Date Posted: 4/22/2010
Job Title:
VP of Sales
Company Confidential
Pasadena, CA
Job Description:


Vice President of Sales



Do you believe that sales is everything?  Have you been one of the key contributor’s to a company’s success?  Do you have the drive and determination to do it again?  If yes, talk to us. 


We are looking for an impact player that can come in and completely own “all things sales” for the company.  While it is important that you have a strong background in sales, you must also have a track record of success in building a brand (preferably a brand serving online retail) in an executive level role.  This position is based in Philadelphia, PA and reports to the Chairman and Chief Revenue Officer.


STOP: Before reading further, please do not apply for this position if…

§ You have not worked for an Internet/Technology company for at least three years.

§ You don’t enjoy actually doing hands-on sales work.

§ Your primary goal is to “manage people.”

§ You cannot handle (or don’t have previous experience with) the excitement, chaos, and stress associated with working at a fast-based start-up.

§ You don’t have a proven track record of creating sales programs, processes and teams that have immediate impact.

§ You are not metrics driven.

§ You don’t have a sense of urgency or a sense of humor.

§ You require large budgets, staffs and infrastructure.


More Detail:

Field sales, inside sales, referral sales and channel sales are paramount to your success. You are a champion for all things sales throughout the organization.  You’d rather outthink the competition than outspend them.  You understand the importance of creativity and risk-taking.  Your sales processes are as innovative and unique as our product is.  You always surpass expectations and over-deliver.   Let’s face it, most successful businesses are—at their core—sales organizations.  You believe it.  You make it happen.



§ Responsible for the successful management of the sales organization in order to meet the objectives of the Company.

§ Initially spend majority of time working with individual accounts and coaching sales personnel.

§ Be expert in market and industry trends, competitors, and leading customer strategies.

§ Hire (over time) and manage a field and inside Sales Team of Sales Directors, and Sales Engineers, including for each direct report creating and managing goals directly tied to Company goals.

§ In coordination with the CEO and Chief Revenue Officer, establish compensation plans for all sales personnel, including salary structures,     commission plans, sales contests and bonus plans.

§ Develop an annual Sales Plan and Objectives and provide monthly and quarterly updates, revisions and modifications.

§ Oversee a monthly, quarterly, and annual sales budget to ensure it generates the budgeted revenue, margin and number of customers.

§ In coordination with the CEO, Chief Revenue Officer, and CFO, establish both market and target customer strategies for the Company.

§ Coordinate with Finance, Operations, Technology and Service to ensure successful deployment of all Sales efforts.

§ Mine data to produce and analyze daily, weekly, monthly, and quarterly reports measuring the performance of sales, in particular: increase     in revenue, number of new customers added, retention (churn), pipeline movement, pipeline forecast, lifetime customer value.

§ Ensure that infrastructure is in place to provide needed reporting to gauge success/failure of sales efforts.

§ Manage pricing, offers, segmentation, etc. across all internal and external sales channels.

§ Manage efforts that involve multiple stakeholders within the company, deliver the projects based on deadlines, and communicate results to   the board of directors, senior management and company-wide.

§ Report to the Chief Revenue Officer on a weekly basis giving an update on spend, sales, projects, priorities, and team performance.

§ Identify, implement, and drive the use of new sales techniques and technologies.



§ BA/BS.

§ 5+ years of online and offline sales experience.

§ Recent experience working with a SaaS B2B company.

§ Exceptional management skills.

§ Advanced knowledge of sales trends, analytics, and events

§ Strong analytical skills.

§ Proven ability to deliver against Plan.

§ Proven success in consultative sales.

§ Ability to manage multiple responsibilities and projects.


Ideal Personal Profile:

§ Highest level of integrity.

§ Had extraordinary success selling SaaS products and services to online retailers.

§ Executive presence; an ability to immediately command respect, both internally and externally.

§ Style is characterized by urgency, focus, and discipline.

§ Takes pride in his/her accomplishments, as well as the organization’s accomplishments, and has an eye on consistently leveraging best practices.

§ Strong, self-confident (without arrogance), and sure-handed when faced with a high-pressure situation, a particularly important trait given the challenges faced by a young company as it builds its own identity in the marketplace.

§ Excellent interpersonal skills; someone who is likable, a team builder, and has the personality to be effective across multiple divisions.

§ Experience in successfully communicating and setting and managing expectations to the highest levels in the organization under extremely challenging circumstances.

§ Prior experience working with an early-stage company.

§ Success in negotiation and escalation techniques.

§ Creative and entrepreneurial vision.

§ An individual who is assertive, yet gracious.




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