VP of Sales

Published date Posted on Indeed on Jan 15, 2022 (7 d ago)

Career Fulfillment & Culture

People come to work for Deque because of what we do: enable businesses and organizations to make their sites and apps accessible to everyone, including people with disabilities. The personal fulfillment employees feel here is unparalleled. In addition to the altruistic nature of our jobs, the organizational structure is extremely flat and welcoming. Women-owned and operated, Deque CEO Preety Kumar is internationally revered for her down-to-earth personality and work ethic. Deque's core values are central to our culture of customer satisfaction. Do you share them?

  • Innovation with results that matter
  • Deliver what you promise
  • Can-do attitude
  • Open, direct & respectful communications
  • We care deeply
  • We practice humility

Position Description

At Deque, you’ll work with the best and brightest minds in the industry, sharing best practices, tackling new issues and uncovering new approaches. Accessibility Consultants at Deque also love their jobs because of the support systems in place.

Deque experts regularly contribute to W3C Accessibility Working Groups and collectively hold more CPACC, WAS, & CPWA certifications issued by the IAAP than any accessibility testing company in the world.

You know how to lead a software sales team. You have had lots of success in building teams and executing high growth and yet, you are looking for something more meaningful. Are you ready to make money AND advance a compelling mission: digital equality? Faster than ever, companies are discovering that making their websites accessible to people with disabilities (PwD) is not merely a legal compliance requirement, it is a business opportunity as part of their digital transformation not only addressing a significant yet underserved market but also demonstrating purpose. Come to Deque to empower businesses to effectively serve PwD and delight developers and testers of sites or apps so PwD also may vote, get vaccines, invest, order take out or anything else you do digitally- basically everything. Is this the right step for you?

Due to our accelerating growth, Deque is seeking an exceptional, growth-minded, sales leader to join our passionate team as Vice President of Sales. This position reports directly to the President.

You will define a go to market plan and tactics to fully exploit Deque’s leadership potential to meet not just targets but stretch goals reflecting accelerating growth as well. Compensation for this accountable leader and their team is not capped.

The successful candidate is an inspiring leader of people who can recruit and retain exceptional sales talent, support the team in growing a productive and sustainable pipeline, expanding customer adoption and success at existing accounts, delivering on the agreed metrics, and while leading from the front, work alongside the team to exceed the targets. In addition to requisite passion, skills, and experience, the successful candidate will have a measurable track record in building and managing high performing sales organizations and knows what success in scaling revenue looks like. This individual will play a key role in driving a significant share of the market for Deque.

This is a unique career opportunity for an entrepreneurial and driven sales leader to spearhead the expansion of the market leader leveraging the existing customer references who lead their industries in accessibility success as well as alliance relationships.

What We Are Looking For

  • Success hiring, leading and developing high performing teams
  • Success adapting and growing in fast-growing and changing environments
  • Success effectively influencing key stakeholders at our customers and inside of Deque
  • Success orchestrating and aligning decision-makers around a common objective
  • Deep understanding of SaaS / Automated Test Tools Go-To-Market and the required roles for effective customer engagement

The successful candidate will additionally:

  • Attract, recruit, hire, empower and mentor your sales team.
  • Create an open, inclusive team-oriented environment, building a results-driven culture of accountability and transparency.
  • Lead by example, set expectations, follow through effectively and provide coaching and mentorship as needed and ensure that managers do the same for their team.
  • Analyze data and dynamics to maximize existing successes and to create new sales growth opportunities
  • Accurately forecast monthly, quarterly, and annual targets for assigned regions; establish and manage data and supporting metrics
  • Unearth customer insights, define the value proposition, determine appropriate sales and marketing strategy to maximize growth objectives.
  • Drive the pipeline generation strategy and with internal stakeholders execute against the strategy.
  • Maintain market intelligence and develop strategies to maintain Deque’s leadership position.
  • Exhibit a growth mindset with the ability to outline the long term vision and strategy.
  • Ensure the best utilization of supporting resources jointly with the management team.
  • Partner with internal stakeholders and executive team to develop strategies to meet Deque’s goals.
  • Direct implementation of sales policies and practices.

You will be a great fit for us if you have:

  • 10+ years experience building, running, and empowering B2B sales teams in the software industry with 40%+ growth
  • Relevant software industry experience in any of the following: automated test, DevOps, application development and management, security, business applications and/or analytics. Subscription or SaaS software experience
  • History of consistently meeting/exceeding targets and objectives personally and as a leader
  • Makes good well-measured decisions, then documents and communicates to those affected
  • Curious, eager to learn - how customers work, how a new technology works
  • Open, direct and respectful in communication; does not hide problems, conflict or disagreements
  • Knows what scaling success looks like
  • Excellent leadership and influencing skills; ability to build strong business partnerships both outside, and within the organization
  • Skills in business planning and diligence at measuring and communicating progress towards the plan, identifying roadblocks, and coming up with appropriate solutions
  • Mastery of consultative/solution selling methodologies like MEDDPICC, Challenger, Solution Selling, and Sandler
  • Experience selling into CEOs, CFOs, CIOs, CTOs and Lines of Business
  • Strong operational skills and are experienced in integrating process and rigor to his/her organization
  • An innovative skillset with the courage to nourish “outside the box” thinking to surface and pursue new ideas
  • Proven role model and advocate for team/organizational change/transformation
  • High level of honesty and integrity with a strong work ethic and proactive thought leadership
  • Highly energetic, passionate about servicing the client and driven to succeed
  • Proven ability to deliver and thrive in a fast-paced, agile environment within ambiguity
  • Commitment to work collaboratively and cross-functionally
  • Superior influencing and negotiating skills
  • Strong organizational and planning skills with a focus on key priorities
  • Previous experience working across varied time zones with a willingness to work flexible hours and travel
  • Makes good well-measured decisions, then documents and communicates to those affected
  • Strong People Leader - has great interpersonal instincts (i.e. able to quickly adapt to various styles)
  • Curious, eager to learn - how customers work, how a new technology works
  • Self-starter - given a general goal, can develop and execute a plan of action with continuous improvements
  • Accountability – will own the tasks/goals given to them and ensure the team reporting to them has the same level of commitment
  • Communicates (verbally and in writing) clearly
  • Open, direct and respectful in communication; does not hide problems, conflict or disagreements
  • Creative problem solver
  • Knows what scaling success looks like

Job Location

Remote - anywhere in the US

About Deque Systems

Deque (pronounced dee-cue) is a web accessibility software and services company, and our mission is Digital Equality. We believe everyone, regardless of their ability, should have equal access to the information, services, applications, and everything else on the web.

We work with enterprise-level businesses and organizations to ensure that their sites and mobile apps are accessible. With over 250,000 installed extensions and 4,000 audit projects completed, Deque is the industry standard. Join our growing family as we work to make the web a better place for everyone.

Usual reference and background checks will be required. Thank you for your interest in joining our exciting company!

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