Sr Dir, Ent & Mid Mkt Sales - Front Book

At PayPal (NASDAQ: PYPL), we believe that every person has the right to participate fully in the global economy. Our mission is to revolutionize commerce globally to make moving money, selling and shopping, personalized and secure. 

Job Description Summary:

The Senior Director of North American Sales for Enterprise and Mid-Market Front Book drives execution to meet or exceed sales and customer objectives through creation and leadership of an outbound (hunting) focused Sales Team. This team operates multiple go to market models, including Field and Inside sales coverage, and coordinates prospecting activity with a team of Business Development Reps (BDRs). The primary objective of this role is to drive new, high-margin revenue through lead follow-up, self-prospecting, and business development efforts, and by partnering with internal cross-functional teams.

The combination of Field and Inside-based sellers to a single team under a single leader is a novel model for PayPal and is being launched with this role. The best suited candidate will have the ability to balance sales leadership skills, operational rigor, and business acumen across a diverse team who operate in diverse models, but whose success relies on executing consistently in a common manner.

This role requires a clear track record of sales leadership within large and small organizations and ability to champion the sales strategy, implement and contribute to change initiatives to exceed quota, accelerate growth and improve the merchant’s experience. Your success coaching sales managers and reps, and hiring exceptional sales talent while creating a positive, results-driven, professional culture will improve the performance of an already strong team.

The ideal candidate will be a hands-on, high-energy individual who thrives in ambiguity and enjoys a challenge. This an excellent opportunity for someone who is passionate about driving sales strategy in a dynamic environment and has proven ability to take ideas to execution.

This leader will need to have fluency with technology trends shaping the fintech market and be able to interact productively with leaders across PayPal to drive customer led innovation. The leader must be focused on exceeding pipeline, sales, revenue, operational and strategic goals as well as the professional growth, development and success of their team members.

Job Description:

Primary Responsibilities:

• Develops and defines the strategy and execution of plans to achieve annual sales targets and key business results. Implements new sales models to drive incremental growth via new customer acquisition across our large and medium sized businesses.  
• Continuously drives the building of pipeline and effectively manages the stages of such pipeline; owns sales forecast accuracy, demand generation, deal strategy development and trend analysis. Monitors all sales and other key performance metrics.
• Leads from strategy to execution on sales initiatives. Works with marketing, risk, legal and product development teams to implement initiatives. Ensures initiatives are reflective of the goals, priorities of other company divisions as appropriate.  
• Builds, develops and manages a high performing sales team that competes and wins together.
• Enforces and evolves sales process to lead an accountable sales force. Defines and ensures execution of sales policies and practices for managing sales performance.
• Serves as a catalyst for change and continuous improvement. Recommends improvements to sales strategies based on data and competitor analysis.
• Manages budgeted headcount and related expenses to deliver against goals.
• Demonstrated ability to deliver results under pressure and adapt to changing business requirements; ability to plan, organize and manage multiple priorities.

Requirements:

• 10 + years of relevant field management sales experience, including exposure to significant growth-oriented businesses with a globally dispersed structure.
• An understanding of Field Sales processes and Sales Development metrics and the ability to execute in new markets from scratch.
• Must have a proven track record of success in meeting sales targets, familiarity with consultative selling methodologies and experience driving customer led innovation.
• Drive for results; bias towards action. Able to work in fast-paced, self-directed ambiguous environment. Think like an owner. Open to personal change and continuous improvement.
• Proven leadership in building, developing, and retaining high performing teams.
• Bachelor’s Degree in a related field; MBA preferred.
• Travel up to 50% of time

Additional Job Description:

Subsidiary:

PayPal

Travel Percent:

15

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