Yubico’s mission is to create a safer internet for everyone. Our core invention, the YubiKey, a hardware-based token, revolutionized secure logins for top Internet brands, including Google and Facebook, and for millions of users in 160 countries. Collaboration and innovation are at the core of our culture, as we expand to more advanced software and services for encryption and Internet of Things (IoT). We are a multinational, fast-growing company, offering an opportunity to bring your ideas to life with our global team.
Yubico is in the enviable position of its security products being deployed at scale in 9 out of the top 10 internet firms. Much of this success comes from Yubico connecting directly with our customers.
As the Director of Inside Sales at Yubico, you’ll lead a team consisting of Inside Sales Representatives (ISRs) and Business Development Representatives (BDRs). You’ll be responsible for achieving sales goals by hiring, training and coaching employees to continually develop amp; improve their selling skills while building substantial sales pipelines. As their manager, you’ll also play a significant role in the sales forecasting process, ensuring high degree of accuracy and demonstrating understanding of forecasted opportunities. You’ll work closely with the VP’s of Sales, as well as Yubico’s channel partners to deliver a coordinated, optimal solution to the company’s customers and prospects. Management of both the ISRs and BDRs in the day-to-day performance of their jobs is a critical component of this leadership position. The position reports directly to the VP Commercial Business.Tasks Responsibilities:
- Management
- 1 st level management of North American inside sales organization
- End-to-end employee management including hiring, onboarding, development and performance management
- Understand and support team in all aspects of the sales cycle including prospecting, discovery, overcoming objections, negotiating amp; closing, end-to-end sales process, communicating effectively, relationship building and consultative selling
- Process/Goal Attainment
- Meet assigned targets for product sales
- Drive an accurate and consistent process for North America for the inside sales organization
- Establish accurate plans and forecasts, prioritizing efforts of salespeople to achieve commitments
- Support company growth by meeting or exceeding revenue quota goals on monthly, quarterly, and annual basis
- Define and implement effective, globally consistent engagement processes between BDR, ISR and Account Executives
- Leadership/Relationships
- Establish professional relationships with key personnel in existing end-user customers and partners
- Demonstrate an in-depth knowledge and understanding of the industry and the market
- Lead the creation and implementation of sales campaigns tied to Yubico solutions that drive incremental sales revenue
Qualifications:
- 10+ years of sales experience, including 5+ years software sales experience
- 5+ years of sales leadership experience
- First-level management experience
- Ability to hire, develop and retain top talent
- Proficiency with SFDC (CRM System)
- Involvement in pricing/discounting decisions
- Ability to manage up and down the organization
- Strong understanding of enterprise software sales cycles, including software and services
- Strong understanding of reseller/distributor channel
- Have an in-depth knowledge of the industry and relevant marketplace; can speak with authority on industry trends, competitive practice, issues, etc.
Preferred:
- Enterprise software, SaaS, IAM, cyber-security experience
Our benefits are designed for your overall well being:
Health coverage. We’ve got you covered with top of the line health plans, including dental and vision. We pay 100% of your premium and 85% for your family.Retirement plan. Our retirement plan includes 401K contributions at a 2% match without cap and immediate vesting.Wellness reimbursement. We provide you with $100 monthly reimbursement that you can use on your gym membership, a massage, or your favorite online fitness classes.Equity in the company. We’re all in this together. We offer a stock options program so you can have a solid stake in Yubico’s success, which we think is pretty cool.Learning and development. We encourage your professional growth and offer a yearly development stipend of $2,000 and mentorship program.