NewRetirement Hiring for Director of Sales at Mill Valley, CA Full Time

We have seen exponential growth as we expand into large enterprise sales from our foundation of direct-to-consumer financial management tools. We need bright, motivated people to join us at this crucial expansion phase and play a key part in taking our company to the next level.

About The Role

The Director of Sales will lead the sales team to achieve our revenue goals and set us up for long-term sales success. They will be in charge of managing and developing the team, achieving tangible sales outcomes, building a strong sales foundation and holding the team accountable to best practices that leads to long-term growth for the team and the company as a whole.

Roles & Responsibilities:

• Defining Where We Win
• Identifying & validating the ICP & target accounts & leads within the ICP.
• Ensuring the team is selling into the right companies & contacts within those companies.
• Aligning with cross-functional teams to validate the ICP & ensure the entire company is focused on attracting, servicing, & retaining the right clients.
• Generating Pipeline
• Building qualified opportunities within our ICP that we can win.
• Ensuring that we have enough pipeline to achieve our revenue targets.
• Identifying & leveraging the easiest “ways in” to our top prospects.
• Creating cross-functional feedback loops on prospecting-related projects like messaging, case studies, product updates, & more.
• Guiding the team on outbound strategies & processes, including developing outbound messaging, inbound strategy, lead/list building, & more.
• Measuring the effectiveness of prospect efforts & assessing where we need support & or strategy pivots
• Winning Deals
• Supporting & winning active deals in play (including leading & supporting calls)
• Developing & improving the sales process
• Growing the team’s skills to more effectively & efficiently win deals
• Qualifying deals internally & working with the team to maximize every opportunity
• Coaching sellers on sales skills & active deals in play
• Ensuring we’re bringing on healthy, large deals that turn into healthy, large clients with a strong opportunity for upsell & cross-sell
• Assessing the sales process to identify where the team needs to improve
• Building a Foundation for Sales Success
• Documenting existing processes that are working for the team
• Building a repeatable sales process that enables us to scale the team & results
• Creating a qualification process that increases the win rate & leads to predictable sales success & revenue
• Managing & Developing the Sales Team
• Running key sales meetings & operations
• Assessing team’s performance & coaching them to perform at higher levels
• Mapping out roles, responsibilities, & potential career paths for the sales team
• Identifying the path to our goals, in terms of people, processes, systems, & investments needed
• Recruiting, hiring, interviewing, & onboarding new team members as needed
• Ensuring new team members have the tools they need to succeed
• Working Cross-Functionally Across the Organization
• Assessing the team’s strengths & gaps & working with other teams to ensure the sales team has what it needs to succeed
• Creating feedback loops that enable other teams to succeed
• Being the face of the sales team & building strong cross-functional relationships
• Surfacing Key Insights & ing to Leadership
• Forecasting effectively & accurately
• Owning core sales metrics & ensure the organization has a clear picture of what’s working & not working at a high-level
• Building strong sales performance & strategy that creates investor confidence

Core Metrics & Outcomes:

• ARR – Ensure the team is achieving our revenue targets
• Pipeline Coverage – Ensure we are building enough pipeline to hit our revenue targets
• Customer Acquisition Cost – Assess & increase ROI of prospecting efforts
• Deal Size & Win Rate – Know how many deals we have to win & what size to hit targets
• Deal Health – Ensure we’re bringing on healthy deals that are set up for success & will not overburden teams like Enterprise Success & Product
• Conversion Rates, Process Length, & Deal Slippage – Ensure the sales process is running efficiently & effectively & that sellers are successfully managing actively deals; identify where deals are being pushed & why we’re losing momentum
• Sales Productivity – Ensure the team’s efforts are working & all deals are being effectively covered with activities that lead to wins
• Forecast Accuracy – Know where we realistically stand in each deal & how likely we are to win so that the organization can budget effectively
• Quota Attainment (Long-Term) – If/When sellers are assigned quotas, ensure that the reps are achieving their individual goals
• Average Profit Margin – Ensure the team is operating efficiently & seeing a strong ROI for each investment (in people, systems, tools, & processes)
• Churn Rate, Retention – Collaborate with Enterprise Success to ensure deals are converting into high-performing clients & where retention issues exist

Upsell % – Grow existing client base & ensure clients are renewing & growing long-term

What you bring:

• 5-7+ years experience in high-growth environments leading Enterprise Sales Organizations, preferably in a fast-moving fintech or financial services company and experience working with large-scale Enterprise organizations
• Knowledge of retirement plan ecosystem, relationships with key players in the wealth management system
• A passion for financial planning
• Proven experience building and scaling within complex organizations
• Excellent leadership skills with the ability to develop talent, build strong cross-functional relationships and work collaboratively
• Strong executive presence, with demonstrated ability to influence and earn trust with senior leaders, ask the right questions, and use sound business judgment
• A self-starter mentality, where leaning in and wearing multiple hats in a fast-paced, often ambiguous environment is business-as-usual
• An operational mindset, with an ability to lead teams through complex deal constructs, relationships and organizations by setting a clear vision and implementing robust processes
• Comfortable working with analytics & tools that support business performance measurement & management
• Significant experience driving and executing on complex deal work and strategy
• Creative storytelling abilities, able to seek out relevant, meaningful data and build business cases to inform partners on NewRetirement’s value proposition
• A willingness to travel

What we offer:

• Remote work environment
• Actual work/life balance (unlimited PTO)
• Great health insurance
• 401k matching
• Dental, vision and life benefits

We want to be as inclusive as possible in our hiring process. If you don’t have 100% of what we’re looking for, but feel like you’re pretty close to growing into the role — please still apply. If a candidate has only 80% of the skills but a fantastic attitude and perspective, they might be the perfect fit.

NewRetirement values the unique perspectives and contributions of all individuals and we strive to foster a diverse and inclusive culture. We encourage applications from individuals of all backgrounds, including and not limited to people of any race, ethnicity, or national origin, individuals with differing abilities, members of the LGBTQ+ community, veterans, gender minorities, women and people from underrepresented communities. We are committed to providing reasonable accommodations for applicants with differing abilities throughout the recruitment process. If you require any accommodations, please let us know, and we will work with you to meet your needs. We are committed to fostering an environment where everyone can bring their authentic selves to work. If you are comfortable doing so we invite you to share your preferred pronouns in your application.

This a fully remote position.

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