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Regional Enterprise Sales Lead, East (NYC)

OnSiteIQ

OnSiteIQ

Sales & Business Development
New York, NY, USA · Remote
Posted on Tuesday, July 25, 2023

About Us:

At OnsiteIQ, we’re building the definitive verification layer for real estate construction, partnering with real estate owners, developers, and investors to deliver the insight they need to make business-critical decisions about their portfolios. From technical teams pioneering advancements in machine vision to sales and operations teams expanding our footprint, OnsiteIQ is growing quickly. We offer competitive compensation and benefits and a world-class team committed to solving hard problems.

About the role:

OnSiteIQ is looking for an Enterprise Sales Lead for US Northeast, US Mid-Atlantic & Canadian markets. As an Enterprise Sales Lead you will manage all sales activities within your region selling into assigned accounts composed of the nation’s premier Real Estate Developers, Property Owners and Corporations as well as Real Estate Private Equity Funds and Lenders. Responsible for end-to-end sales motions with our largest customers, you’ll drive awareness on a new and innovative way to capture and monitor progress for construction sites. You’ll represent our brand and move our mission forward with the responsibility of connecting with real estate partners and closing deals. As one of the earliest members of the team, you’ll have a lasting impact on our business.

You will have the ability to work in a hybrid capacity from our HQ office located in Midtown Manhattan and travel as needed (25-50%) for customer visits.

What you’ll do:

  • Lead revenue objectives for your assigned Region and close deals to achieve an assigned Annual Contract Value (ACV) Quota.
  • Report directly to the CRO.
  • Connect with C-level executives, VPs of Construction/ Development and Project Managers in an outbound sales motion.
  • Assess revenue potential in your assigned accounts and build and execute on your account strategy and business plan.
  • Work with Business Development Reps (BDRs) to tackle top-of-funnel leads as a team and improve Sales Qualified Lead (SQL) conversions.
  • Drive top of funnel activity including cold calling with BDR team, managing targeted email campaigns and attending industry events.
  • Maintain a healthy sales pipeline within your region (3-5x of quota), including a smart balance of targets, prospects, and sales qualified leads.
  • Work with local partners and sales channels to extend reach and drive the adoption of solutions.
  • Take a consultative approach to prospect requirements and present the best possible solutions.
  • Create and deliver effective sales presentations to articulate OnSiteIQ’s compelling value proposition.
  • Create and manage account plans for top accounts.
  • Develop and present ROI models to support the OnSiteIQ business case.
  • Develop effective strategies for winning in a highly-competitive and fast-growing industry.
  • Own and fully manage responses to RFPs/RFIs, when applicable, and all other types of prospect communications.
  • Leverage internal product management, operations, leadership, and engineering resources to solve prospect needs and issues in the spirit of true team selling.
  • Accurately forecast sales pipeline to sales management.
  • Accurately document all activity in our Salesforce.com system

You have:

  • 7+ years of experience selling B2B SaaS products and knowledge of SaaS metrics and SaaS sales cycles.
  • 2+ years in an enterprise SaaS sales role consistently closing $250K+ annual contract value (ACV) deals.
  • Experience selling a first-to-market product where many times you need to find ways to uncover pain points with customers seemingly comfortable with the status quo.
  • Mastered value selling vs. selling only features/functions.
  • Leadership skills to motivate a multi-functional team behind a common goal.
  • Aptitude towards data decision making and KPI tracking.
  • Ability to thrive in an entrepreneurial environment where the playbook is being created.
  • A measured balance of patience and persistence in a sales cycle.
  • Ability to work in partnership with cross-functional teams when required.
  • Proven "hunter” track record of consistently over-performing quota and ranking in the top-tier.
  • Classical sales training in one or more value-based sales methodologies.
  • Ability to conduct strong, convincing, professional, effective online/virtual meetings.
  • Excellent business writing, oral communication, and interpersonal skills.
  • Ability to travel as required.
  • Strong working knowledge of Salesforce (Required), LinkedIn (Required), and Dodge Data (Preferred).

Exceptional team members have:

  • Bachelor’s degree in engineering, business or finance with an analytical mindset.
  • Experience selling financial, quality control or risk mitigation solutions into the real estate industry, specifically the commercial construction segment (Preferred, not Required).
  • Strong VP, C-level, and Board member level communication skills.
  • Ambition, curiosity, coachability, a high aptitude, a great moral compass, and perform as a selfless team player with collaborative tendencies.

Our Assessment Process:

  • Pre-screening with the Recruiting team.
  • Sales capabilities discussions and deep-dive with Sales Management and/or CRO.
  • Non-technical, cultural interview with People team.
  • In person visit and group presentation in NYC office to Executive Leadership.
  • Strong reference checks from current or former managers and/or customers.
  • Duration: 3-4 weeks.

Why You’ll Like Working for OnSiteIQ:

  • Lucrative comp plan with quarterly bonuses and trip incentives.
  • 50/50 base/variable comp structure.
  • Competitive equity packages for qualified candidates.
  • Unlimited PTO so you can take the time you need.
  • Working with innovative and transformative construction technology. You will be changing an industry and make a lasting impact.
  • Working with other team members who want to win, but do it with respect and collaboration.
  • Growth opportunities for consistent, high performers.
  • We care about you. We offer competitive health, dental, and vision insurance for employees and their dependents.

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.