Sales Manager (Americas)

About us

Yodeck is a fast-growing Software-as-a-Service (SaaS) company that is laser-focused on disrupting the $23B digital signage industry. Yodeck’s affordable, easy-to-use, and feature-rich solution has been developed to democratize digital signage and empower with it any and every business around the world. Yodeck was first introduced in 2016 and now powers over 120,000 screens across every type of business from restaurants and retail stores, to schools, stadiums and conference halls. Yodeck is now in the top 5 of digital signage SaaS platforms in the world, and we are looking for curious and smart people to drive even faster!

About the role

At Yodeck, we continue to experience significant customer and partner growth. We have 100,000+ Yodeck application accounts being used by 10s of thousands of organizations and 150,000+ end users within those organizations. We have over 600 reseller and white label partners, and 1000+ affiliates.  

We’re looking for a Sales Manager to join our growing team. This role will be part of the Yodeck Revenue Team, reporting to the SVP Revenue. You will be tasked with building out and leading a team of Sales Account Executives (goal is to add 4 by EOY 2024) and Sales Associates (goal is to add 2 by EOY 2024). The revenue organization at Yodeck includes the following groups -  Sales, Sales Development (new), Partnerships, Customer Success, and Revenue Operations (new). You will be taking over leadership of the Americas territories from the current Sales team based in Athens, Greece as we are in the process of scaling our organization. Once in place, your team’s account geography will be North and South America.

We are entering a new strategic growth phase for the company, where we must improve and transform our systems and processes to provide more agile, timely and relevant sales experiences to our customers. These systems and processes must also provide us with the foundation to scale even further, supporting our sales, sales development, partner, and customer success organizations and strategies, while also providing a strong data foundation to enable ICP, persona, segmentation, use case, upsell, cross-sell, competitive and related analytics that will be used across the entire revenue organization.

We are in the process of migrating our CRM (sales, partnerships, customer success), Support, and Customer Engagement (chat, email) platforms and related processes from Zoho to HubSpot and related app ecosystem, and this process will have many phases and ongoing enhancements in the months and years to come. As part of this move to HubSpot, a number of new sales processes and related sales organizational structures will be evaluated and put into place in 2024. These new processes will be primarily related to account tiers (Pebbles, Rocks, Boulders, Mountains based on the total Yodeck screen potential of the organization) and the related sales team organizational structures, responsibilities and goals based on these account tiers. In addition, pipeline deal stages w/ clear entry and exit criteria will be revamped, along with sales playbooks and related processes, improvements in understanding and capturing deal personas and deal use cases, improvements in financial forecasting, improvements in win / loss analytics, and more.

You will be at the heart of these transformations from a sales process and enablement perspective, working in close partnership w/ the SVP Revenue and revenue operations. You will develop a detailed understanding of all HubSpot data elements, mappings, business rules, processes, automations, workflows, reports / dashboards, and all systems that connect to, or access data from HubSpot.  

In terms of what will feed your team with deals, we have a strong marketing engine and general market awareness leading to a significant volume of inbounds who often sign up to be a free Yodeck app account customer as a first step in an evaluation process and / or who request for a conversation with sales. The organizational goal here is to convert free customers into paid customers by demonstrating and communicating the value of doing so. We also are kicking off the build-out of a Sales Development organization that will primarily focus on Rocks and Boulders account tiers and booking meetings for sales account executives.

You will be the lead of our growing team of Sales Account Executives and Sales Associates who handle all inbound prospective paid customers based on account tier, helping them with the decision to invest in our platform by providing them with the proper information and guidance. You will manage the sales team that plays a key role in representing the face of Yodeck to all newcomers to our platform and largely contribute in shaping their first impressions of Yodeck as a company.

Our sales organization is focused on educating free Yodeck app customers on our platform, on the value of converting from a free to a paid Yodeck app account customer, and this is part of the team’s  role and mission.

Your role will also include leading, training, assisting and empowering your team in order to achieve their quarterly and yearly bookings targets.

You will ultimately be hiring into and working in an office to be established by you and the SVP Revenue in Atlanta, GA - USA

Responsibilities:

• Product Pro. You will need to gain a deep understanding of our product and service offerings and be able to contribute to training and mentoring your team.
• You will be revisiting sales targets and KPIs every quarter and work closely with your team to determine those metrics and review performances regularly.
• You will be cooperating with other teams and managers to make sure the Sales team is aligned with the company’s vision and strategy and be able to resolve issues by escalating and delegating to the right people.
• You will be participating in meetings with your Sales executives and high-end prospects.
• Sales Team Technology & Data  - HubSpot guru  + all related / connected applications that support Sales. Oversee sales systems, templates, data administration and governance, and recommend tools to improve data quality and processes.
• Sales Team Process - you / your team will collaborate with the relevant team leaders where appropriate to define, deploy, enable, update key processes and associated playbooks for Sales. This will include Territory Management and Sales to Customer Success transition process flows. Identify opportunities to drive revenue, such as tactics to streamline the customer lifecycle, potential sales process improvements, and go-to-market strategies.
• Reporting & Analytics - Lead the definition and measurement of KPI metrics, create reports and build dashboards for the sales team to easily understand the health of the team + individuals  and to help them hit their goals. Own both recurring and ad hoc reporting needs to support the team, own the data necessary for various internal reviews / QBRs. Manage data preparation for internal QBRs and Annual Business Reviews, and prioritize key takeaways towards actions. Work cross-functionally to share insights and centralize information. Assist Finance w/ data necessary for sales team reporting.
• Sales Team Enablement - you will collaborate with the relevant revenue team leaders to define, update, deliver onboarding and enablement from a process and tools perspective for new sales team additions as well as ongoing enablement updates for new processes / tools for the existing team.

Requirements

• Proven past experience as a Sales Team Leader or Manager, ideally in a B2B SaaS company, where you exceeded your goals.

• Seeking a long term career path in growing and managing Sales teams and related processes.
• Fluency in English. You are native or near native speaker, with an excellent command of both written and spoken English. 
• Strong problem solving skills, with the ability to act proactively and take initiatives when needed
• Strong time management skills
• Skilled at working effectively with cross-functional teams
• Highly energetic and self-starter who enjoys sales, marketing and the thrill of the “hunt” who has a drive to succeed.
• Excellent written and verbal communications skills. You’re a clear, constructive and articulate communicator and have a passion for process improvement.
• Highly organized, self motivated and natural problem-solver.  Able to work in a fast-paced, self-directed, high growth entrepreneurial environment. 
• Fast learner and always curious to absorb more knowledge in a fast-growing industry and a fast-paced environment.  Understanding and love for tech products. Intellectual curiosity and general love of business news and trends. Strong interest in the technology field in general, and in the marketing technology field especially with a deep desire to continue to learn.
• Advanced proficiency in HubSpot.
• Experience leveraging B2B research tools such as LinkedIn Sales Navigator, ZoomInfo Apollo.io, LeadIQ, or similar required.
• Excellent telephone sales personality skills.
• Web-tools and web-research-savvy required.
• Prominent organization and presentation skills.
• Decision-making, problem resolution and creative thinking skills.
• Able to multi-task activities with shifting priorities.
• Should be honest, assertive and systematic.

Benefits

• Competitive salary
• Bonus scheme and a great Stock Option plan
• Amazing workplace, certified as Great Place to Work
• Hybrid Work From Home policy
• Individual training budget for professional development
• Private medical insurance plan
• Flexible working arrangements
• Commuting Expenses
• Equal opportunity and workplace diversity

As part of our dedication to the diversity of our workforce, Yodeck is committed to Equal Employment Opportunity. Our people are our strongest asset and we acknowledge that all we have achieved so far is the solid outcome of our people’s contributions.