Abacum The Sales Director – NA at Abacum leads the US account executive team selling planning software to finance teams. This role involves coaching reps, owning revenue targets, and engaging with senior finance executives.
Responsibilities
Lead, develop and grow a team of enterprise account executives selling planning software to finance teams.
Own your team's revenue target and the execution plan behind it, quarter by quarter.
Drive pipeline generation across the team, setting expectations for the prospecting your reps do themselves and working with marketing on demand in your segment.
Run an accurate, disciplined forecast that leadership can plan against.
Coach account executives on opportunity qualification, multi-threaded enterprise deals and deal strategy through individual and team sessions.
Step personally into complex negotiations and strategic deals where your involvement helps close.
Engage directly with CFOs, finance executives and other senior decision-makers as an executive sponsor on key accounts.
Build the hiring plan for your team and design the recruiting, onboarding and ramp that gets new sellers productive.
Work closely with marketing, product and customer success to bring what you learn in the field back into the business.
Enterprise performance management expertise: You have at least five years in the EPM industry and can speak fluently about the FP&A market, the competitive landscape, how finance buyers make decisions, and what enterprise planning solutions actually do.
Frontline sales leadership: You have five or more years leading B2B SaaS or enterprise software sellers directly, with a consistent record of hitting or beating team quota.
Team builder: You have built and developed high-performing sales teams in high-growth environments and can point to individuals whose performance you measurably improved.
Qualification
Fluent knowledge of the FP&A marketA bachelor's degree
Required
At least five years in the Enterprise Performance Management (EPM) industry
Fluent knowledge of the FP&A market, competitive landscape, finance buyer decision-making, and enterprise planning solutions
Preferred
Experience selling into mid-market and enterprise finance teams in both directions, so you know where the motion differs.
Time spent at a company scaling its US presence from an existing international base.
A bachelor's degree, though equivalent professional experience carries the same weight here.
