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Vice President, Sales

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Developing innovative technologies to revolutionize the payments industry while helping customers transact in global marketplaces is not for the faint of heart. We have big goals and are looking for people to join our team who want to leave a legacy. Just as you are committing to do your best work, Tom our CEO, commits to making this the best place you’ve ever worked. It’s a partnership from the very beginning. If you are looking to step outside your comfort zone, learn new things, apply your skills, collaborate with brilliant people and have fun along the way, then you might be our next Yapster! We promise to provide you with an amazing journey along your career. At Yapstone, we don’t just accept difference — we celebrate it, we support it, and we thrive on it for the benefit of our employees. Yapstone is proud to be an equal opportunity workplace.


Yapstone is looking for an experienced and accomplished VP, Sales to help build value in our company by managing the sales operation and driving revenue. We seek a proven sales leader who is foundationally strong in all facets of sales management, including exemplary ability in training, motivating and managing a team of high-performing sales representatives. The individual who is hired will have strong character and maturity commensurate with that of a professional sales leader; this individual will be able to keep a team focused on goals through the dynamic period of launching these new revenue streams for the company.


Primary Responsibilities

  • Develop plans and strategies for developing business and achieving the company’s sales goals

  • Create a culture of success and ongoing business and goal achievement.

  • Manage the use of budgets

  • Define optimal sales force structure

  • Hire and develop sales staff

  • Become known as an employer of choice and a sales force that top sales people want to join

  • Define and oversee sales staff compensation and incentive programs that motivate the sales team to achieve their sales targets

  • Define and coordinate sales training programs that enable staff to achieve their potential and support company sales objectives

  • Manage customer expectations and contribute to a high level of customer satisfaction

  • Define sales processes that drive desired sales outcomes and identify improvements where and when required

  • Put in place infrastructure and systems to support the success of the sales function

  • Provide detailed and accurate sales forecasting

  • Compile information and data related to customer and prospect interactions

  • Monitor customer, market and competitor activity and provide feedback to company leadership team and other company functions

  • Work closely with the marketing function to establish successful support, channel and partner programs

  • Manage key customer relationships and participate in closing strategic opportunities

Primary Responsibilities

  • Develop plans and strategies for developing business and achieving the company’s sales goals

  • Create a culture of success and ongoing business and goal achievement.

  • Manage the use of budgets

  • Define optimal sales force structure

  • Hire and develop sales staff

  • Become known as an employer of choice and a sales force that top sales people want to join

  • Define and oversee sales staff compensation and incentive programs that motivate the sales team to achieve their sales targets

  • Define and coordinate sales training programs that enable staff to achieve their potential and support company sales objectives

  • Manage customer expectations and contribute to a high level of customer satisfaction

  • Define sales processes that drive desired sales outcomes and identify improvements where and when required

  • Put in place infrastructure and systems to support the success of the sales function

  • Provide detailed and accurate sales forecasting

  • Compile information and data related to customer and prospect interactions

  • Monitor customer, market and competitor activity and provide feedback to company leadership team and other company functions

  • Work closely with the marketing function to establish successful support, channel and partner programs

  • Manage key customer relationships and participate in closing strategic opportunities

Requirements

  • Successful experience building a go-to-market strategy and corporate sales plan

  • Successful experience building and growing a channel

  • You will have 10+ years of direct sales payment-related solutions to large and small organizations (required).

  • You have sold a similar complex solution software and have experience in any of the following: merchant services, payment infrastructure, commerce, Financial Services, business applications and/or analytics.

  • Successful experience monitoring and evaluating sales rep progress against stated expectations, in addition to aligning and changing behavior with performance expectations

  • Successful experience managing a team of +10 salespeople

  • Experience managing key customer relationships and closing strategic opportunities

  • Successful experience utilizing a CRM to manage team sales tasks, pipeline, and closing data

  • Successful experience hiring and onboarding sales representatives

  • Experience providing status reports with market and customer feedback to the corporate leadership team

  • Demonstrated ability in all aspects of sales leadership

  • You have a measurable track record in driving new business development and over achieving sales targets both as an individual and as a leader.

  • Proven results-driven leader working with geographically distributed teams.

  • Experience with target account selling, solution selling, and/or consultative sales techniques; knowledge of MEDDIC and Challenger methodologies is a plus.

  • Set strategic vision, operational goals, and drive to fulfillment. Always focused on doing what’s right for the business.

  • Develop and roll-out best-practices for inbound/outbound prospecting to generate qualified leads/pipeline to account executives.

  • Refine, and implement processes, methods, tools, and technologies that enhance our demand gen efforts; constantly seek to improve productivity and pipeline creation.

  • Work with SDR/BDR Managers to drive day to day business results through mentorship and development of the Sales Development team. Hold regular pipeline review meetings with each sales theater to ensure quota attainment.

  • Build a strong Sales Development culture with a specific focus on actively running our prospect funnel (e.g. watching velocity, conversions, volume spikes, etc.) and our CRM hygiene (e.g. logging activities, cleaning up records, providing accurate reasons codes, etc.)

  • Analysis of data to develop and implement selling strategies, respond to market changes, establish goals and tactics.

  • Maintain an in-depth knowledge of customer and competition.

  • Partner with demand gen to execute the go to market strategy and provide constructive feedback on channel performance and messaging/positioning in the market.

  • Collaborate with marketing ops to provide feedback on tech stack, system performance, process optimization, data governance, etc. to reduce friction points for the inside sales reps and boost productivity.

  • Thought leadership and change management skills to drive meaningful transformation within Sales/Marketing

  • Proven success leading highly dynamic inside sales management staff and their global teams

  • Excellent quantitative and analytical skills (ability to forecast accurately, monitor funnel performance, assess productivity gains, etc.)

  • Ability to provide strategic insights and coaching sales expertise to maximize team performance

  • High energy and contagious enthusiasm.

  • Strong operational mindset to drive tech stack recommendation (e.g. CRM, Dialer, Sales Automation, etc.) and process optimization (e.g. lead routing, lead scoring, etc.)

  • Willingness to travel ~50%

Requirements

  • Successful experience building a go-to-market strategy and corporate sales plan

  • Successful experience building and growing a channel

  • You will have 10+ years of direct sales payment-related solutions to large and small organizations (required).

  • You have sold a similar complex solution software and have experience in any of the following: merchant services, payment infrastructure, commerce, Financial Services, business applications and/or analytics.

  • Successful experience monitoring and evaluating sales rep progress against stated expectations, in addition to aligning and changing behavior with performance expectations

  • Successful experience managing a team of +10 salespeople

  • Experience managing key customer relationships and closing strategic opportunities

  • Successful experience utilizing a CRM to manage team sales tasks, pipeline, and closing data

  • Successful experience hiring and onboarding sales representatives

  • Experience providing status reports with market and customer feedback to the corporate leadership team

  • Demonstrated ability in all aspects of sales leadership

  • You have a measurable track record in driving new business development and over achieving sales targets both as an individual and as a leader.

  • Proven results-driven leader working with geographically distributed teams.

  • Experience with target account selling, solution selling, and/or consultative sales techniques; knowledge of MEDDIC and Challenger methodologies is a plus.

  • Set strategic vision, operational goals, and drive to fulfillment. Always focused on doing what’s right for the business.

  • Develop and roll-out best-practices for inbound/outbound prospecting to generate qualified leads/pipeline to account executives.

  • Refine, and implement processes, methods, tools, and technologies that enhance our demand gen efforts; constantly seek to improve productivity and pipeline creation.

  • Work with SDR/BDR Managers to drive day to day business results through mentorship and development of the Sales Development team. Hold regular pipeline review meetings with each sales theater to ensure quota attainment.

  • Build a strong Sales Development culture with a specific focus on actively running our prospect funnel (e.g. watching velocity, conversions, volume spikes, etc.) and our CRM hygiene (e.g. logging activities, cleaning up records, providing accurate reasons codes, etc.)

  • Analysis of data to develop and implement selling strategies, respond to market changes, establish goals and tactics.

  • Maintain an in-depth knowledge of customer and competition.

  • Partner with demand gen to execute the go to market strategy and provide constructive feedback on channel performance and messaging/positioning in the market.

  • Collaborate with marketing ops to provide feedback on tech stack, system performance, process optimization, data governance, etc. to reduce friction points for the inside sales reps and boost productivity.

  • Thought leadership and change management skills to drive meaningful transformation within Sales/Marketing

  • Proven success leading highly dynamic inside sales management staff and their global teams

  • Excellent quantitative and analytical skills (ability to forecast accurately, monitor funnel performance, assess productivity gains, etc.)

  • Ability to provide strategic insights and coaching sales expertise to maximize team performance

  • High energy and contagious enthusiasm.

  • Strong operational mindset to drive tech stack recommendation (e.g. CRM, Dialer, Sales Automation, etc.) and process optimization (e.g. lead routing, lead scoring, etc.)

  • Willingness to travel ~50%

Apply Now

Our Benefits

  • We offer comprehensive health, dental, and vision wellness plans for you and your family with low employee premiums.
  • You work hard every day to build the future of our company, so we’ll help you build your future with a 401(k) plan that features employer match.
  • We encourage and support our teams to take time off to recharge and reboot because changing how the world pays is no easy task.
  • We care about the community where we work. Through YapCares, you get 8 hours of paid volunteer time off each year to make a difference.
  • Enjoy food, fun and camaraderie with breakfasts, dinners, snacks, social hours and events.
  • A great location in the Easy Bay that is a reverse commute for many Yapsters, and we’re right across the street from BART.