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Senior Director/Director of Sales, Hospitality Cloud

US-VA-Tysons Corner

The Senior Director/Director of Sales in our Hospitality Cloud division will be responsible for managing and coaching a global sales team of highly-motivated individuals including managers, team leads, sales/account executives and sales associates to achieve the division’s aggressive sales and revenue goals. This sales leader will have 5-7 direct reports with a total span of control of 30+.  This leader will be required to work out of our Tysons Corner, VA office. Local candidates only as no relocation assistance is offered.

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 large metrics-driven, customer-focused, consultative sales organization
  • Guide, coach and mentor Managers and Team Leads for divisional teams within the Hospitality Cloud 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 Cvent at industry events and client meetings, support the sales team in developing executive-level relationships and negotiating large deals
  • Become an active contributor to the Senior Management Team, many of whom have been with Cvent for 10+ years; integrate new perspectives and fresh ideas with existing company culture and foundation that has proven successful

What You Need For This Position:

  • 12+ years of sales management experience
  • Experience managing a similar sized team in the past of 30+ 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, fast-paced 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 or similar CRM software
  • Strong analytical skills, experience with data analysis and proficiency in Microsoft excel
  • Must be able to travel  up to 20-30% depending on proximity to clients; Cvent expects significant time to be spent on-site with clients
Skills & Requirements Qualifications