capitalize on the market opportunity. The ideal candidate will have a proven track record of success in enterprise software sales, a deep understanding of go-to-market strategies, and the ability to build and scale high-performing sales teams.
Key Responsibilities:
- Revenue Growth: Drive consistent revenue growth to meet and exceed quarterly and annual targets through strategic planning, expansion into new markets, and the successful execution of sales initiatives.
- Sales Strategy Development: Collaborate with the executive team to develop and execute a comprehensive sales strategy that aligns with our company’s growth objectives.
- Sales Leadership: Recruit, train, develop, mentor and coach top-tier sales talent, fostering a culture of winning through collaboration, accountability, and continuous learning.
- Go-to-Market Planning: Develop direct and channel go-to-market motions to reach a wide range of enterprise customers effectively.
- Pipeline Management: Oversee the entire sales cycle, from lead generation to deal closure, ensuring that the sales team maintains a healthy pipeline and conversion rates to consistently exceed sales targets. Manage the sales pipeline, forecast accurately, and make data-driven decisions to optimize sales execution.
- Customer Relationship Management: Build and maintain strong relationships with key stakeholders within our enterprise clients and partners, understanding their needs, advocating for the customer within the organization to drive product and service improvements, and positioning our software solutions as value-driven solutions.
- Sales Reporting & Process Optimization: Continuously refine and optimize sales processes, leveraging industry best practices and technology to enhance efficiency and effectiveness. Working with the CFO, generate regular reports and analytics to assess sales performance, track progress against goals, and provide insights for decision-making.
- Product Knowledge & Market Analysis: Develop an in-depth understanding of DryvIQ’s products and services. Communicate their value proposition effectively to customers, partners, and prospects. Stay current with market trends, competitive landscape, and customer insights to identify opportunities for growth and innovation.
- Cross-Functional Collaboration: Work closely with executive management, including the Chief Customer Officer and Chief Marketing Officer, to align sales and marketing efforts, and ensure seamless customer experiences and satisfaction.
- Budget Management: Manage the sales budget effectively, ensuring resources are allocated effectively to achieve sales objectives.
Qualifications:
- Proven track record of success in enterprise software sales in high-tech software / SaaS with a highly technical sale, with a minimum of 3 years of experience in a leadership role.
- Strong understanding of the enterprise software market and the ability to identify opportunities and trends.
- Proven success closing large, complex sales for an earlier stage, high-growth company.
- Significant experience working with senior-level decision-makers, including CIOs, CTOs, and Chief Data Officers.
- Demonstrated experience in building and scaling a sales team to deliver consistent results, amidst ambiguity in a quickly evolving market.
- You should be resourceful and able to independently gain access to senior levels of prospective customers.
- Exceptional leadership and mentoring skills, with the ability to motivate and inspire a sales team.
- Highly goal-oriented individual with excellent communication (verbal and written), listening, presentation, qualifying, closing and negotiating skills.
- Strategic thinker with a results-oriented mindset.
- Bachelor’s degree in business, Sales, or a related field; MBA is a plus.
- Excellent analytical skills to leverage data, metrics, analytics, and market trends to drive actionable insights & plans.
- Proficiency in CRM software, sales productivity, and analytics tools.
- Professional presence and ability to develop strong working relationships with executive management and board of directors.
