Head of Sales/GM of Utah

Sandy, UT
Executive Leadership
Peek makes the world’s tours & activities easily bookable - anytime, anywhere. Peek’s industry-leading technology, Peek Pro, empowers thousands of operators to better manage and grow their businesses. The Peek.com consumer marketplace connects people with everyday adventures that create lasting memories. Peek’s rapid growth has made it the largest independent activities booking platform in the world, and the company has raised over $50m from top technology and travel investors such as Eric Schmidt, Jack Dorsey, Pete Flint, Paul English, the Pritzker family and Cathay Innovation. The company has over 170 employees worldwide, with offices in San Francisco, Salt Lake City, New York, Seattle and Chile. CNBC labeled Peek as the “OpenTable for activities,” it won the Tribeca “Disruptive Innovation Award” alongside Airbnb and the New York Times called Peek.com “a site you want to visit again and again.”

We are looking for a seasoned sales leader to guide the next phase of our company’s rapid growth. We need a strategic thinker, talented motivator, and someone who excels at “getting things done” in a dynamic entrepreneurial environment. This individual will lead a 50+ person team in our Utah office selling our Peek Professional SaaS platform (www.peekpro.com), the leading software for the $180bn+ tours & activities industry. We have demonstrated product/market fit with compelling unit economics, and now need an experienced executive to help us scale our sales organization and take the team’s performance to the next level. This role will report directly to the CEO, Ruzwana Bashir, with full responsibility over sales strategy, go to market and recruiting/team management.

Responsibilities: Sales strategy, systems, training and processes

    • Develop and implement the sales strategy to exceed revenue targets for our “Peek Professional” SaaS product, including the go-to-market plan and sales process from lead generation to upsell/retention
    • Cultivate and foster a winning culture through thoughtful performance expectations, driving the right behaviors to develop a pipeline, and providing clear direction, transparency, and proactive communication
    • Serve as the executive point person for driving sales at Peek, such as improving sales discipline, institutionalizing use of best practice sales methodologies and executing against growth forecasts
    • Oversee the responsibilities and key initiatives of our sales management team
    • Create, improve upon and audit sales processes and support resources (e.g., tip cards, talk tracks, FAQs, ROEs) through formal training programs and management coaching

Sales productivity and effectiveness:

    • Establish strategies for improving sales rep performance, both in volume (# of deals) and quality (size and value of deals)
    • Assist with complex sales negotiations, craft sales positioning and presentation approach, assist with proposals and POCs, and help drive the pipeline for high-profile “strategic” accounts
    • Develop and generate reporting to track all key sales metrics for the organization in conjunction with Head of Sales Operations
    • Optimize lead generation practices and manage territory planning

Recruiting & Retention:

    • Build and maintain a best-in-class sales team by recruiting, training, motivating and developing the right talent
    • Design compensation and incentive programs that engage and motivate the sales team while driving continual improvements in productivity

Operational Planning:

    • Oversee the management of daily and weekly AE activities, pipeline analysis, and forecasting efforts to ensure predictable top-line growth trajectory in line with company goals
    • Work closely with Finance and Operations teams to develop key operating assumptions & growth plans for the business
    • Collaborate with Business Operations team to build strategic data sets for market analysis and future sales planning purposes

Desired Qualifications:

    • 10+ years of sales management experience, preferably in scaling a metrics-driven SaaS sales team at a rapidly growing technology company in a highly competitive market
    • 5+ years in a VP of Sales or CRO capacity: managing managers and managers-of-managers within dynamic sales teams
    • Wide breadth of experience working with the full spectrum of sales talent: from entry-level reps to veteran sales executives
    • Experience with a multi-channel team selling SaaS tools to both SMB and Mid-market merchants 
    • Ability to build vision, understand and define requirements, design practical solutions, develop supporting business cases and implement solutions for clients
    • Extensive Sales Operations experience (forecasting, planning, analysis, sales systems, reporting, compensation and quota management)
    • Strong experience using CRM, Marketing Automation and Sales Acceleration tools such as Salesforce, Hubspot, Outreach, etc.
    • Strong problem-solving, project management and time management skills
    • High levels of analytical horsepower and ability to turn analysis into insight and actions.
    • Very organized with attention to detail
    • Bachelor's degree in Business, Sales, Marketing, or related discipline, or equivalent experience