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VP of Revenue At Meda Agency Inc.

Location: Vancouver, British Columbia

Job Description

Our client is an innovative technology company that is changing the way the world prepares for and responds to emergencies. They are committed to leveraging technology to help individuals and organizations better connect, prepare, and respond to crises ranging from individual injuries to large scale natural disasters.

They are looking for a seasoned B2B sales executive and business leader to join the company as VP Revenue, a key member of our Executive Team. Developing critical SaaS sales and marketing strategies, this role ultimately drives the ongoing revenue, partner and market opportunities available - and expanding - for our company across the US and Canada.

The VP Revenue actively leads a team of sales and marketing professionals responsible for new revenue growth, while also directly supporting Customer Success in their efforts to expand existing client contracts.

Existing and new partnerships are also supported by this role, directly broadening our client's brand awareness, marketing opportunities across key markets and territories, sales reach with direct access to partners' clients, as well as product integrations that support greater stickiness and value-added services to our current and future customers.

By ensuring the company has the proper sales and marketing oversight, procedures, systems and people in place, the VP Revenue ensures strong growth, financial strength and operational efficiency for our client today in North America, and in future as we expand internationally.

Responsibilities

The following make up the core areas of responsibilities for this role:

  • Revenue Generation - work with Leadership team to set sales targets for Sales Team, Customer Success Managers responsible for upselling/expanding existing client contracts and key referral partners:
    • You will directly support these teams in meeting and exceeding targets by developing and executing key strategies, implementing new tools and measurable sales processes that effectively drive revenue.
    • For Sales teams, this includes iterating on existing sales processes, optimizing and improving sales cycle and conversion metrics (e.g. ability to identify opportunities or gaps within the customer journey that may enhance effectiveness of materials, demos and/or steps to speed close of sale).
    • For Customer Success teams, this includes expanding and enhancing key areas or behaviours within the onboarding and client renewal stages that can better support contract expansions, cross-selling and our existing record of 'negative churn' (e.g. help clients drive expanded use themselves into other programs and adding new features, and ensuring the team has the materials, resources and support needed to hit targets).
    • For Partners, this includes identifying and implementing strategies, resources and processes for existing and new partners to help better take advantage of complementary product offerings, drive access and results for partner events/ marketing opportunities, and ensure effective rewards programs to incentivize their teams in proactively/aggressively promoting and referring ePACT to their customers.
    • Work collaboratively with the Leadership team to identify potential new opportunities to further drive revenue via innovative product offerings, markets or partnerships.
    • Working collaboratively with the CEO to identify and develop new partnerships to expand sales channel, 3rd party reseller opportunities and data partner pipeline.
  • Team Building - all aspects of building, leading, motivating, and supporting your team
    • Hire, train, mentor/develop rapidly expanding Sales Team using your experience and personal skills in motivating others, building collaborative team environments and driving top-end results.
    • Manage all aspects of setting and overseeing Sales team, developing and supporting individual goals and objectives, including performance scorecards, reviews, one on one check-ins and support.
    • Set the goals, objectives, and target ROI/KPIs for marketing team, actively supporting the Marketing Director as your direct report. This includes potential mentoring, collaborating or acting as a sounding board using your past experience /understanding of effective marketing strategies, campaigns and channels to drive sales.
    • Work collaboratively with Customer Success Director in ensuring Customer Success Managers are well positioned with the right tools and support necessary to successfully continue to renew and expand client contracts. This includes potential training/mentoring, creating or tweaking processes and resources to better drive revenue from existing customer base and/or future product feature launches/upselling.
    • Work collaboratively with Leadership team to continually identify opportunities for team and process improvements, gaps or 'doubling down' on effective areas that ultimately ensure a highly successful and motivated team.
  • Analytics & Business Intelligence - Forecast, measure, analyze and report on the sales pipeline, revenue and sales cycle length, as well as key SaaS KPIs related to customer acquisition, lifetime value, deal size, client expansion, etc.
  • Finance & Operations - Manage and optimize the sales and marketing team budgets, processes and policies, continually monitoring operations, tools and resources for greatest efficiencies and return on investment. Collaborate across the team where possible to further drive results (e.g. work with Director of Finance to improve contracts, potentially increase new customer deal size and/or reduce cost of acquisition; work with Customer Success Director and Marketing Director to ensure campaigns, processes and spend drive client upsell).

Who You Are

  • You are a tenacious, data-driven yet approachable leader that knows how to always get the sale and support your teams in doing the same!
  • Proven experience driving top-line growth and transformation in growing B2B Sales teams and environments, SaaS background strongly desired
  • Experience as a senior leader, having led both sales and marketing functional teams for minimum 8 years, collaborating across all corporate areas to ensure revenue results and process efficiencies, tracking and driving KPIs and working closely with executive teams on strategic plans and reports.
  • The success of your team is incredibly personal for you - you value each person's contributions, know how to motivate them, quickly and easily identify and support performance issues, and take great pleasure in celebrating individual and team wins.
  • You are an exceptional communicator and effective storyteller who can match the message to the medium and get results
  • You naturally operate cross-functionally, and engage both peers and executive audiences in dialogue
  • You thrive in high-growth, fast moving environments with limitless opportunities for growth, but have a keen ability to identify and focus on the areas of greatest importance/return on investment for your team and the company.
  • You have a Bachelor's Degree, with preference given to MBA