Position at XO Global LLC The Senior Director of Sales is responsible for the leadership of a nationally based team of a high caliber sales organization. They are tasked to direct and manage the effectiveness of the team. This individual must have a proven record of working in “white-space” and able to scale and manage at the Enterprise Level as well as be scrappy to sell with a quicker life-cycle. They also have to illustrate a Day 1-spirit of innovation/scrappiness and Think Big in terms of scalability and new ideas. Working effectively with other leaders and cross-functional partnerships is a must. RESPONSIBILITIES: Leadership/Management Lead a nationally based team in the identification, targeting, selling, closing of new clients and maintaining existing clients Define the characteristics of a successful sales team and builds on it to include recruiting, hiring and training new advisors on the sales process Ongoing development, leadership and day-to-day direction of advisors by fostering and empowering a highly effective team focused on aligning efforts and producing business results Direct activities that are necessary to strengthen client relationships, support growth initiatives and enter into new relationships Support direct reports by participating and leading in client and prospect meetings or using other corporate resources as required Coach direct reports regarding strategies to drive closure Consistently monitor the sales activity of the team, track and report on the results, and provide necessary performance management and coaching Responsible for the optimal deployment of sales personnel, make recommendations for changing roles or team configurations in order to maximize sales productivity Provide leadership to the sales organization and counsel to the EVP of Sales and Client Services in implementing sales organizational objectives that appropriately reflect XOJET’s business goals Work closely with leadership and Human Resources to establish a sales force training plan focused on developing and reinforcing critical sales competencies; prioritize training objectives for selling, sales management and sales support roles and oversee the delivery of training to sales management and sales support personnel Help fuel a healthy, fun progressive office culture encompassing the values of XO and leads by example Sales Efforts High closing environment and very clear pipeline management Subject Matter Expert on the terms and conditions of XO Programs Budget mindset focused on investments which produce results Versed and comfortable within our CRMs and post sales process Drive prospecting efforts and new business development opportunities (both short and long term) within assigned territory Define and deploy best practice prospecting methodologies and processes across all aspects of the lead generation workflow to include coordination with Company leadership and marketing Work with sales team to consistently bring new business and transition clients into programs Responsible for establishing and equitably assigning sales force quotas and ensuring XO financial objectives are optimally allocated to all sales advisors Accountable for the timely assignment of all sales organization objects Partner with Sr. Sales Leadership to identify opportunities for sales process improvement Facilitate successful implementation of new programs through the sales organization by ensuring a well-defined, efficient sales process is in place for launch; foster an organization of continuous process improvement Work with Human Resources and senior sales leadership to design sales incentive compensation programs that provide market-competitive pay, reinforces sales organization strategy and aligns with business and sales organization objectives Oversee sales compensation plan administration and works closely with Accounting, Finance and Human Resources to establish rules, policies and procedures associated with sales operations Direct and support the consistent implementation of Company initiatives QUALIFICATIONS & EXPERIENCE At least 10 years of leadership experience in comparable industries, with 5 years in a senior sales position (aviation experience preferred) Ability to plan and manage at both the strategic and operational levels Established contacts and relationships with potential customers and channel partners Outstanding consultative selling abilities and excellent interpersonal skills with executive level customers and partners Excellent written and oral communication skills; proactive approach to problem solving; ability to prioritize and manage competing needs and fully understand XO clients’ objectives and the tone of the marketplace The ability to gain respect and form advisory relationships with clients and influencers and forge lasting business relationships A high degree of organization and self-motivation is required Bachelor’s degree at a 4-year accredited university POSITION Department: Sales Location: Various Reports to: SVP, Sales FLSA Classification: Exempt