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VP of Sales

At Umbel, we believe that data is the most valuable asset a business can own. With the Umbel data management platform, some of the most recognizable names in sports and entertainment access, acquire, activate and analyze their customer data to increase engagement, revenue and loyalty. Founded in 2010, Umbel is headquartered in Austin, Texas.

We are seeking a VP of Sales who thrives in a fast-paced, start-up culture. You will lead the current sales directors and market strategists to build the team to maximize sales effectiveness in the field of sports and entertainment. You will achieve quarterly sales goals that you help establish along with the executive team. You will manage the sales pipeline to maximize sales accountability and efficiency with the end goal of closing deals. A key dependency here will be to collaborate with the VP of Marketing to develop and establish a shared marketing and sales funnel to deliver qualified leads with high opportunity conversion to sales to meet company revenue goals.

What you MUST do to be successful in this position:

  • Achieve the sales goals -- in collaboration with the company as a whole, establishing the sales goal as a company goal
  • Create a culture of success
  • Manage the sales teams, operations and resources to deliver profitable growth
  • Manage a positive ROI with respect to customer acquisition cost
  • Hire and develop sales staff
  • Put in place a sales framework that creates predictable revenue
  • Become known as an employer of choice and a team that top salespeople want to join
  • Define and oversee sales compensation and incentive programs
  • Manage a positive ROI with respect to customer acquisition cost
  • Define and coordinate sales training programs
  • Define sales processes to drive desired sales outcomes, built on a foundation of a shared marketing and sales funnel with shared marketing and sales goals
  • Provide detailed and accurate sales forecasting
  • 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 demand, customer, channel and partner programs
  • Manage key customer relationships and participate in closing strategic opportunities
  • Travel for in-person meetings with customers and partners and to develop key relationships
  • Represent the company at key executive functions where customers or key prospects are present
  • FOCUS: You don’t let your exciting vision or your big audacious goal get in the way of the daily baby steps you need to take to get customers today
  • Clearly articulate the value proposition of Umbel to prospective clients and stakeholders
  • Understand and instill in your team how to approach a prospect as a “customer for life”
  • Keep internal team members and Company stakeholders updated on sales progress
  • Coordinate and manage weekly and monthly one-on-one and team pipeline reviews, meetings and training sessions to ensure ongoing improvement and best-practice sharing

What experience you MUST have:

  • Bachelor’s degree at minimum
  • 10+ years of experience selling SaaS
  • 5+ years managing a sales team
  • Experience scaling a tech company from a $5M starting line
  • Data driven sales processes with attention to detail, repeatability and reporting
  • Excellent problem solving and analytical skills
  • Strong interpersonal and communication skills (written and verbal)
  • Professional integrity, character and commitment
  • Effective time management skills
  • Proficiency with Salesforce, Google Docs/Sheets and marketing automation

What skills you MUST have:

  • Recruiting: You must be able to attract the best dealmakers in the world. They all want to work for you because they know they’ll be successful under your leadership.​
  • Coaching: You are a great coach and help your team close deals.  Spot issues before they blow up. See opportunities ahead of the horizon.​
  • Scaling a team: You know how to manage to get the most out of your direct and indirect reports — to work as effectively and efficiently as they can.​
  • Sales Execution and Training: How to compete.  Pitch practice. Playbooks. Objection handling. Segmenting customers.  Provide ongoing training and coaching. Pipeline management.​
  • Evangelist: Be the best possible salesperson in the building. Know the offerings inside and out.  ​
  • Cross functional leadership: Optimizing how best to work with Marketing, Product and Client Success. Create a healthy tension with Marketing and Services. Give constructive feedback on what’s working/what’s not. Provide clear communication on feature gaps to be filled with Product and Engineering.

What you’ll need to do in the first 90 days in this role:

  • Gain consensus and contribute to a united front on the marketing and sales pipeline strategy, stages and revenue goals for Umbel
  • Provide a reliable forecast for the following two quarters
  • Evaluate the current sales team and make adjustments where necessary
  • Gain the respect of each member of the executive leadership team

What you’ll need to do in the first year in this role:

  • Meet the sales goals that support our next funding event
  • Fully round out the entire sales team with excellent sales professionals
  • Develop a positive reputation within and outside of Umbel as an honorable and respectable problem solver and company spokesperson

Benefits of working at Umbel:

  • A team of talented, hard-working colleagues
  • The opportunity to invent new solutions, grow your career and enhance your skill set
  • 100% employer-paid health insurance premiums (medical, dental & vision)
  • Unlimited paid vacation policy
  • Competitive compensation including cash and stock options
  • Monthly gym reimbursement and provided health tracking technology
  • Community involvement
  • The ability to learn and grow from technology innovators and disruptors
  • An incredible office location in downtown Austin with on-site parking included
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