Area Director, Enterprise Sales (West) at Optro

Who We Are Having surpassed $300M ARR and continuing to grow, Optro is the leading audit, risk, ESG, and InfoSec platform on the market. More than 50% of the Fortune 500, including 7 of the Fortune 10, leverage our award-winning technology to move their businesses forward with greater clarity and agility. And our customers love us: Optro is top-rated on G2.com [Upgrade to PRO to see link] and Gartner Peer Insights. At Optro, we inspire each other to innovate and are proud of what we are producing. We spend each day thinking of new ways to help our customers and contribute to the greater good of our company and our surrounding communities. We are all about assisting each other and breaking through barriers to create the most loved audit, risk, ESG, and InfoSec platform by our customers. This is how we have become one of the 500 fastest-growing tech companies in North America for the seventh year in a row, as ranked by Deloitte! Why This Role is Exciting: As an Area Director, Enterprise Sales in our dynamic and high-growth environment, you will play a critical and impactful role in driving your Enterprise sales team to successfully sell Optro's full suite of products to leaders in the GRC industry. The Area Director will lead, coach and develop a team of 5-6 Enterprise sales professionals to proactively generate and identify new opportunities into target accounts within their territory, close business to achieve quarterly and annual revenue goals and take Optro’s sales organization to the next level. We’re looking for candidates who are passionate about what they do, driven to succeed and excited to join our team at this pivotal stage of growth. This position is remote but must be located in the Western Region (PDT) Key Responsibilities - Drive portfolio business of high velocity new “lands,” as well as the expansion of strategic accounts - Recruit top talent at scale who possess high intelligence, strong character and coach-ability. - Lead AEs in achieving individual, team, and organizational quotas - Drive strategic deals and accounts to six-figure and seven-figure deal victories - Drive and monitor account planning and execution to deliver maximum revenue potential - Provide strategic executive leadership for sales forecasting, territory assignments, sales mentorship, and commission planning - Coach sales teams by helping structure sales opportunities and deals; further assist with selling activities as appropriate; Ensure the sales team is working cohesively with operations, sales engineering, and other internal/external teams - Build out a predictable business focused on the end-to-end sales process. - Lead pricing and contract negotiations. - Listen and comprehend customer pain points and goals and objectives to tailor Optro’s products and services. - Present a compelling solution of the Optro suite of products to clients using the information found in the discovery phase - Engage with C-level prospects to position Optro's strategic value proposition and drive the deal to closure - Leverage a values-based sales process to work with multiple client personas to close new business - Use a MEDDICC-based sales qualification methodology to manage sales resources and to report sales forecasts - Stay ahead of industry trends, competitive activity, and client opportunities - Attend trade shows, industry events, client meetings, and conferences – up to 30% travel - Engage and build relationships with Optro Partners and Alliances to help drive new pipeline growth and close new business - Evangelize the organizational need for a strong audit, risk, and control environment to drive new pipeline and win new business. - Willingness to embrace the core company values of Customer Obsession, Constant Innovation, Personal Improvement, Gritty Resilience and Win-Together Attributes for a Successful Candidate - 10+ years of related experience including 3+ direct full sales cycle experience selling enterprise B2B software, preferably SaaS GRC, finance, ERP, CRM, procurement, or adjacent sectors with 3+ years of people management experience - Experience leading sales in an early stage, high-growth enterprise B2B SaaS environment preferred - Proven line-of-business selling experience and able to engage at a C-Suite level within enterprise accounts - Ability to build and lead a sales organization, including quota-carrying and forecasting experience - Experience selling with and through alliances / partners. - Excellent cross-organization partnership and interpersonal skills - Experience devising sales strategy and contributing to enablement programs - A clear understanding of value-based selling with multiple examples of success - Strong EQ skills, able to build strong relationships internally and externally while inspiring and driving a team to deliver exceptional results. Perks (United States) - Launch a career at one of the fastest-growing SaaS companies in North America and EMEA! - Live your best life (LYBL)! $200/mo for anything that enhances your life - Comprehensive employee health coverage - 401(k) with company match - Competitive compensation & bonus program - Flexible vacation (exempt) / Accrued vacation (non-exempt) - Time off for your birthday & volunteering - Employee resource groups - Opportunities for team and company-wide get-togethers! - Parental Leave *perks may vary based on eligibility/location Our Company Values - Customer obsession: It starts and ends here. Consistently ask yourself how what you’re doing creates value for our customers. It’s a mindset. - Gritty resilience: Make it happen. Find a way. Move fast, stay positive, and do what it takes. - Drive innovation: Create the future. Continuously improve what exists and invent what’s next. - Win, together: One team. No silos, no egos. Drive to be the best and support each other’s success. - Growth mindset: 10x, not 10%. Think in orders of magnitude, not increments. Seek feedback, learn, and improve. Please note that background checks are required. Qualified Applicants with arrest or conviction records will be considered for Employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. This role may have access to highly sensitive data, including employee data, customer data, company financials, and proprietary product information. We love building strong partnerships, but please note that Optro cannot accept unsolicited resumes from agencies. Any submissions without a signed agreement in place will not create a fee obligation.   #LI-Remote