About Calm

We have a simple mission at Calm: To make the world a happier and healthier place.
 
The heart of Calm is digital but the brand is expanding offline into a variety of products and services that bring more peace, clarity and perspective into people’s busy lives. We are building Calm into the Nike of the Mind. We believe Calm can become one of the most valuable and meaningful brands in the world.
 
Over 75 Million people have downloaded the app and we are growing by 100,000 new downloads a day. The company is profitable and headquartered in San Francisco, CA.
 
Calm was co-founded by Alex Tew (Million Dollar Homepage) and Michael Acton Smith (Mind Candy, Moshi Monsters, Firebox).
 
 
Mission
 

To improve employee wellness by facilitating sales of Calm to mid-size and enterprise companies across regional territories. To join the collaborative effort internally to make B2B sales a crucial growth driver for Calm. The Director of B2B Sales will lead this segment and manage pods of mid-market and enterprise market sales executives to exceed quarterly and annual sales goals as well as to motivate and guide the team to success. This person will be responsible for hiring and coaching enterprise sales professionals, constantly measuring performance against targets, working closely with the rest of sales leadership to optimize and refining our enterprise sales motion and strategy. Come join our mission of making the world happier and healthier while we drive toward $100 million in annual recurring revenue from employer sales.

 
Outcomes
  • Manage and lead team to exceed aggressive sales targets 
  • Contribute to overall sales leadership collaboratively as a compliment to all sales segments
  • Inspire and provide strong leadership to team to ensure motivation among entire team through all aspects of the sales process 
  • Optimize sales motions for employer sales to improve efficiency and win rates 
  • Frequently partner with reps to co-sell deals with a constant focus on maximizing deal sizes
  • Guide the alignment of sellers in pods on the dimensions of account-based penetration and deal passing between reps based on expected contract size
  • Identify customer needs through dialogue with prospects
  • Build relationships with key employer stakeholders to move deals through stages to close, including people ops and benefits leaders as well as senior executive leaders
  • Work with sales leadership to identify key verticals where product market fit meets Calm’s value proposition and sell strategically into those verticals
  • Contribute to the Calm Enterprise (iOS, Android, web) product roadmap
  • Respond to inbound interest regarding Calm and how we can help them improve wellness and improve productivity
  • Maintain active engagement with new and existing leads through creative follow-up communications designed to increase customer interest
  • Track all customer details including use case, purchase time frames, next steps, and forecasting in Salesforce
  • Identify and close quick, small wins while managing longer, complex sales cycles
  • Collect market intelligence and competitive information
  • Craft a phenomenal first impression to our prospects and customers by providing them with a best-in-class experience and pleasant encounter with customer service
  • Achieve quotas of sourced qualified opportunities and closed business
  • Co-sell some deals with sales leadership
  • Prioritize opportunities and apply appropriate resources
  • Collaborate in a fast paced environment with multiple teams
 
Competencies
  • 8-12 years of enterprise sales experience 
  • Strong history of effective team management and proclivity toward collaborative team leadership
  • Ability to work within a fast paced hypergrowth startup environment
  • Customer-focused
  • Experience selling benefits is a strong plus
  • Startup and lean sales model experience
  • Drive for results 
  • Intellectual horsepower
  • Problem-solving skills
  • Managing stake-holder buy / Directing others 
  • Business acumen
  • Strong communicator, both written and verbal
  • Extremely strong attention to detail
  • Proactive: will follow up when things don’t get resolved
  • Enthusiasm and passion for quality
  • Dogged focus on client adoption and success
 
Benefits
  • Competitive salary and equity
  • Unlimited PTO
  • We pay your medical, dental, & vision insurance premiums
  • 401K
  • Commuter benefits
  • Life insurance and disability benefits
  • Apple equipment
  • Opportunity to work with a product focused on making the world happier and healthier
  • And much more! 

Calm is deeply committed to diversity, equity and inclusion, both in our hiring practices and in our experiences as a Calm employee. We strive to create a mindful and respectful environment where everyone can bring their authentic self to work, and experience a culture that is free of harassment, racism, and discrimination. 

Calm is proud to be an Equal Employment Opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex, sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. 

Calm is also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. Please inform Calm’s Recruiting team if you need any assistance completing any forms or to otherwise participate in the application process.

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