Careers — Arthur Ventures
Regional Vice President at Terminus
Atlanta, GA, US

Terminus is the leader of the account-based movement and the crucial link that connects B2B marketing and sales teams with their ideal customers. The Terminus solution arms marketing teams with an account-centric platform that delivers the intelligence and automation needed to scale ABM and revolutionize the way B2B marketing is done. Hundreds of organizations worldwide, including Salesforce, GE, Verizon, 3M and CA Technologies, turn to Terminus to more effectively target, engage and grow their best-fit accounts. Terminus offers savvy marketers the technology and proven expertise to radically improve account-based strategies and campaigns, increasing ROI and producing exceptional results.

 

Terminus is looking for a rock star sales leader that will lead a team of sales professionals in the growth segment of our business.  The team is responsible for driving new logos and is the engine of the sales organization. The team needs to consistently maintain a 4X pipeline along with proper pacing of closing business (month 1  - 30% to plan, month 2 - 60% to plan, month 3 - 100%+ to plan).

 

We are looking for someone who has passion coaching and developing sales professionals, understands Account Based Marketing (ABM) and believes in what it can do for a Sales and Marketing organization, has a passion for working with marketers, and takes a very strategic approach in running their sales team.  The sales leader will be able to work effectively with marketing, Sales Enablement, SolCon, onboarding / Customer Success / professional services, finance, legal, product, HR and partnerships, for this reason cross department collaboration is essential.

Responsibilities

Participation in prospect meetings or engaging other resources as needed

Coaching direct reports on strategies to drive opportunities to closed won

Provide pre-call / post-call support

Provide support in complex negotiations & closing of new business including appropriate use of corporate resources

Leverage Gong to review at least 10 hours of calls per week (with feedback)

Lead monthly big deal reviews with a consistent scalable process

Assesses sales activities to determine sales progress & required improvements to achieve sales goals

Ensure the highest level of forecast accuracy for your team

Drive your team to consistently have 4X healthy pipeline

Ensure 70% of your team is achieving quota

Work with team members to develop strategic plans to convert “A” accounts to sales opportunities

Develop relationships cross functionality to ensure your team has a high level of support

Engage Sales Enablement to develop on-going training to support the development of your team

Work with with each team member to ensure they have a “plan to make plan”

Ensure you’re hiring team members that align with the Terminus culture and always make sure you are leading by example

Communicate & prioritize product and business needs from the field

Operates well in a fast paced always changing environment without significant supervision

Drive competition through creative SPIFF’s that lead to pipeline and bookings

Qualifications

Bachelor’s degree

3 - 5 years of sales leadership experience managing a team of 6 or more quota bearing sales professionals along with individual sales

SaaS experience

Demonstrated ability to to consistently generate bookings and exceed quota by managing process for building pipeline, accelerating pipeline, and closing business

Demonstrated ability to identify new and creative ways to drive more closed business

Demonstrated ability to successfully negotiate and close contracts

Strong sales and business acumen

Demonstrated ability to manage a variety of backgrounds and personalities

Can collaborate and create a “win as a team” environment

Experience selling into marketers

Amazing Benefits, Amazing Company!

Working for a company and leadership team focused on providing a “Best Place to Work” environment

100% employer paid Health, Dental, and Vision Insurance for employee coverage

100% Short-term and Long-term Disability Insurance

401K with company match

Guaranteed Stock Options

Unlimited vacation

Gym membership or health and wellness reimbursement

Parking & Transit assistance

Casual dress all-day, everyday

Regular team outings, parties, and surprises

Weekly free lunch, unlimited snacks and drinks

Beautiful, high energy offices in 3 tech hubs (Atlanta, San Francisco, and Indianapolis) 

Culture that emphasizes personal and professional growth

Named Best Workplace Winner 2017, 2018, and 2019 by Inc. Magazine, #61 on the Inc. 5000, and #21 on the Deloitte Fast 500