Director, Sales

ABOUT THE ROLE

As Director, Sales, you will use your extensive sales and leadership experience to lead, coach and mentor a team of passionate and energized Account Executives selling Accela’s solutions. You will be responsible for all revenue generating activities and overall sales target attainment for the group. This position will lead sales reps in pursuit of account expansion and new logos to exceed account retention and ARR attainment goals. These achievements will be the result of coaching the sales reps on successful customer engagement and transaction management, and collaborating with Accela partners, Marketing, Legal, Product, Professional Services, Revenue Operations, and Support to exceed Accela quarterly and annual goals.

SPECIFIC RESPONSIBILITIES

• Lead, inspire, and motivate a team of software sales representatives to set and execute short-term and long-term strategic sales approaches for new logos and existing accounts to exceed sales quotas and business objectives.
• Be a key leader focused on driving expansion of Accela’s core and new solutions business within the territory, maintaining and expanding the existing customer base in region, leveraging relationships to enter new markets at the state and local level.
• Employ effective selling strategies to successfully position Accela strategically as viable choice to alternative solutions.
• Identify and analyze market trends, customer needs, and competitive activities to inform sales strategies.
• Develop and maintain strong relationships with key stakeholders and Accela teams, including Professional Services, Legal, RFP team, Solution Engineers, Sales Operations, Support and Product Development.
• Collaborate with Marketing, Product Marketing, and other departments to align sales strategies with company goals.
• Forge strong mutually beneficial relationships with Accela Partners.
• Ensure sales reps provide accurate and timely reporting of sales activities, pipeline status, customer challenges and market conditions.
• Mentor, develop, and foster a positive and collaborative team culture that encourages professional growth, development opportunities to achieve team performance success and personal and professional goals.
• Positively guide team members and clients through complex sales cycle.

REQUIRED QUALIFICATIONS

• Must have prior sales, people management and leadership experience
• 5+ years of experience selling enterprise-wide software solutions and professional services
• Industry domain knowledge
• Capable of inspiring and motivating a team to be resilient in facing challenges and achieve exceptional results while maintaining a positive and fun work environment
• Strong interpersonal communication skills and ability to achieve set goals and deadline
• Understanding of project delivery and coordination with delivery teams
• Prior RFP response skills
• Must physically reside in the western US
• Ability to travel 50% of the time

COMPENSATION AND WELL-BEING
The annual on-target earnings for this full-time position is $160,000 – $175,000 (less applicable taxes). The actual base salary offered may be adjusted based on a variety of factors, including but not limited to, location, education, skills, training, and experience. In addition to an annual base salary, this position will have an annual commissions target and is eligible to participate in Accela’s Sales Compensation Plan where the participant’s total cash compensation includes the specified base salary and incentive compensation tied to fiscal year quota attainment within the relevant region.

Accela’s U.S. team members will receive a generous benefits package consisting of options including comprehensive medical, dental, and vision plans, family planning benefits, 401(k) retirement savings plan with company match, health savings account with company contributions, flexible spending account, life, accident, and disability coverage, business travel insurance, employee assistance programs, and other well-being benefits.

ABOUT ACCELA
For nearly 20 years, Accela has been an industry leader in designing and delivering government software to improve efficiency, increase citizen engagement and enable the development of thriving communities. Today, citizens are savvy to how services should be delivered, and expect a consistently convenient, openly transparent view into their local government. While government agencies struggle to do more with less, our mission has never been more critical. Accela provides a robust, cloud-based platform of government software solutions that accelerate growth, efficiency, and transparency in communities of all sizes. From planning, to building, to service request