Now Hiring - Flo Recruit, Inc - VP Revenue in Austin, TX

Full description of the position

Who We Are At Flo, we are a venture-backed, high-growth SaaS company building recruiting and talent solutions for the Legal industry. Weave grown tremendously in Legal already with 150+ BigLaw firms and 100+ top law schools as clients. Our clients rely on our software to create opportunities for Legal talent, hire the best, and soon, develop and retain the best lawyers at their firms. We are at an inflection point where the Legal industry has confirmed we are the emerging leader in talent solutions, and itas now up to us to execute and fulfill that promise. What You Will Do * Lead the New Logo, Account Management, and optionally, the Customer Success teams, to provide the highest level service and consulting to our prospects and clients, while growing their skills and confidence in their own roles at Flo * Depending on the candidateas background and experience, we will either align Customer Success under the VP Revenueas responsibilities or the Customer Success team will report to another member of the leadership team * Define, measure, and hold teams accountable to top of funnel sales funnel goals, with special focus on: * Number of Qualified Opportunities created monthly (goal executed by Sales/Account Management, created in partnership with Business Development) * Number of New Deals moved into Engaging and Demo Scheduled by Business Development (goal executed by Business Development) * Number of New Opportunities created by and influenced by Marketing (goal executed by Marketing) * Define, measure, and hold teams accountable to Closed-Won revenue goals, including new logo ARR and expansion ARR, renewals, and package price increases. * Retention and expansion play significant parts in our growth strategy. Our retention and expansion metrics are world class, and as we grow, itas critical we continue to maintain and expand upon that while we also welcome new clients. * Learn our client base and pitch in when needed to develop relationships with clients/prospects and bring in new opportunities * Travel several times per year to join the team at conferences, events * Travel to meet clients and prospects in 1:1 meetings in major metros, most often New York and D.C. * Learn how to ask the right questions, develop relationships, convey our messaging, and demonstrate the product so that you can lead your team by example when needed * Coach the Sales/Account Management teams to: * Align our solutions with problems our clients are experiencing * Deeply understand what makes the legal industry unique across law firm / law school segments in order to provide consultative value beyond a transactional sale * Listen closely in calls with prospects and clients and customize our solutions to real client challenges * Drive next steps and timelines consistently * Maintain excellent CRM practices in Hubspot, like projecting accurate close dates, writing clear notes, and creating next step tasks * Refine their craft weekly by improving 1% every day * Grow their careers through consistent, direct mentorship and constructive feedback * Coach the Customer Success team to: * Listen carefully to our users in order to find the fastest and best solutions * Deliver high quality, easy to follow product trainings, scaling seamlessly as our product suite covers more, high stakes use cases as a system of record for our clients * Act with calm urgency when responding to clients, maintaining our <30 second response time on Floas live customer support chat, monitored from 8am - 8pm CT * Proactively address client challenges and requests, including reading between the lines to provide value before a client has explicitly requested it * Partner with Account Executives and Account Managers to identify opportunities for additional expansion or accounts at risk of churning * Partner with Product to share feedback from clients on what is working for them and where we still have room for improvement, plus share client market intel to inform future product developments * Grow their careers through consistent, direct mentorship and constructive feedback * Partner with Business Development to: * Support Business Development in bringing in new deals * Drive the Account Executive team to support Business Development as additional pipeline creation is necessary * Ensure deals brought in by Business Development team are quickly acted upon by the sales/account management teams * Multi-thread accounts with key executives * Identify early adopters for new product lines * Partner with Marketing to: * Ensure deals or early funnel opportunities brought in by Marketing team are quickly acted upon by the sales/account management teams * Regularly train the Sales/Account Management teams to ask insightful discovery questions * Regularly train the Sales/Account Management teams to deliver compelling customer stories through storytelling and knowledgeable product demonstrations * Review Closed Lost / Closed Won opportunities and identify patterns and create clear campaigns/strategies to re-engage Closed Lost deals as we continue to develop our product, messaging, and brand reputation * Partner with the CEO to: * Help bring in new opportunities * Multi-thread accounts with key executives * Partner with Product, Marketing, and Engineering to: * Share feedback heard in client and prospect conversations about our product and market, maintaining our ethos of listening to clients and responding faster than any other solution provider on the market * Consult with Marketing and Product to ensure functionality on the roadmap is scheduled to be completed within our key aselling windowsa and is aligned to satisfying more prospects and clients in order to close deals faster. * Partner with Finance to: * Shape reasonably aggressive new logo, expansion, and retention goals * Inform the Leadership team regularly on: * Pipeline generation * Progress to monthly new logo, expansion, and renewal goals * Emerging trends in the market regarding our products or broader industry movement What You Will Bring * 10+ years in IC sales with focus on client relationships and growing expansion opportunities, and 5+ years in successful sales leadership * Exceptional track record as a sales manager in a high-growth company * Deep care for upleveling the talent on your team and commitment to coach, develop and lead your teams to meet winning standards * Strong track record of building, leading, and mentoring high-performance sales teams that consistently hit their revenue goals and successfully partner with cross-functional collaborators * Note: We have a strong culture of coaching on the Revenue & Customer Success teams and we are very passionate about keeping this. Candidates who clearly demonstrate their ability to coach will be prioritized * You enjoy turning problems into opportunities, getting creative, and building solutions and processes * Experience with CRM and sales engagement platforms; we use HubSpot today * Data-driven understanding of customer buyer journeys and how to sell at each stage * Personal expectations to reside in Austin, Texas during your time as a key leader at Flo Benefits: * Market-competitive compensation package consisting of base salary and significant variable compensation depending on team performance, in addition to participation in employee stock option pool * Full offering of healthcare benefits, including vision and dental; cost partially subsidized by Flo * PTO and Sick Leave policy * Parental Leave policy * Hybrid office policy with free parking. Expectations to be in the office for the full day on Monday, Tuesdays, and Thursdays, regular attendance at 1x monthly company All Hands and company social activities, setting the culture, tone, and pace for the team * Employee contributed 401k Selection Process We see this as a mutual selection process, where the leader chosen is evaluating Flo, and we are evaluating them. On our end, we are looking for a leader who understands that joining a company at this exciting stage will be full of hard, rewarding work as we grow from a scrappy startup to an industry leader. Flo is a special team that is executing at a high level across departments because we continue to push ourselves to be better and have a lot of fun while doing it. We expect this new leader to continue and elevate this trajectory. The leader who joins us will partner closely cross-functionally, and their addition to the leadership team will continue to foster a tight-knight group of dedicated leaders committed to our users, our team, and excellence. The right leader will not be approaching this opportunity as a stepping stone to their next role; they will see this as a place they want to invest significant time and energy to build something theyare proud of and that earns our clientsa respect and admiration. They will see their team as people who, if the leader is successful, will look back at their time partnering with this person to grow as one of the most impactful in their careers. While numbers are important, the leader who joins our team will balance the ambition to hit aggressive growth goals with keeping our clientsa and teamas best interests at heart. The selection process will require several meetings with representatives from the teams they will lead and all of the leadership team. It will also entail multiple meetings with the CEO to ensure the leader is fully educated of the opportunity and team they will be entrusted to lead. LI-CW1