Director of Sales - SaaS

Who are we?

InsideTrack, a Buyers Edge Platform SaaS solution, is the leading data and spend management technology empowering foodservice operators including restaurants, casinos, hospitality, colleges, and universities. Our commitment to transparency is evident in our proprietary technology that we use to standardize and normalize foodservice purchasing data, offering operators the key to unlocking valuable insights and visibility into the health of their business. Specializing in identifying overcharges, optimizing contract compliance, providing comprehensive management reporting, and maximizing rebates, InsideTrack ensures businesses thrive. Leveraging a Transactional Volume exceeding $50B+, we benchmark clients' procurement information against industry standards, guiding them in answering critical procurement questions and achieving purchasing and savings goals with precision.

This position can be based out of one of our seven offices in the Eastern United States on a hybrid basis and will travel to trade shows and in-person customer visits approximately 50% of the time. We are unable to offer work sponsorship for this role. 

Your impact:

The Director of Sales is a pivotal role in shaping our company's growth trajectory. The primary focus is on developing and executing a comprehensive sale and marketing strategy that maximizes revenue growth, enhances brand recognition, and establishes InsideTrack as a market leader. This role is responsible for a specific industry or product segment on a national or geographic basis and manages sales professionals, develops territory plans, and participates in strategic and tactical planning. 

• Management:
  • Develop and execute a comprehensive sales strategy aligned with the company's business objectives.
  • Lead, coach, and inspire a high-performing sales team, fostering a culture of excellence and continuous improvement.
  • Build and manage Sales Pipeline with all direct reports and provide monthly sales pipeline updates.
  • Build annual budgets and assign KPI’s and goals starting with year 2025.
  • Responsible for interviewing and hiring for the open department positions allocated for 2025.
  • Coach and assist the team in learning the vast systems BEP offers and navigating the InsideTrack Services and Solutions, on-boarding, account set up, execution and account management.
  • Collaborate with ArrowStream VP Sales, Chief Customer Officer for joint-solution opportunities.
  • Work with Marketing team on all aspects of market material, lead gen, TAM strategy, and cross-selling message and material for SaaS and other BEP Brands. 
• Sales:
  • Collaborate with internal Brands and stakeholders to promote InsideTrack Services and SaaS solution.
  • Collaborate closely with Product and Development teams to ensure alignment between product capabilities and market needs.
  • Partner with Customer Success to enhance post-sales engagement, expansion, upselling, and customer satisfaction.
  • Work with Executive Leadership to provide insights and recommendations for strategic decision-making.
  • Build and maintain strong customer relationships, serving as a trusted advisor to key clients.
  • Implement effective sales processes, tools, and systems to streamline sales operations.
  • Ensure accurate and timely sales forecasting and reporting through Salesforce.
  • Provide weekly, monthly and quarterly reporting to InsideTrack and SaaS Division Presidents.
  • Manage and optimize the sales budget, allocating resources efficiently and effectively.
  • Develop sales strategies and sales volume forecasts for InsideTrack sales function.
  • Makes strategic decisions critical to functional/area performance.
  • Build annual Channel Sales budgets and assign KPI’s and goals starting with year 2025. 

About you:

• Skills and Abilities:
  • Collaboration (Celebrates Differences, Enjoy Yourself): Excellent communication, negotiation, and relationship-building abilities.
  • Ability to make decisions & solve problems (Deliver Solutions): Analytical mindset with proficiency in leveraging data to inform decision-making.
  • Resilience (Be Agile): Innovative and adaptable, with a passion for staying updated on industry trends.
  • Accountability (Ask Tough Questions): Takes accountability and executes on deliverables in a timely manner.
  • Drive Revenue & Profitability:
    • Strong experience in SaaS sales, complex selling strategies, leading sales teams selling multiple solutions, financial understand of P&Ls, digital marketing strategies, lead generation, and BDR team development.
    • Consistently achieve results; is hungry to constantly achieve profitable growth.
    • Shape and develop brand and GTM strategy and organization.
    • Remove barriers to selling and harnesses the power and support of the platform.
    • Maintain positive client communication and engagement for increased revenue.
  • Drive Strategy & Execution:
    • Partner with Exec Team/President on strategic business development and key corporate planning opportunities that positively impact the overall business.
    • Exceptional leadership skills with a history of building and managing high-performing teams.
    • Strategic thinker with the ability to translate vision into actionable plans.
    • Excellent communication, negotiation, and relationship-building abilities
    • Set performance goals tailored for areas of responsibility in the brand.
    • Contribute to the organization by understanding and aligning actions with the organization's goals, core functions, needs, and values.
    • Acquire data from multiple and diverse sources when solving problems and make sense of complex, high quantity, and sometimes contradictory information to effectively solve problems.
    • Seek out and incorporate multiple perspectives, experiences, and industry trends to develop a holistic perspective.
  • Drive Innovation & Operational Excellence:
    • Drive innovation through brand uniqueness and operational excellence across the portfolio.
    • Must be able to build presentations in PowerPoint, use Excel for financial calculations and building sales metrics using pivot tables.
    • Analytical mindset with proficiency in leveraging data to inform decision-making.
    • Innovative and adaptable, with a passion for staying updated on industry trends.
    • Operationalize ideas within the business model. Display critical thinking when faced with a challenge by asking probing questions, looking for connections, and making data-driven decisions.  
    • Integrate experience, external analysis, and trends to think beyond traditional models, recognize opportunities, and find new and better ways of doing things.
    • Foster an environment of continuous improvement and supports/drives both incremental and transformational change.
    • Identify and pursue alignment around cross-functional changes that will positively impact the organization.
    • Be open to experimentation to drive innovation. Display curiosity.
    • Operate effectively in an environment of uncertainty and display flexibility.
  • Drive Talent & Culture:
    • Upholds an impeccable moral compass and uncompromising integrity in all actions and decisions.
    • Maintains transparency with team members and stakeholders, fostering trust and open communication.
    • Exhibits high emotional intelligence by understanding and managing their own emotions and the emotions of others, creating a positive, empathetic, and collaborative environment.
    • Drive the organization initiative through our values by supporting people, overall organization performance, and maximization of culture for the organization.
    • Adopt a coaching mindset. Adept at developing others through coaching, feedback, exposure, and stretch assignments.
    • Demonstrate humility; Admit mistakes, share credit for successes and appreciate other’s contributions.
    • Create a thought-provoking and creative environment to help others achieve their goals.
    • Enable others to see new perspectives, embrace new ways of thinking, raise questions, or challenge current thinking.
    • Ask open-ended questions, designed to explore without an agenda.
    • Attract and select the best talent to meet current and future business needs; actively pursues diverse talent.
• Education and Experience:
  • Bachelor’s degree in business, Marketing, or a related field (MBA preferred).
  • Proven track record of at least 5 years of successful leadership in sales and marketing roles within the SaaS industry.  
  • The ideal candidate has experience in the hospitality market.
• Other:
  • Ability to travel at least 50%.
  • Valid and unrestricted driver's license with the ability to rent a car. 

Don’t meet every requirement mentioned here? Studies have shown that women, communities of color and historically underrepresented talent are less likely to apply to jobs unless they meet every single qualification. At Buyers Edge Platform and our subsidiary brands, we are dedicated to building a diverse, inclusive and authentic workplace. So, if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we strongly encourage you to apply. You may be just the right candidate for this position or others with us!

What's in this for you? 

Amazing coverages to start. Medical, dental, and vision coverages are just the beginning! We also offer ancillary plans, such as flexible spending accounts for both health and dependent care, critical illness, accident, and voluntary life as well as company paid life and long-term-disability plans! On top of this, we also offer a 401(k) plan with company match.

Invest in your success. We will provide you with a thorough training and development program; and offer competitive compensation.

Live well = Work well. Relax with our Personal Responsibility Paid Time Off policy where you don’t have to accrue time off in order to take it! We also offer half-day Summer Fridays!