What are the responsibilities and job description for the Head of Sales position at ONRAMP?

About ONRAMP

75% of our nation's freight is moved by truck and the underlying payments systems are fundamentally broken, relying on unreliable legacy technology from the 1980s. Join ONRAMP to build payments infrastructure that's purpose-built for transportation, tackling a massive opportunity in freight payments and creating a more efficient future.

ONRAMP is backed by top supply chain & fintech VC firms, with executives who have led teams at AmEx and Wex. You will find a team of individuals bringing their best to the table and working together openly to challenge the highly profitable, slow-moving incumbents that have dominated for decades.

What we’re looking for

We’re seeking a qualified Head of Sales to lead our SMB sales efforts and build a high-performing team around them. The ideal candidate will have extensive experience managing contractors and junior sales reps, templating and optimizing their workflows, and driving efficiency in sales motions, and providing consistent training to ensure team success. This role is critical in improving cold-calling efficiency, monitoring sales performance, and adjusting sales strategies to ensure the success of our sales efforts within the SMB trucking space, particularly for companies with limited online presence. The candidate will be directly responsible for finding SMB trucking firms who could benefit from our products and services. Establishing the first line of communication with a prospect, the ideal Head of Sales has a strong understanding of the sales process and excels at leading our reps to grow the portfolio. The candidate should be a quick learner who has strong communication skills and an ability to showcase our offerings in a compelling way. Every potential customer is an opportunity for boosting top-line revenue growth, customer acquisition levels, and profitability. This position reports into our CRO.

Objectives of this role

Represent the company’s products and services, using comprehensive knowledge as well as consumer research to explain how our solutions meet customer needs. Provide training to the sales team on how to effectively communicate these solutions to prospects.
Generate and close an extensive pipeline of qualified, SMB carriers that are searching for new technology to manage their fleet payments in the most cost effective manner.
Identify and implement best practices for refining the company’s lead-generation playbook.

Responsibilities

Manage, coach, hire and scale a team of LDRs and SDR’s, providing ongoing training and development to ensure reps are proficient in cold-calling techniques, sales processes, and the lead generation approach for SMB carriers. Assist your team throughout their sales cycles by deeply understanding customers’ needs and mapping them to the value of ONRAMP.

Continuously evaluate and refine the sales process to increase efficiency, especially around cold-calling, outreach methods, and qualifying leads. Provide targeted training to ensure the team is following best practices in these areas.

Monitor sales performance : activity, pipelines, monthly forecasts, and closed-deals to ensure quota attainment.

Regularly report on team and individual results through pipeline management and forecasting, working closely with the Executive team to establish the proper metrics and report weekly, monthly, and quarterly results.

Utilize CRM, cold calls, email, and marketing experiments to generate new sales opportunities.

Identify areas for improvement in sales processes and provide coaching to ensure that reps work efficiently, leveraging both inbound and outbound sales techniques.

Participate in the hiring and interviewing process, as well as training and ramp-up of new team members.

Qualifications

10 or more years of experience in sales, with a track record of exceeding lead targets.

Experience managing contractors and junior reps, optimizing workflows, driving sales productivity, and providing training to help the team grow and excel in sales.

Strong in person communication skills as well as via phone and email.

Proven, creative problem-solving approach and strong analytical skills.

Strong desire and ability to build high performing teams.

Bachelor’s degree (or equivalent) or at least five years of relevant work experience.

Proficiency with HubSpot or other CRM software.

Benefits

Health, dental, and vision insurance.

Meaningful equity in an industry-changing startup.

401k plan.

ONRAMP is an equal opportunity employer and values diversity at our company. We do not discriminate based on race, color, national origin, ethnicity, religion or religious belief, sex, sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, military or veteran status, disability, or other applicable legally protected characteristics.

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