Job Specifications

  • LocationNew York,New York
  • Publisheda day ago, 2021-06-12T03:02:45Z
  • 2021-06-15Full Time

Head of Sales - Americas

Ledger Enterprise Solutions is a core business unit of Ledger, a leader in security for cryptocurrencies and blockchain applications. Leveraging Ledger's industry-leading and independently-certified security technology, the Ledger Vault SaaS solution provides information technology infrastructure for financial institutions to securely control their crypto assets with a multi-authorization self-custody management solution. With a global team of more than 200 professionals, Ledger develops a variety of products and services that safeguard crypto assets for individuals, companies and connected devices. Founded in 2014, the company has offices in Paris, New York, Singapore and Vierzon.

This business-to-business offering is the one we intend to develop by recruiting a dedicated team in the Americas starting with its sales leader.

Essential Duties and Responsibilities:
  • Sales strategy, systems, training and processes :
  • Develop and implement the sales strategy to exceed revenue targets for Ledger's North American market, including the go-to-market plan and sales process from lead generation to upsell/retention and partnership
  • Cultivate and foster a winning culture through thoughtful performance expectations, driving the right behaviors to develop a pipeline, and providing clear direction, transparency, and proactive communication
  • Serve as the executive point person for driving sales at Ledger, such as improving sales discipline, institutionalizing use of best practice sales methodologies and executing against growth forecasts
  • Oversee the responsibilities and key initiatives of the sales management team in collaboration with European counterparts
  • Create, improve upon and audit sales processes and support through formal training programs and management coaching
  • Sales productivity and effectiveness
  • Establish strategies for improving sales rep performance, both in volume (# of deals) and quality (size and value of deals)
  • Assist with complex sales negotiations, craft sales positioning and presentation approach, assist with proposals and help drive the pipeline of clients and partners
  • Develop and generate reporting to track all key sales metrics for the organization in conjunction with our European team
  • Optimize lead generation practices and manage territory planning
  • Build and maintain a best-in-class sales team by recruiting, training, motivating and developing the right talent
  • Design compensation and incentive programs that engage and motivate the sales team while driving continual improvements in productivity
  • Operational Planning
  • Oversee the management of daily and weekly activities, pipeline analysis, and forecasting efforts to ensure predictable top-line growth trajectory in line with company goals
  • Work closely with Finance,Operations and Marketing teams to develop key operating assumptions and growth plan for the business
  • Collaborate with business operations teams to develop strategic data sets for market analysis and future sales planning purpose.
  • 10+ years of sales management experience, preferably in scaling a metrics-driven SaaS sales team at a rapidly growing technology company in a highly competitive market
  • 5+ years in a VP of Sales / CRO or General Manager capacity: managing managers and managers-of-managers within dynamic sales teams
  • Strong experience in the Financial Services / Asset Management vertical
  • Wide breadth of experience working with the full spectrum of sales talent: from entry-level reps to veteran sales executives
  • Experience with a multi-channel team selling SaaS tools to the Enterprise market
  • Ability to build vision, understand and define requirements, design practical solutions, develop supporting business cases and implement solutions for clients
  • Extensive Sales Operations experience (forecasting, planning, analysis, sales systems, reporting, compensation and quota management)
  • Strong experience using CRM, Marketing Automation and Sales Acceleration tools such as Salesforce, Hubspot, Outreach, etc.
  • Strong problem-solving, project management and time management skills
  • High levels of analytical horsepower and ability to turn analysis into insight and actions.
  • Very organized with attention to detail
  • Bachelor's degree in Business, Sales, Marketing, or related discipline, or equivalent experience
Working Conditions:
  • Travel across North America up to 30% - some International travels
Salary & Benefits:
  • An attractive package will be offered alongside great benefits like:
  • Medical, dental, and vision insurance 100% covered (Trinet)
  • 4 weeks PTO first year with an accrual max of 6 weeks
  • 401k plan (with company matching up to 4%)
  • Equity
Ledger guarantees equity for all during the recruitment process, without any distinction of gender, ethnicity, religion, sexual orientation, social status, disability or age.


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