Director of Sales - Upsell & Retention

Location: San Mateo, California, USA

Job Description:

The Director of Sales – Upsell & Retention will be responsible for developing, overseeing, and executing the strategy for RingCentral to increase revenue, retention, and lifetime value for RingCentral’s existing customers. You will be expected to implement the tools, initiatives and organizational structure to achieve revenue goals while serving as the advocate and champion for the customer internally.

The most critical qualifications for this role is that you have a proven track record of success, a verifiable history of exceeding sales goals thru sales teams, and the aptitude and attitude to make a difference in a fun, fast paced environment.

This role will report directly to the Head of Sales and you will work closely with the executive team and in full partnership with the existing sales and marketing personal to consistently meet and exceed the goals of this rapidly growing cloud business phone services provide. You will also be an innovator that will help our global company discover new ways to sell our service and drive new business initiatives to the small and medium business market.

Primary Job Responsibilities:

• Partner with sales office & segment leaders to develop short and long term upsell, cross-sell, & retention strategies and assume responsibility for the implementation of these strategies
• Mentor, coach, motivate, and influence division’s sales managers and their reps to exceed quotas
• Collaborate with Marketing, Product Marketing, and Support regularly to share insights, develop ideas, and scale new programs
• Develop and deploy communication regarding policies, processes, goals, results, best practices, job aids, offers & pricing, etc. for this segment
• Monitor & analyze sales performance to take accountability for driving improvements in sales & revenue growth, sales productivity, activity, sales quality and optimization of sales processes
• Collect and compile data to identify opportunities for service & process improvements
• Identify “at risk” behavior and develop appropriate reactive and proactive campaigns to retain customers including win-back programs
• Identify and drive improvements in key productivity metrics
• Build and enhance customer relationships with a goal of increasing their satisfaction and retention
• Conduct monthly segment meetings to deliver key communications, build team spirit, and provide employee recognition
• Effectively prioritize multiple tasks, projects and deadlines simultaneously
• Handle customer escalations
• Sets the example for Account Executives in areas of personal character, commitment, organizational and selling skills, and work habits.

Desired Qualifications and Experience:

• 10+ years of sales, program, & operation experience
• 5+ years of proven leadership directly managing a sales segment in a high transaction environment
• B2B selling / Software / High-Volume sales environment / SaaS experience preferred
• Demonstrated leadership track record of meeting and exceeding quota
• Strong time management, interpersonal, conflict resolution, and collaborative selling skills
• Results-oriented leader who defines and manages achievement of performance objectives
• Demonstrated awareness and understanding of strategic goals and priorities
• Strong analytical background
• BS/BA/MBA or equivalent education and relevant experience
• Excellent customer service orientation, face-to-face and on the phone
• Excellent oral and written communication skills including listening and presentation skills
• Strong interpersonal skills, ability to convey and relate ideas to others
• Ability to learn and adapt quickly
• Ability to travel to Manila and other locations 25%-50% as needed to support program results
• Self Starter with a history of great decision making, planning, and execution to results
• Ability to excel in a team-oriented, collaborative, and fast-paced environment
• Strong PC skills in Microsoft Outlook, Word, Excel and PowerPoint
• Vibrant and energetic attitude, willingness to perform and get things done while having fun

About RingCentral

RingCentral is a leader in cloud computing based business phone systems, with tens of thousands of business customers and top industry honors, including the PC Magazine Editor's Choice Award, the Small Business Computing Excellence in Technology Award, and the 2010 World Economic Forum Technology Pioneer Award. The disruptive RingCentral technology platform eliminates the need for expensive and technically complex on-premise legacy phone systems. By combining a hosted, multi-extension business phone system with advanced voice and fax functionality, RingCentral provides small businesses with world-class business capabilities that, until recently, were available only to large corporations. Headquartered in San Mateo, California, RingCentral is privately held with backing from Sequoia Capital, Khosla Ventures, DAG Ventures, and Cisco. For more information, please visit: www.ringcentral.com.

To apply:
To apply, please submit your resume and salary requirements to jobscontact@ringcentral.com

Salary TBD depending on qualifications and experience.