VP, Sales- 190919

Pleasanton, CA
Sales – Sales - Client Management
Full time
Ellie Mae is the leading cloud-based platform provider for the mortgage finance industry. Ellie Mae’s technology solutions enable lenders to originate more loans, reduce origination costs, and reduce the time to close, all while ensuring the highest levels of compliance, quality and efficiency. Visit ‪ EllieMae.com to learn more.

The Vice President of Sales reports directly to the Senior Vice President of Sales and Client Management and will lead a broad team of sales professionals to achieve new revenue objectives for Ellie Mae.  The Vice President will implement and manage sophisticated sales processes to enable Ellie Mae to continue to acquire new customers and increase our revenue footprint across our customer base.  This executive will manage, train, motivate and monitor performance across his/her organization, including sales leaders and individual contributors across multiple geographies, customer segments, and product sets.  Ideally located in the San Francisco Bay Area but will consider other locations.

Summary of Responsibilities

    • Achieve or exceed team revenue bookings goals across Ellie Mae’s SaaS solution set, including both new customer acquisition and cross-selling solutions into our current customer base.
    • Train, coach, motivate and grow the account executive, solution executive and insides sales teams
    • Help design and implement sophisticated customer engagement and sales processes to maximize sales effectiveness across the organization
    • Coach and continue to develop the sales team on Territory Management skills
    • Coach and continue to develop the sales leadership team to drive productivity and effectiveness within their individual teams and territories
    • Establish metrics and reporting methodology to ensure sales team follows up appropriately on all leads
    • Work with Marketing to develop and execute appropriate campaigns to drive interest with both new prospects and existing customers
    • Partner with Product to ensure the voice of the customer is front and center as we evaluate new features and offerings for our customers.
    • Consistently monitor and refine business processes and metrics
    • Enforce consistent and effective use of the CRM system
    • Remove roadblocks for sales professionals should they occur
    • Travel to tradeshows and customer accounts

Basic Skills and Qualifications

    • BA/BS/MBA required or equivalent work experience
    • 12+ years of increasing sales leadership experience & responsibility
    • Can demonstrate successful experience in managing both direct sellers as well as managers of direct sellers in a fast-paced new business sales environment
    • SaaS solution sales experience required
    • Deep mortgage industry expertise preferred
    • Must have strong C-Level presence and executive credibility
    • Strong experience selling against competitive pressure – both features and pricing
    • Experience managing teams that have consistently achieved quota
    • Strong track record of recruiting, hiring, training and motivating a sales staff
    • Proven prospecting, presentation and negotiation skills
    • Demonstrated success coaching account executives to improve selling skills using a proven sales methodology
    • Knowledge and experience using CRM packages, preferably Salesforce.com
    • Demonstrated leadership skills
    • Outstanding interpersonal and organizational skills
    • Superior client relationship skills and ability to focus on multiple client needs simultaneously

Key Attributes

    • Ellie Mae is seeking a world-class leader with a proven track record of successful outcomes in all aspects of professional sales
    • Hungry, passionate, strategic, super self-assured, highest integrity
    • High intellectual horsepower
    • Has been on the inside of high growth organizations
    • Customer and market centric - “craves” customer and market input and interaction
    • Extreme resonance with core value of empowerment/self-determination
    • Thoughtful about leadership and the psychology of business, very in touch with humanity and heroism, gets more out of his/her people than he/she ever should
    • Empowers rather than mandates but is not deferential nor afraid to communicate in a pointed way
    • Has dealt with rapid growth, dynamic business, lots of reinvention/change, can roll with fluidity and trial and error
    • Exceptional negotiator with excellent ability to work hand in hand with senior attorneys
    • Is a senior leader, able to engage and influence C-Level executives
    • Travel will be 50%

Ellie Mae is an equal opportunity and affirmative action employer. Women, minorities, people with disabilities, and veterans are encouraged to apply.

We do not accept resumes from headhunters, placement agencies, or other suppliers that have not signed a formal agreement with us.