Job Description

WHO WE ARE

Xactly is a leader in Intelligent Revenue Solutions and a part of Vista Equity Partners portfolio companies since 2017. The Xactly Intelligent Revenue Platform marries artificial intelligence and 17 years of proprietary data in easy-to-use applications.

Named among the best workplaces in the U.S. by Great Place to Work six times, honored on FORTUNE Magazine’s inaugural list of the 100 Best Workplaces for Millennials, and chosen as the “Market Leader in Incentive Compensation” by CRM magazine. We’re building a culture of success and are looking for motivated professionals to join us!

THE OPPORTUNITY

Join us as the Sr. Director of Enterprise Sales at our market-leading SaaS company, specializing in Sales Performance Management for nearly 18 years. In this vital role, you'll harness our legacy of innovation and deep domain expertise to tackle complex business challenges with tailored, value-driven solutions.

You'll lead a team of expert Enterprise Account Executives, guiding them to understand and address the unique needs of each client, utilizing our cutting-edge products. Your role is pivotal in mentoring the team to focus on creating sales strategies that offer real solutions to clients, aligning with their specific challenges.

Your strategic thinking, passion for leadership, and ability to cultivate a value-centric sales approach set you apart. Reporting directly to a member of our C-Suite, you'll influence our enterprise sales methodology, ensuring it's grounded in providing solutions that demonstrate clear, measurable value to our future customers.

Embrace this opportunity to play a key role in a company that stands out for its constant innovation and domain expertise in the Sales Performance Management space. Apply now to lead our team in delivering impactful, client-focused solutions.

THE TEAM

Xactly’s Sales team is a diverse mix of sales professionals. Our team consists of seasoned and up and coming Account Executives.

Our Enterprise Account Executives are results-oriented sales professionals with experience selling with value. . Our team is committed to identifying new business opportunities, understanding corporate and functional objectives, driving value and ultimately capturing revenue. . Our Account Executives develop strong pipelines and successfully sell to decision makers and Economic Buyers across multiple functional departments and the C-Suite.

RESPONSIBILITIES

Leadership and Team Management:
- Lead and inspire an established Enterprise Account Executive sales team.
- Develop and execute a hiring strategy to attract and expand the team.
- Implement effective, repeatable processes and playbooks for the team, including Value Realization, Mutual Action Plans, Account Mapping, and call preparation processes.
Sales Strategy and Execution:
- Build and manage a pipeline of business sufficient to cover and exceed quota.
- Create and deliver a compelling value narrative to communicate the ROI to customers.
- Lead sellers as they build the value of our solutions Xactly for sales leaders and executives (CRO, CFO, VP Sales Ops).
- Run weekly pipeline reviews using Vista Value Selling to identify risks and develop mitigation strategies.
- Accurately forecast and provide routine pipeline analysis on current and future quarters
Cross-Functional Collaboration:
- Drive strong internal collaboration with the Value Realization , Sales Consulting, Marketing, and Product/ Product Strategy teams.
- Engage in complex sales situations and late-stage customer negotiations with the sales team.
- Partner with a robust cross-functional team, including Solutions Value Realization, Consultants, Business Development, Marketing, Sales Enablement, and Product/ Product Strategy Teams.

THE SKILLSET

4-5 years of sales management in SaaS with a strong track record of driving results and developing a team of Enterprise Account Executives.
10+ years of Enterprise selling experience, preferably at a high-growth SaaS company.
Strong track record for finding and closing new business opportunities.
Understanding of subscription business models, including SaaS
Strong collaboration skills to work with value realization, marketing, product leaders.
Aptitude in working cross-functionally with product, support, marketing, and other functions.
Develop an understanding of the current market landscape and our competitive strategy.
Acquire in-depth knowledge of prospective customers' specific pain points and how they are addressed by the platform.

BENEFITS AND PERKS

Comprehensive insurance coverage (including pet insurance!)
Flexible time off and sick days
Short-term disability, long-term disability, maternity and parental leave
Gym/fitness reimbursement and tuition reimbursement
Flexible savings account & Health savings account
Paid holidays and up to 3 days paid community and volunteer leave
Life and AD&D insurance.
401(k) Retirement Savings Plan
Access to wellness program (Grokker, EAP, quarterly wellness webinars)
Employee discount program
Additional voluntary benefits such as pet insurance, critical illness, accident insurance, hospital indemnity, and legal plan

The compensation range is specific to the posted job location and role and takes into account the wide range of factors considered in making compensation decisions but not limited to skill sets, experience, training, licensure, certifications, performance, and market and peer comparisons. Salary ranges allow for growth opportunities as the employee develops new skills and/or hones current skills. A reasonable range estimate is $290,000 to $363,000 including applicable commission.

OUR VISION: Unleashing human potential to maximize company performance. We address a critical business need: to incentivize employees and align their behaviors with company goals.

OUR CORE VALUES: Customer Focus | Accountability | Respect | Excellence (CARE) are the keys to our success, and each day we’re committed to upholding them by delivering the best we can to our customers.

Xactly is proud to be an Equal Opportunity Employer. Xactly provides equal employment opportunities to all employees and applicants without regard to race, color, religion, sex, age, national origin, disability, veteran status, pregnancy, sexual orientation, or any other characteristic protected by law. This means we believe in celebrating diversity and creating an inclusive workplace environment, where everyone feels valued, heard, and has a sense of belonging. By doing this, everyone in the Xactly family has the power to make a difference and unleash their full potential.

We do not accept resumes from agencies, headhunters, or other suppliers who have not signed a formal agreement with us.

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Director, Enterprise Sales