Job description
Head of Sales (United States)
Who We Are
8th Light is a global team of software, design, and technology professionals. Rooted in a culture of continuous education and curiosity, we’re employee-owned, and headquartered in Chicago, but our more than 130 team members live and work in locations including London, New York, Los Angeles, and Austin.
We partner with forward-thinking people and organizations to help them imagine and create elegant and robust technical solutions to complex problems. We’re expert consultants, so we care about everything we create, building with integrity and in sustainable ways. By exemplifying the values of honesty, education, quality and a drive to outcomes in everything we do, our technical solutions professionals help clients master the challenges in front of them while building for agility ahead.
Who You Are
The Head of Sales is driven by finding and forming relationships. You are a solutions-oriented player/coach with a successful track record in a commissions-based environment. You have successfully sold consulting projects featuring integrated teams in the custom application development space. You have spent years working with designers and development teams familiarizing yourself with the software products they bring to life. You understand the interests of engineers and technologists; you can distill ideal environments for them to effect change and bring positive influence to clients. Recently, in a remote friendly world, you have persisted and thrived in expanding your network to connect with decision makers and software companies in new settings. You have also honed your skills by:
- Building client relationships in a sales leadership capacity for over 7 years.
- Achieving a successful track record of lead creation to closing new business. Specifically in a consulting, professional services, or digital agency context for the last 5+ years.
- Adhering to sales processes to develop and nurture leads from targeting to initial contact through delivery.
- Prospecting in and out of the organization’s CRM.
- Meeting and exceeding sales targets consistently over time in new and existing markets. Must have a track record of success carrying a $4M+ annual quota.
- Growing accounts and establishing sales in new industries through management of an effective sales strategy, and outstanding customer relationships.
- Constantly expanding a playbook of techniques and proven strategies for driven expert-led sales initiatives.
- Negotiating value driven partnerships that marry the needs and expectations of our clients with positive outcomes for the business.
- Exhibiting an unwavering ability to grow your reach through networking, conferences and producing thought leadership content for highly astute and technical buyers.
- Acting as a thought leader to fellow sales professionals. You are active in the B2B sales community, and have a point of view on best practices that is well-informed by your experience.
What You’ll Do At 8th Light
In growing the pipeline of prospects and clients, you will support full cycle sales initiatives globally by concentrating on activities that result in closed new business. You will report to the CEO, and work closely with marketing on lead generation and outbound sales outreach initiatives. In this incentive-compensation role, your primary focus and responsibilities will require you to:
- Generate leads through targeting, prospecting, and nurturing tactics.
- Guide the growth organization by mentoring and coaching new business sales team members.
- Create SOWs, proposals and executive level presentations and sales decks.
- Evangelize 8th Light’s earned reputation as a quality craft software consultancy and leader in technology-enabled solutions for innovative companies.
- Demonstrate a proven determination to meet and exceed planned sales quota.
- Support engagement structuring, contract negotiation, and margin planning.
- Develop and communicate technical vision, goals, and delivery roadmaps to clients.
- Understand technical solutions enough to highlight the business value to technical and non-technical clientele and prospects in order to win deals.
- Provide strategic leadership on new accounts in partnership with client service team members.
- Update and inform the company regularly on new sales initiatives and encourage active participation and thought leadership.
- Plan and lead proposals, demos, and drive outcomes through dynamic pursuit teams. This involves close collaboration with other subject matter experts in the process.
- Support demand generation strategy, including planning and attending related events.
- Develop and maintain business relationships with executive level decision makers.
Nice to Have
- Entrepreneurial experience or ability to grow and support a new business/strategic work stream autonomously, with targets and a sales plan that fits within 8th Light’s go-to market strategy.
- Strong proficiency with customer software and digital products gained from experience inside a technical solutions provider, a software development firm, and/or design services agency.
- Ability to thrive in a fast-paced, dynamic environment.
- Previous managerial experience of coaching and developing team members.
Join Us –– 8th Light Is Fully Remote
We recognize that creating a truly diverse, equitable, and inclusive organization is an ongoing journey, and we’re excited to share our journey with you. We have a proud tradition of hiring talented colleagues with unusual career experiences. We’re more interested in your experiences, results, and impact than brand names, degrees, or keywords that may appear on your resume.
8th Light currently recruits and supports a distributed team of employees in various states who work remotely. When opportunities allow we can also consider hiring talent eligible to work in the United Kingdom and Canada.
This role may require occasional travel.
Compensation
At 8th Light, we are committed to a compensation philosophy that is transparent, fair, and helps us attract and retain top talent in alignment with our company’s strategic growth goals and clients’ needs.
We benchmark our salaries using Geographic Structures to establish competitive pay ranges within the regions where 8th Lights live. Our pay range for our Head of Sales position within the United States is:
$180,000-$225,000 USD base in addition to eligible bonus compensation.
Reach out to [email protected] for more relevant information pertaining to your local market.
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