The Director of Sales - [Account Executives] position has direct accountability to drive new bookings through the 'New Logo ' or Account Executive team.. The New Logo target base is spread throughout enterprise, mid-market, and SMB segments, across a range of industry verticals, and are located throughout the US and Europe. The individual will have experience in leading SaaS solution sales with clients through short and long sales cycles, developing strategic win plans as well as extensive experience in opportunity management. This role leads and delivers results through active coaching of resources and needs to recruit, select, enable, motivate, and direct Account Executives. The role has accountability for the team's specific quota and will be measured on his/her attainment to this quota across the direct sales of the New Logo.
Key Responsibilities

• Leads and manages the success of a "New Logo" or Account Executive team, including recruitment, team's enablement, development, and performance management
• Collaborate with the Marketing, and Sales Enablement to generate demand. The expectation is that each Account Executive will proactively develop approximately 20% of their sales opportunities while 80% of their leads will come from Marketing and the BDR/SDR team
• Reports to and works closely with the Vice President of Sales to ensure the execution of the direct new logo sales strategy
• Establishes sales objectives by forecasting and providing input for annual sales quotas for regions and territories, projecting expected sales volume and profit for existing and new products
• Demonstrated ability to communicate, present, influence and negotiate credibly and effectively at all levels internally and externally
• Proven ability to drive the sales process from plan to close and a consistent track record of successfully meeting and exceeding their team quota
• Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies
• Excellent mentoring, coaching and people management skills
• Strong business sense and industry [which industry or industries?] expertise
• Strong analytical, problem solving, facilitation, and conflict resolution skills.
• Experienced in effectively coordinating and planning execution on multiple accounts, executing multiple tasks simultaneously and efficiently while working with conflicting priorities in a fast-paced environment
• Team player with solid interpersonal skills combined with a winning customer focused attitude.
• Develop and execute new strategies for prospecting and outbound efforts that will be scaled across the Sales team.
• Work cross-functionally with our Marketing, Sales, Operations, and Enablement teams to develop outbound campaigns that drive sales created funnel

Requirements

• 10+ years of sales experience
• 5+ years of SaaS sales management experience
• Experience as an expert coach and leader
• Ability to manage multiple projects and meet deadlines and consistent achieve sales targets
• Outstanding written and verbal communication skills
• Experience with leading sales and marketing technology platforms; Salesforce.com CRM reporting, Tableau, Salesloft, InsightSquared, and other like sales software solutions

Preferred Qualifications

• Experience with the following Sales Models: MEDDIC, MEDDPICC, Altify
• Detailed knowledge of and passion for SaaS applications
• Experience reviewing and negotiating legal contracts with prospects and customers
• Strong technical background
• Experience managing a large team
• Strong understanding of a sales methodology or process
• Experience working with PE-backed companies
• BA/BS degree or equivalent experience

Compensation and Benefits
Salary: $140,000 - $165,000 Base
Comission Eligible
Wowza offers a comprehensive benefits package which includes the following:
Medical, Dental, and Vision insurance available 1st day of employment
Generous Paid Time Off
401(k) with strong company match
Dependent Care Flexible Spending Account
Employer Paid Basic Life Insurance and AD&D
Voluntary Life Insurance (Employee/Spouse/Child)
Parental Leave
Short-Term and Long-Term Disability
Training & Development
Employee Assistance Program (EAP)
The base salary range represents the anticipated low and high end of our salary range for this position. Actual salaries will vary and will be based on various factors, such as candidate's qualifications, skills, and competencies. The salary is one component of our total compensation package for employees.
Who We Are:
Wowza Media Systems is a Colorado-based, globally known leader providing video and media streaming software solutions to customers for whom video is mission critical but not a core competency. Wowza's software enables its customers to deliver high fidelity video streams from (m)any sources to (m)any destinations, with low latency, reliable at large scale. Wowza's solutions are implemented across video platforms, gaming, fitness, auction and commerce, education and government applications. The Company is backed by private equity firm Clearhaven Partners.
Why Work for Wowza:
Wowza's team works to connect the larger community with our passion for tech. From live-streaming graduation ceremonies for local high schools to participating in events like SheTech, employees are able to cultivate the same creative energy that first brought the company to life. Employees are encouraged to take ownership of their role with limited oversight - and coworkers are happy to help one another out.
Wowza Media Systems is an equal opportunity employer, committed to creating a diverse and inclusive environment for all people to thrive in.