Director, Customer Sales

Novara provides safety, operational risk management, and sustainability software that empowers organizations to identify and resolve issues before they become incidents. Through the Flex and Risk Management Center platforms, Novara helps organizations manage operational risk proactively with a system they can configure to fit their operations, data that unifies risk and safety intelligence, and tools that increase workforce participation. Novara’s combination of software, training, and AI-powered tools put people and safety first while protecting critical operations.

Position Description: We are seeking a bold, innovative, and metrics-driven Sales Director to lead a Customer Sales team in selling Novara’s suite of Environment, Health, & Safety (EHS), Training, and Contractor Management solutions. Reporting to the Vice President of Sales, you will partner with the Novara executive team and other cross-functional leaders to significantly increase Novara revenue streams and develop strategic prospecting programs to penetrate customer accounts in strategic growth industries such as (but not limited to) Manufacturing, Construction, Transportation, Utilities, Municipalities, & Hospitality. Novara has a modern software solution aimed directly at this incredibly large total addressable market with a track record of strong growth. You will leverage your leadership, strategic, and tactical skills by working with marketing, product and other leaders to build a forward-thinking go-to-market (“GTM”) strategy and drive double digit organic growth. You will also provide the tactical coaching and development necessary to build a world-class sales team.

Responsibilities:

• Become an expert in solving problems that our prospective clients face which can be solved with Novara’s technology

• Foster an energetic, positive culture of high-performance, consistent motivation, effectiveness and results

• Manage a team of 6 Commercial Account Executives with a primary focus on customer upsell and cross sell.

• Work with Sales Enablement and peer sales leaders to provide the team with ongoing training and coaching related to process, skills, best practices, systems, and career path

• Engage with, train on, deploy, and utilize modern sales tools such as SFDC, 6Sense, LinkedIn Sales Navigator, Salesforce Engage, and Einstein Conversation Insights.

• Report, track, and manage sales activities and results using Salesforce.com

• Accurately forecast revenue growth by analyzing key metrics around the sales pipeline

• Effectively execute a plan to cross-sell and up-sell current Novara Clients

• Manage the team to exceed quota and foster professional development to create advancement opportunities for team members

• Maintain current knowledge of sales leadership processes and customer buying trends to increase pipeline growth

• Research and understand current marketing campaigns to help the sales team execute against all objectives

Knowledge, Experience, Requirements:

• 3+ years of proven Sales leadership and success building a highly successful team within a SaaS software company environment

• Must have experience selling or managing a team responsible for generating their own pipeline to achieve bookings target.

• Demonstrated background effectively using and deploying modern sales prospecting tactics

• Demonstrable track record achieving targets both individually and for the team

• Ability to look around the corner – anticipate problems of a growing organization before they surface

• Polished, confident presenter to support roll out of high visibility initiatives

• Great organizational skills: can put together a plan, articulate that plan to key stakeholders and execute it to quality and a deadline

• Ability to motivate others and achieve results

• Excellent organizational, time-management and prioritization skills

• Team leader with strong interpersonal skills and the ability to effectively inform, motivate, and organize a multi-person sales effort

• Experience selling into one of the core verticals listed above is especially valued

• Experience managing teams or selling into small to mid-sized organizations is also especially valued

• Ability to thrive within a challenging and fast paced business environment

Success Criteria:

• Strategist - develop strategies and tactical plans to enable and accomplish growth objectives

• Coach - Inspire and motivate the team to excel both individually and as a group

• Super salesperson - Drive and support deal cycles when necessary

• Leader - Drive accountability and a culture of productivity and success

Compensation: Annual Base Salary Range of 130k-150k

Annual On Target Earnings Range of 260k-300k

As a growing company, Novara values its employees by supporting them with a full benefits package including Medical, Dental, Vision, Flexible Spending Accounts, PTO, Paid and Floating Holidays, 401k with Company match and immediate vesting, Company-funded Life Insurance, Employee Assistance Programs, and No-cost Mental Health Benefits.

About Novara

Novara provides safety and operational risk management software that empowers organizations to identify and resolve issues before they become incidents. Through the Flex and Risk Management Center platforms, Novara helps organizations address operational risk proactively by unifying data, increasing workforce engagement, and proactively managing risk. Novara’s combination of training, software, and tools puts people and safety first while protecting critical operations.

Novara, a Providence Equity portfolio company, provides safety and operational risk management software that empowers organizations to identify and resolve issues before they become incidents. Through the Flex and Risk Management Center platforms, Novara helps organizations address operational risk proactively by unifying data, increasing workforce engagement, and proactively managing risk. Novara’s combination of training, software, and tools