Senior Director of Sales

In this Sales Leadership role, your key objectives will be to drive company sales, develop and maintain the FairCom Sales Department, and successfully execute strategies to make a direct impact on business revenues and the growth of a global Database Software company. You'll be tasked to ensure a streamlined sales funnel, analyzing all data points to accurately strategize and build a healthy customer and channel pipeline for FairCom’s database software solutions (FairCom DB, FairCom EDGE, and c-treeRTG). This role will work closely with our Executive Team and alongside Marketing Leadership. 

Here is What You’d Be Doing:

Drive Sales

• Develop sales strategies to drive new business from inbound leads and outbound campaigns.
• Work closely with marketing management to document, implement, optimize sales & marketing processes, and develop lead generation plans.
• Maintain a deep understanding of customer needs and monitor their preferences.
• Secure existing business, expand recurring revenue and leverage upsell opportunities.
• Partner with the Executive team to provide expertise when setting and adjusting pricing plans and discounts.
• Own execution of large deals utilizing advanced negotiation expertise.
• Leverage the power of your existing business network engaging with peers that may complement our Go-To-Market.
• Spot and develop channel partners to maximize market exposure and accelerate revenue.
• Frequently travel to customer sites, trade shows, and other industry events. 

Lead People

• Drive recruiting to build, motivate and nurture the FairCom Sales Department.
• Champion HubSpot team productivity and stimulate the best performance from each individual.
• Build clear KPI’s and conduct consistent performance reviews for each individual rep.
• Conduct sales team cadence calls.
• Provide expertise and input to corresponding departments for incentive compensation programs that effectively motivate and reward sales reps.

Nurture Business

• Steer the business and grow predictable revenues.
• Foster close, cooperative relationships with Executives, Technical, Support, and Marketing teams to maintain cross-functional alignment.
• Achieve objectives through effective planning, setting and tracking sales goals, analyzing data on past and future performance.
• Ensure efficient distribution of pertinent data to the Sales, Marketing, and Executive Teams.
• Ensure that reps use sales system and technologies, such as our CRM, correctly.
• Lead project management on sales objectives and priorities to observe timely and effective completion.
• Direct HubSpot quotas to ensure they are optimally allocated to all sales resources and provide executive team input for incentive compensation programs accordingly. 

Must-Have Qualifications

• 5+ years experience managing sales and/or account management teams with a clear understanding of their strategic purpose
• 8+ years of experience in B2B Sales in the Software Industry selling software solutions to ISVs and/or IT departments
• 10+ years of customer service experience via phone, email, and executive face-to-face interaction.
• Familiar with the basic concepts of a typical IT infrastructure, like servers, storage, business applications (ERP, CRM, BI, etc.), and the role a database plays in all that
• Professional proficiency working with HubSpot and/or other CRM Systems.
• Strong track record that shows successful account management and growth YoY.
• Bachelor’s Degree from an accredited institution or equivalent years of experience.

Desirable Qualifications

• Experience in Database Software Account Management.
• A formal degree in Computer Science and/or applicable software development industry experience.
• Experience with the following: SQL, NoSQL, FairCom DB, c-treeRTG, FairCom EDGE, IoT/IIoT

Join the FairCom Family!

Have Fun and Work Hard with an Opportunity for a Healthy Work/Life Blend

• Small, Cross-Functional teams with autonomy and empowerment
• Opportunity for hybrid work schedules, and when you're in the office, it's your own office with a window- no cubicles/"open concept"
• Above-average workforce tenure fostering strong professional relationships and skill-set building.
• Very competitive salaries based on the industry
• Incredible benefits: medical, dental, vision, life insurance, and 401K matching.
• Three Weeks of vacation time, one week of sick time, with a very limited schedule over the end of year Holidays (skeleton crew operations).
• 14+ paid holidays throughout the year.
• Your birthday off and “CEO Thank You Day-off” anytime in March (both paid of course).
• Annual and quarterly company-wide team-building activities and opportunities to grow
• Fully stocked kitchen with snacks, meals, and drinks.
• Close proximity to I-215, I-15, and the South Jordan Frontrunner Station.

About FairCom 

For over 40 years, not only has FairCom database technology withstood the test of time, it has continually evolved so that customers have access to one of the fastest, most flexible and reliable database solutions on the market today. Come help us continue in our efforts to make FairCom the preferred database technology for thousands of ISVs and enterprise organizations worldwide. More than 40 members of the Fortune 100 have trusted FairCom to provide stable database technology, including industry giants such as Verizon,  NASA, the FAA, Motorola Solutions, Thomson Reuters, FICO, and many others! Enjoy the best of small company culture and big business success all within one of the most exciting industries.

FairCom’s long and dynamic history has been supported by a diverse team of coworkers, which we feel honored to have. We are proud to be an equal opportunity employer and are committed to providing a working environment where diversity is celebrated.  We believe all people deserve to be treated with dignity and respect and we do not tolerate any behavior that runs contrary to this fundamental right, such as discrimination and harassment of any kind. We are thankful for every person who engages in our recruitment process and promise that all applicants will be considered for employment-based solely on merit and qualifications directly related to professional competence, and without any regard to race, color, age, religion, sex, sexual orientation, gender identity, national origin, genetic information, pregnancy, veteran, disability, marital status, or any other basis protected by law.