Job description
At CoLab, we help engineering teams bring life-changing products to the world years sooner. Our product, CoLab, is the world’s first Design Engagement System (DES) - a category defining product that Engineering teams use to engage in meaningful, productive design conversations, catch preventable mistakes, and get to market faster. Our customers include the largest engineering organizations in the world such as Ford, Johnson Controls, Komatsu, and Polaris in the industrial equipment, consumer products, automotive, aerospace & defense, and shipbuilding industries.
We’re not just offering a job; we’re inviting you to join a groundbreaking team that drives innovation in the tech industry. In this role, you’ll have the opportunity to work on cutting-edge projects with a team that values your unique skills and perspectives. Our supportive and collaborative environment is designed to foster your professional growth and creative problem-solving. With attractive compensation, comprehensive benefits, and a strong commitment to work-life balance, CoLab Software is where your career can truly thrive and make a meaningful impact.
Frequently cited statistics show that people who identify with historically marginalized groups are likely to apply to jobs only if they meet 100% of the qualifications. We encourage you to help us break that statistic and apply even if you don’t meet every single qualification—your potential is what matters most to us.
The ideal candidate for the Director of Sales position is a hyper-driven player/coach who is exceptional at inspection, building rigor and trust, and solving problems to hit ambitious targets. The ideal candidate isn’t afraid to jump on an intro call, or step into an enterprise negotiation. You are passionate about evangelizing new technical products and have demonstrated experience creating consultative selling strategies for 6-figure land and expand and enterprise sales motions. In this role, you will lead and coach current team members to achieve and exceed their targets, and work collaboratively with cross-functional teams. You welcome feedback from your SLT, and love working together to overcome tough obstacles. You approach work with a positive, curious, and solution-focused attitude and have a strong desire to win. “Kindness & Respect”, “One Team One Mission”, and “Better Everyday” are values you live and breathe each day.
What You’ll Do:
- Recruit, develop, and retain top talent: Provide effective sales coaching, career development, and performance management to build a world-class team of Account Executives, Account Managers and/or Strategic Account Directors.
- Be a hands-on leader: Lead by example, jumping into deals when necessary to evangelize the product, engage prospects, and help the team close large contracts.
- Expand sales within existing customers: Identify upsell and cross-sell opportunities to grow business with our current client base.
- Inspect and refine the sales process: Dive deep into the sales pipeline, driving daily improvements and ensuring effective execution of sales strategies.
- Performance reporting: Report on sales performance, pipeline movement, and forecasts to the SLT on a daily/weekly basis using Salesforce for accurate data tracking.
- Market feedback: Monitor customer, market, and competitor activity, sharing key insights with the SLT and other teams to inform the product roadmap and go-to-market strategy.
- Experiment and innovate: Test new sales strategies to improve Annual Recurring Revenue (ARR) and overall sales efficiency.
- Collaborate cross-functionally: Work closely with Marketing, Customer Success, and Product teams to align campaigns, content, and the product roadmap with sales goals.
What You’ll Need:
- SaaS/cloud selling experience: Proven success selling into technical buyers and enterprise customers within complex organizations.
- Enterprise sales expertise: Experience closing 5-figure and 6-figure deals, ideally with contracts of $250k+/year, and using consultative sales methods in undefined product categories where educating and coaching the buyer is essential.
- Salesforce expertise: Demonstrated experience managing a sales pipeline and reporting performance metrics using Salesforce to make evidence based decisions.
- 7+ years of sales leadership experience: Successfully directing and scaling sales teams, driving $5M-10M+ New ARR annually.
- Player-coach mentality: Comfortable working at both the strategic level and in the trenches, contributing directly to deal closures while guiding the team.
- Proven track record in recruiting and scaling teams: Demonstrated success hiring, developing, and retaining top talent in a remote or hybrid environment.
- Remote experience: Familiarity with managing and motivating remote sales teams, while maintaining strong performance and engagement.
Who You Are:
- Strategic and action-oriented: Able to create and iterate on a go-to-market strategy, delivering a repeatable sales model with consistent results.
- Inspiring leader: You are competitive, compassionate, and willing to put in the hard work needed to drive results while building a strong team culture.
- Inspection expert: You have a deep understanding of the sales process and pipeline, and are able to implement improvements on a daily basis.
- Excellent communicator: You can simplify complex technical topics and explain them in clear, concise ways for a variety of audiences.
- Process-driven yet flexible thinker: You balance structure with creative problem-solving to win deals quickly.
- Equity advocate: You embrace inclusivity, modeling and advocating for equitable practices in team management and sales.
