Manager, Enterprise Sales

Posit (formerly RStudio) creates great software that helps people understand data and make better decisions in real-world applications. Our core offering is an open-source data science platform, and we aim to make it available to everyone, regardless of their economic means. 

We’re a fast growing company with a goal of making a lasting and meaningful contribution in the world. Our mission is to provide the most widely used open source software and enterprise-ready professional products for data science and technical communication. Our tools further the cause of equipping everyone, regardless of economic means, to participate in a global economy that increasingly rewards data literacy.

The Enterprise Expansion team at Posit manages relationships with our largest and most important customers. We are a growing team of 11 seasoned enterprise sales professionals who work diligently and creatively to ensure the success and growth of our clients. This is a new role open due to growth. You’ll manage between 6-8 experienced account managers and act as a force multiplier to ensure the team is hitting growth revenue targets. We’re all remote, so we rely on Slack, remote collaboration, and bi-annual in-person meetups to work together. 

What you will own:

• Execute against a sales plan to meet growth goals for your team of 6-8 Major Account Managers
• Build and develop operational rigor to ensure forecast accuracy and revenue predictability
• Assist team with account-based strategy development and execution
• Create and implement coaching plans for each member of your team to ensure constant skill development
• Act as an initial point of escalation for all customer commercial conversations
• Foster a team culture of collaboration, support, and even a little fun!

What you'll assist with:

• Become an expert in our products, use cases and the business value we provide to customers
• Work with Account Managers to develop creative long term growth proposals that benefit the unique needs of our customers
• Work hand-in-hand with your peer, the existing Manager of Enterprise Sales to provide consistent support and messaging across the Enterprise Sales team
• Work cross-functionally with Customer Success, Marketing, Solutions Engineering, Support, and Channel Sales to evolve and execute against our Go-To-Market strategy, finding repeatable patterns and managing initiatives

About You:

•   2-3 years managing an enterprise sales team
•  10+ years in B2B software sales, ideally selling a complex technical product
•  You are a High-growth Operator, taking a systematic and data-driven approach to identifying trends in industry, in our customer base, our pipeline, and team performance, and make decisions that both accelerate near-term business and build for future scale.
•  Proven ability to learn complex concepts quickly
• Track record of consistently exceeding quota and key performance metrics
• You thrive on helping those on your team succeed, by growing, coaching, and scaling a high-performing diverse sales team in a fast-growth environment 
• Technical understanding in the areas of enterprise software and deployment architectures
• Highly effective and empathetic communicator with excellent verbal and written communications skills
• Curious, with a growth mindset
• Hungry, Humble, and Honest

Within 1 month, you’ll…

• Complete your technical onboarding to be able to confidently pitch the value of Posit products
• Develop skill growth plans for individual team members
• Identify gaps in skills, process, and people on your team

Within 3 months, you’ll…

•  Perform call reviews for each member of your team 1x/week
•  Participate in escalation calls for your team members
• Operate regular pipeline review calls to ensure forecast accuracy
• Lead weekly deal review meetings weekly

Within 6 months, you’ll…

• Surpass team sales quotas
• Ensure 70%+ of your team members hit or exceed quota

Posit offers competitive compensation with extensive human-first, people-focused benefits to prioritize your personal and financial well-being. Individual pay decisions are based on a number of factors, including qualifications for the role, experience level, and skillset. This hiring range reflects base salary and assumes that the job will be performed in the United States. Commissioned roles have an expected 50/50 pay mix.

Hiring range$120,600—$159,170 USD

Working at Posit:

• We welcome all talented colleagues and are committed to a culture that represents dive