Every day, Heartland, a Global Payments Company, makes it possible for millions of people to move money between buyers and sellers using our products and unmatched services. Simply, we create meaningful technology centered experiences that enable our customers to prosper. If you want to work like an entrepreneur, support and serve entrepreneurs and bring your expertise to a dynamic team, then Heartland is for you. If it's in your nature to work with a passion to provide tangible solutions for everyone you interact with, then join us and let's see what we can do together.
We are seeking a passionate and dedicated Sales Leader to help keep our revenue engine running through their own skill and the leadership of a team of driven sales representatives. Our ideal Sales Leader has in-depth knowledge of and experience with the sales process, excelling at lead generation, relationship building, and closing deals. We’re seeking a quick learner with strong negotiating skills, and someone with a track record of success who can inspire the same in others. The role demands a leader with a sharp mind and the ability to coach, advise, motivate, or replace sales representatives to create and maintain a high-performance sales force. If you are a smart, ambitious, results oriented sales leader who can adapt to a constantly changing environment who is always looking for their next challenge then we would like to talk with you about joining our growing team.
Why this role is valuable to the company
You are an experienced, proactive SaaS sales leader who thrives on building a business, developing productive relationships with customers, exceeding performance targets, and developing top sales talent. Because you deeply understand both the challenges of restaurants and the advantages of SaaS, you translate the benefits of Heartland Restaurant solutions to meet these challenges better than the competitive alternatives. Given your experience with enterprise, MM, and SMB clients, you can navigate both organizational and technical complexities and adeptly service the customer end-to-end throughout the sales cycle.
Scope of responsibilities
Deliver the company’s revenue performance targets for the Sales Team.
Build and maintain a pipeline of active opportunities in order to obtain quarterly revenue targets.
Monitor and manage weekly rep activity against performance targets for calls, demonstrations, proposals, and other related activities. Ensure that the team’s efforts are focused on prospects with high probability to close.
Train and coach the team, both on a daily basis and in line with longer-term career development goals and plans. Continually ensure exceptional product training and up-to-date product knowledge for every team member. Plan the team’s future staffing needs and work with sales leadership and HR to recruit, hire, and retain new team members.
Define the buying cycle and optimize message delivery at each step, including prospecting, discovery calls, solution demonstrations, customer trials, reference activities, proposal delivery, deal negotiation, etc. Continually assess and interpret customer acquisition funnel data. Streamline sales activities at each step to ensure high efficiency and productivity.
Outbound reach in order to mine prospects, convert leads to opportunities and close sales. Attend relevant trade shows and events.
Ensure timely lead handling and drive a continual feedback loop with Marketing on lead quality. Work closely with marketing to ensure the sales pipeline is full of qualified leads and prospects. Play a lead role in driving the development of collateral and sales resources, outbound campaigns, etc.
Adopt automation, low touch, and self-service options where appropriate in order to gain efficiency and direct the team’s efforts to the highest value prospects.
Provide forward-looking guidance to sales leadership. Manage accurate forecasting and reporting on all sales activities.
Instill strong, consistent process adherence for all sales activities. Ensure accurate and complete data entry in CRM and other applicable systems.
6+ years in inside sales at a SaaS Restaurant POS company, or closely related sales function at SaaS companies.
Demonstrated ability to build and manage a metrics-driven inside sales team. 3+ years direct management and supervisory experience in Restaurant SaaS POS.
Experience with CRM (ideally Salesforce.com) and Sales Automation tools (SalesLoft, Outreach.io).
Bachelor's degree or equivalent work experience.
Experience in Sandler Sales Training, Miller Heiman, etc. preferred.
Compensation and Benefits
This person will work from the Heartland office located in Oklahoma City, OK. This position is a salary plus commission position.
Heartland is an equal opportunity employer. Heartland, a Global Payments Company, provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex (including pregnancy), national origin, ancestry, age, marital status, sexual orientation, gender identity or expression, disability, veteran status, genetic information or any other basis protected by law. Those applicants requiring reasonable accommodation to the application and/or interview process should notify a representative of the Human Resources Department.