Senior Director, Enterprise Sales & Marketing

TITLE: Senior Director, Enterprise Sales & Marketing

COMPANY

Global Rescue is the world's leading membership organization providing integrated travel risk management services, including medical, security, intelligence and crisis response services to consumers, enterprises and governments. Founded in 2004 Global Rescue's unique operational model provides best-in-class services that identify, monitor, and respond to threats and emergencies. For more information, please see www.globalrescue.com.

CULTURE

Global Rescue isn't your average place to work and that's why we're comfortable saying we're not for everyone. Our team of passionate, mission driven professionals are reinventing the travel risk and crisis management industry and helping save lives every day. We are a high-performance organization operating on a global scale. Our team is made up of driven, passionate, adventurous, team players who have a "get it done mentality." The overall ethos is "no job too big or too small;" this is a place where one needs to be prepared to roll up your sleeves and get things done no matter your title. The culture of the office is fast-paced, collaborative and ever changing so there is always a buzz, you'll never get bored or too comfortable working at Global Rescue.

ROLE OVERVIEW

As the Senior Director of Enterprise Sales & Marketing at Global Rescue you will have the opportunity to run a "company within a company." That is, you will lead Global Rescue's Enterprise practice which provides travel risk and crisis management services to businesses, academic institutions, NGOs and other organizations that have people traveling globally. You will lead a team of professionals with responsibility for driving awareness and identifying opportunities, closing new client accounts, and managing existing relationships. The ideal candidate is a self-motivated leader with a consistent record of accomplishment of sales achievement and is comfortable selling and leading at all levels within an organization. This individual is aggressive, yet polished and thrives in a dynamic and competitive environment. Candidates should have experience working with staff to develop lead generation programs and ongoing client engagement tactics. This role is part of the sales leadership team reporting to the VP of Sales & Marketing (who reports to the CEO).

RESPONSIBILITIES

• Responsible for the full sales lifecycle including marketing, proposal, negotiation, and driving complex enterprise deals across multiple verticals from initial contact through close

• Own pipeline generation, develop new opportunities, create and execute account strategies, close enterprise-level deals and manage expansion opportunities

• Lead an aggressive, entrepreneurial group engaged in managing and leading business development and sales activities and perform all necessary functions to effectively grow revenue and lead the team throughout a dynamic sales process

• Lead proposal development and RFP responses to potential clients, leveraging senior leadership and other SMEs as needed

• Lead relationship management of a broad book of business to foster renewals and expansion of scope of work

• Report on outcomes of initiatives and quantitatively analyze effectiveness of efforts for continuous improvement

• Execute consistently against quarterly revenue targets

• Achieve prospecting goals by generating new leads and opportunities from personal activity (cold calling), trade shows, conferences, regional organizations, and other industry events

• Accurately capture and report all aspects sales activity using Microsoft Dynamics CRM. Using CRM, create and deliver accurate forecasts while also building a strong pipeline

• Formulate and articulate customized value propositions to an executive audience

QUALIFICATIONS

• Bachelor's degree (relevant graduate degree such as MBA preferred)

• 10+ years of B2B sales team leadership and demonstrated success in quota carrying B2B consultative selling experience

• Strategic, solution and challenger sales capabilities that support selling to the C-Level

• Midsize company experience; ability to consistently fill pipeline and operate in fast-moving, ambiguous environments

• Meaningful experience managing the assembly of RFP submissions

• Previous experience in a 100% outside sales hunter role required

• Prefer an individual who has established relationships with potential clients and partners

• Superior track-record of exceeding quotas and closing complex deals from initial point of contact to close

• Exceptional presentation abilities required for both in-person and remote environments

• Ability to identify, position and implement complex services to potential prospects, dealing with multiple prospective customer contacts amongst C-level executives, procurement, and operations

• Proven ability to gain access to an organization and identify the appropriate point of contact throughout the sales process

• Must be able to adapt to change and thrive in a dynamic evolving environment

Location: Lebanon, NH

Compensation: salary based on experience + incentive compensation+ benefits