NA Sales Director

NYC

SundaySky combines the power of personalization with the emotion of video to transform customer relationships, one person at a time. Its proprietary SmartVideo Marketing Cloud powers billions of personalized video experiences annually for the world’s leading brands, including AT&T, Allstate, CitigroupStaplesVerizon, and more. Headquartered in New York City, SundaySky has additional offices in Tel Aviv and Tokyo

We are looking for a Sales Director, North America. In this role you will have the opportunity to work with new and existing customers who are innovators and leaders in their respective industries. The ideal candidate will bring an outstanding track record selling complex enterprise software solutions to leaders in their industries.

What is a Sales Director at SundaySky?

A Sales Director at SundaySky reports to one of our two regional heads (Casey Myers - East Region, Keith Wicklow - West Region) and is responsible for both new logo selling and existing customer expansion. You own the account for as long as SmartVideo programs are under contract and work very closely with a Customer Success Manager (amongst others), who owns responsibility for driving success with each program you sell.

In short, SmartVideo isn’t packaged stuff that can be unwrapped, installed, and run on auto-pilot by just anyone. Instead, we deploy highly sophisticated, customer facing and custom built solutions over a long period of time to a select number of extremely large companies with the goal to deliver results that inspire C-Level executives. 

As such, the Sales Director role demands an approach and mindset we’ve found to be critical to sustained success:

  • Start with the Who and the What will follow - you must be great at finding, developing deep relationships with, and leveraging high energy, connected, passionate and patient people within your accounts
  • Create and invest in great matchups - you must be able to inspire sharp executives with a vision, but more importantly, play a lead role in forming the matchups required for the vision become reality
  • Be aggressive in a purposeful and controlled way - we want to deliver the kinds of results that inspire C-level executives and doing so means you put in the work week after week with a focus on the big picture

Location wise we prefer our next Sales Director to be based in NYC where we’re headquartered in the U.S., but it isn’t required. Our #1 criteria is finding great people. There is travel required for meeting with customers and, if remote, coming to NYC every 2 to 3 months for internal meetings.

What do we most value in a team member?

Based on the culture of the company, how our team operates and the skill set required to excel as a Sales Director at SundaySky - there are a number of character traits that matter. There is no such super human with all of these :), but the list below provides you with some direction on the type of people we seek out:

  • Leader - inspire and positively influence people over whom you have no authority, both internally and externally
  • Collaborative - 180 degrees removed from a ‘lone wolf’ - you will continuously need to collaborate effectively with lots of people if you want to kill your number
  • Disciplined - manage, organize and constantly re-prioritize many, many open tasks and comfort with an Inbox that’s never at 0
  • Communicator - authoritative, crisp and impactful written and oral communication skills that enable decision making and execution
  • Confident - make and successfully execute decisions with incomplete information involving messy customer politics and sometimes challenging personalities
  • Intelligent - grey matters matters - devour our sophistication via an advanced blend of intelligence, consultative skills and strategic thinking
  • Insightful - ask smart questions and listen well - for both the literal answers and the motivations / ambitions / fears that underpin them
  • High Character - non-negotiable - must have a strong compass with regard to simply being a solid human being - you know it when you see it
  • Presence - natural / innate ability to own a room or web meeting of people or a 1 on 1 conversation - in person or remote - you’re the person that has obviously “got this” 
  • Trust - strong desire and ability to build and maintain high trust relationships - I’m a huge believer in the “speed of trust” (plagiarized from the book)
  • Growth Mindset - embraces challenges, seeks constructive feedback, continuously strives to improve and enthusiastically celebrates the success of others
  • Personality - blend easily into teams and relationships - we’re not curing diseases here, let’s work hard, but let’s all have fun and not take ourselves too seriously

Ideal Candidate will be:

  • Consistent overachiever of assigned annual quotas with significant % of revenue booked via a ‘land and expand’ approach
  • Experienced and polished business development executive able to prospect, close and expand 6 to 7 figure annual relationships within Fortune 500 size accounts (especially Fortune 200)
  • Comfortable navigating multiple departments within the Enterprise (Marketing, Digital, CX, Ops) each expressing interest in a different value proposition.
  • Highly consultative trusted advisor who consistently locates, builds and leverages strong relationships with empowered innovators and sponsors
  • Collaborative team player who works very effectively within a team based selling approach (‘lone wolves’ do not fit at SundaySky)
  • Patient, long term strategist who focuses more on driving toward the big picture vs. short term wins
  • Strong conversationalist with the ability to ‘manufacture an outcome’ vs. present a solution

 

Requirements:

  • 7+ years of experience selling complex software solutions (Marketing cloud, Customer Engagement, Care, CRM, etc.) to enterprise level clients
  • Consistent record of quota achievements with documentation of success
  • Undergraduate degree and / or equivalent work experience
  • High degree of coach-ability and desire to crush a fairly unique sales role
  • The innate fire and drive it takes to be outstanding
  • Experience with video technology customer engagement or customer experience capabilities is a plus
  • Ability to support 30% out-of-town travel based on client / prospect location 

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