Sep 05, 2019

Vice President, Sales

  • Whetstone Education
  • Remote (Based in New Orleans is strongly preferred; location flexible for perfect candidate)
Full-time Business Development Technology Education Sales Remote/Virtual Role

Job Description

The Role

The Vice President of Sales is responsible for scaling Whetstone’s Sales Team and building a predictable, repeatable revenue growth engine across multiple channels. Responsible for the production of the entire Sales Team, this leader plays an integral role in Whetstone’s growth over the coming years. The VP of Sales should have experience scaling a sales team, and will own the design, production, profitability, and playbook of the Whetstone Sales Team and the accompanying go-to-market strategy. The VP of Sales works collaboratively and cross-functionally with other department heads within the organization in order to drive success for the Sales Team and ultimately to provide sustainable and exponential revenue growth for the company.

In this role, the VP of Sales will inherit the current New Orleans-based Sales Team, currently comprised of Sales Representatives and a Sales/Marketing Operations Associate, and will be required to optimize the production of this team while simultaneously preparing the department for scale. This will likely include coaching, mentoring, recruiting, hiring, managing, selling, and other sales leadership tactics that are implicit in a successful sales team that delivers results. The VP of Sales is a hands-on leader, not afraid to pick up the phone, co-lead a demo, or dive into a 1:1 meeting with a rep. This leader is also comfortable at the executive level, discussing strategic concepts, forecasting revenue, and acting as the representative of the Sales Team to the rest of the company and the board.

The VP of Sales will report directly to the CEO, and will also work closely with other members of the leadership team to scale revenue and to build a scalable, predictable revenue engine. 

Core Duties, Responsibilities and Expected Contributions 

Whetstone’s ideal VP of Sales is based in or willing to relocate to New Orleans, and not only has demonstrable experience scaling SaaS sales, but also has experience in K12 education.

Execution / Revenue Growth

  • End the 2020-2021 sales year with the team trending toward 60% year-over-year revenue growth.
  • Increase average contract value (ACV) of customers acquired through inside sales
  • Decrease the customer acquisition cost (CAC) of customers acquired through inside sales
  • Increase customer lifetime value (LTV) by acquiring more customers that sign multi-year contracts
  • Improve “months-to-recover” (MTR) metric
  • Evaluate new channels for customer acquisition, with a heavy focus on school districts with 10-50 schools
  • Source repeatable lead sources for outbound channel
  • Improve the ratio of traditional school clients to charter school clients
  • Identify and execute upon expansion opportunities within existing customer networks 

Sales Management / Team 

  • Coach and motivate the sales team to deliver results
  • Establish a sales culture of success, respect, value-add, and accountability
  • Analyze data to understand performance trends and coach reps accordingly
  • Shadow clients, observe the client onboarding process, learn the customer and what makes them successful
  • Earn the respect of the sales team with hands on leadership including listening to calls, observing and providing feedback on demos, making sales calls, leading Pipeline Review meetings, etc.
  • Design the sales org chart and set the hiring plan for 2019 and beyond, including sales management 
  • Build a recruiting and hiring process that consistently delivers high quality sales talent in accordance with Sales Team staffing needs
  • Implement a professional development and performance management system for evaluating the Sales Team’s production
  • Design an onboarding process that trains successful reps with the minimum appropriate ramp time

Strategy / Process 

  • Build and implement a sales and marketing strategy to achieve Whetstone’s ambitious growth goals
  • Leverage and build on current marketing strategy to improve lead generation
  • Refine processes for qualification of MQLs and SQLs, and ensure that all inbound leads are engaged with
  • Refine messaging and sales process to align with the core customer 
  • Establish a set of processes, systems, tools, and metrics that will scale with the sales organization 
  • Deliver revenue forecasting and performance metrics weekly, monthly, and quarterly to the leadership team and to the board
  • Honor SLA with Customer Success to acquire only those customers that are a fit for our platform, and ensure a proper handoff to set the customer up for success
  • Honor SLA with Operations by understanding new customers’ procurement rules to ensure invoice process is seamless and does not disrupt customer’s onboarding momentum

Competencies / Values 

  • Fluency with sales processes and sales leadership tactics
  • Growth mindset with the desire to coach others to achieve their goals
  • Consultative selling and competency with the tenants of persuasion (“Help first, sell second”)
  • Strong data analysis and reflection in order to continually improve the effectiveness of self and sales team
  • Strategic planning and revenue forecasting, with an eye toward building systems and processes that scale
  • Cross-functional accountability and ability to leverage other departments as levers for success
  • Creative problem solving and the ability to make complex things simple for both customers and team members
  • Team-oriented with the desire to add to the culture of Whetstone
  • Familiarity with K12 education, specifically the importance of and approaches to classroom observation; fluent in "ed speak"

Qualifications

  • College degree required
  • Minimum 10 years work experience required
  • Experience in scaling sales required; scaling SaaS sales highly preferred
  • K12 school experience or experience selling in the education market preferred
  • Excellent communicator and systems-oriented creative thinker
  • Ability to multi-task, be detail oriented, and work well under pressure
  • Strong organization and time management skills
  • The desire to hustle at a fast-growing start-up
  • Based in New Orleans is strongly preferred; location flexible for perfect candidate

About Whetstone

At Whetstone, we are working to build a world where teachers and students receive high quality feedback on their work every day, in every school. It is our core belief that high quality feedback in schools is a key lever in closing the achievement gap, and it is our mission to build products that not only save schools time, but help make feedback real-time, transparent, and data-driven. At the end of the day, it’s our job to make an instructional leader’s work-life easier and their coaching data smarter, so that they can spend more time on what matters most -- working directly with teachers and students to improve school outcomes. We are obsessed with making our customers happy and adding value to their lives. We work with the most innovative school districts in the country (and a few overseas!) to accelerate teacher growth because we know how much is at stake for kids and families. And we’re growing. Fast. We are excited to build our team as we increase our impact in schools and districts around the world.

Values

  • We are a team.
  • Make it easy.
  • Build it right.
  • Get a little better every day.
  • Be extra (in a good way).

Whetstone offers a competitive salary and benefits package, which includes company-paid medical, optional  dental and vision insurance, and eligibility to participate in an employer-matched retirement plan. This role will combine a competitive base salary plus commission.

Whetstone is an EOE. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.

Apply

Please submit a cover letter and resume to [email protected] with the subject line “VP of Sales.” In your cover letter, write a brief paragraph describing the best coach you have ever worked with.


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