StarRez is renowned for impacting millions of students' lives every year with industry-leading housing and conference software. We have a global customer base of over 650 major institutions, supported by a global team. Many of the most prestigious Universities, Colleges and Property Managers across the globe rely on StarRez to transform the student residential experience.

The StarRez customer community is growing and we are seeking a highly motivated and experienced Sales Director to manage a team of Account Managers, (we call “Community Relations Representatives.”) Our Account Managers are focused on upselling current customers, customer success, happiness, growth and retention.

This is a great full-time opportunity for an experienced, high-energy, strategic, Sales Director with a proven track record in SaaS, and enterprise level sales, who follows proven sales methods. The successful candidate must be a leader with proven, strong sales management experience, a deep understanding of the sales cycle, experience with modern cloud/SaaS software solutions that help drive strategy, revenue and customer success.

Primary Objectives and Responsibilities:

• Achieve the annual financial performance targets
• Provide strong sales leadership, vision and direction.
• Support the team by participating and leading all aspects of the sales cycle, from lead generation, cultivating prospects, territory management, prospect meetings, and engaging corporate resources as required.
• Mentor and develop the sales team with tactical and strategic sales approaches.
• Recruit new talent, onboard and train new account reps
• Conduct weekly pipeline/forecast meetings, coaching the team on sales strategies to drive closure.
• Report on all aspects of the community relations business to senior management
• Work closely with other teams, including customer support, professional services, marketing, and outbound sales development to drive market awareness and build pipeline to help the sales team to achieve revenue targets.
• Set team and individual goals, and track performance
• Conduct regular team meetings

Major Accountabilities

• Work with the team and achieve and exceed monthly and annual quotas
• Work closely with Account Managers to develop targeted lists, call strategies, and messaging to drive leads and opportunities
• Help define the ‘playbook’ for the team to follow, and ensure that performance targets are achieved

Achieve Community Relations goals:

• Generate new leads with current customers;
• Work with the team to effectively sell major opportunities;
• Drive internal changes to maximize effectiveness and growth;
• Drive efforts to increase the pipeline;
• Improve processes and methods to increase our closing ratio.

Campaign Planning

• Coordinating activities with Marketing and other departments;
• Analyze StarRez product adoption, and provide feedback to the Product Management team.
• Customer Success and Happiness
• Develop strong relationships with customers’ executives;
• Support Account Executives with escalations and act as escalation point;
• Rally customer support and professional services resources to address customers’ concerns;
• Coordinate communications and resolutions internally and externally;
• Advocate customers success across the organization;
• Drive customers’ feedback.

Monitor and Communicate key metrics

• Review data to improve processes, customer health, and communicate key metrics to various levels of the organization.

Key Metrics

• 0% churn rate
• 100% Customers’ satisfaction
• Achieve Upsell revenue goals on a consistent basis

Knowledge and Experience

• Experience in high-volume outbound sales prospecting
• Ability to understand customer requirements and identify potential solutions to fulfill requirements
• Ability to multi-task, prioritize, and manage time effectively
• Excellent communication skills

Skills

• Self-motivated, disciplined, and able to work independently;
• Maintain a high level of productivity, manage multiple competing priorities, and work effectively under pressure and with time constraints in a fast-paced team-oriented environment;
• Prioritize tasks and set, manage, and meet deadlines;
• Detail oriented and organized;
• Care immensely for our customers’ success;
• Hands-on experience and competencies with:
• Salesforce.com
• Microsoft Office productivity software (Word, Excel, PowerPoint, etc.)

Essential Knowledge, Skills, and Abilities

• SaaS Software modeling and pricing;
• Quick learner with a passion for innovation and constant improvement;
• Strong problem-solving skills & interpersonal skills;
• Ability to effectively mentor and coach and direct others;
• High degree of analytical skill;
• Recognize and respond appropriately to problems and challenges;
• Arrive at sound solutions through analysis and weighing of relevant facts;
• Use good judgment in difficult situations;
• Understands and considers the short and long-term impact of decisions.

Preferred Qualifications:

• Higher Education industry (Campus Management & Housing preferred);
• College degree;
• 10+ years of demonstrated relevant work experience with increasing responsibility and management experience;
• 5+ years’ experience in an account management position at a software company.

Supervisory Responsibilities:

The position supervises a team of Account Managers.

Travel Requirements:

Up to 50% domestic, and occasionally international, travel will be required at times.

Work Environment: This job operates in a professional office environment with low physical demands. The work is basically sedentary (involves sitting most of the time) with occasional need to lift up to 10 pounds/exert force occasionally and/or exert a negligible amount of force frequently or constantly to lift, carry, push, pull or otherwise move objects, including the human body. This job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

Desired Values and Attitudes

• Unparalleled work ethics;
• Entrepreneurial spirit;
• Customer focused;
• Structured, process minded;
• Takes ownership and pride in work;
• Proactive and takes initiative;
• Commitment and dedication to work within deadlines, follows through with tasks;
• Enthusiastic and positive attitude, gets involved;
• Team player who is approachable, friendly and helpful;
• Adaptable and flexible.

The benefits of working for StarRez

StarRez is committed to keeping their employees happy. StarRez provides its staff with world-class open office spaces with the optional stand-up desks. In addition to this, we provide competitive benefits and compensation packages including health, medical, dental, and vision insurance, and 401K retirement plan options. We have regular team events, weekly Friday lunches, professional development opportunities, and potential opportunities to travel overseas to our international offices (Melbourne, AU, & London, UK).

StarRez is a highly-engaged company and one that prides itself on taking care of its employees & customers. Our culture and values are the foundation of our success and at the core of our business. We focus on customer service, teamwork, positive attitudes, taking responsibility, building relationships, managing expectations and something we love to call the Z-Factor which is our passion, innovation, care and enthusiasm.

StarRez is dedicated to the principles of equal employment opportunity in any term, condition or privilege of employment. We do not discriminate against applicants or employees on the basis of age, race, sex, color, religion, national origin, disability, sexual orientation, or any other status protected by federal, state or local law.

Workplace Health & Safety Responsibilities

All staff are required to take reasonable care for their own health and safety and that of other personnel who may be affected by their conduct.

• Participate in the development of a safe and healthy workplace.
• Comply with instructions given for their own safety and health and that of others, in adhering to safe work procedures.
• Co-operate with management in its fulfillment of its legislative obligations. Take reasonable care to ensure their own safety and health and that of others, and to abide by their duty of care provided for in the legislation.
• To report any injury, hazard or illness immediately, where practical to their supervisor.
• Not place others at risk by any act or omission.
• Not willfully or recklessly interfere with safety equipment.

Further information can be found in StarRez’ WHS policy.