Enterprise Sales Manager

WHO WE ARE

Seagull Software, LLC, is a global leader in real-time, item-level visibility and label management solutions, dedicated to powering the world’s most complex supply chains with innovative tools for traceability, authentication, and automated inventory management. Our BarTender™️ platform enables businesses across all industries to design, manage, print, and automate the production of labels, barcodes, and RFID tags, ensuring seamless tracking and compliance for over 100 billion unique identifiers each year. Leveraging the Mojix™️ high-security, scalable SaaS traceability platform, Seagull delivers end-to-end intelligence, harmonizing data to drive operational efficiency, enhance customer experiences, and reduce risk. Learn more at www.bartendersoftware.com.

We’re a growing, profitable, mid-size business with a nearly 40-year history of leading in our field. Headquartered in Redmond, Washington, with offices across the United States, Europe, and Asia, Seagull empowers businesses worldwide to keep their products moving, traceable, and safe.  You’ll work with global, talented, and diverse teams, passionate about what they do and its impact on everyone, everywhere.  Join us and help shape the way the world works.

LOCATION

Remote in the US with frequent travel.

JOB SUMMARY

We are planning for an anticipated future opening for a motivated innovator and dynamic B2B experienced sales and marketing executive who will accelerate new channel partnerships and reseller alliances. This position will primarily focus on new business development, prospecting, and lead generation. In strong partnership with Marketing, you will be responsible for achieving quotas and providing guidance and mentorship to a team of direct report sales executives. Effective collaboration with the solutions, product, and various departments such as Strategy, Marketing, Product Management, Contracts, and Customer Success is essential to attract, develop, and close prospects evaluating the purchase of our portfolio of products and solutions.

WHO YOU ARE

The ideal candidate for this role should possess expertise leveraging modern targeted marketing and sales strategies and tools to engage our ICP prospects and develop opportunities. A key for success will be the ability in negotiating business deals with large global complex F1000 companies, experience with negotiation tools (RFI/RFP, Sales Playbook, Pricing, Value, and Contract Negotiation) while demonstrating outstanding organization leadership, communication (written and verbal), problem-solving, and solution-oriented skills.

WHAT YOU WILL DO

Reporting to the Senior VP of Enterprise Sales & Partnerships, you will be accountable for developing new business F1000 clients with substantial six-figure and seven-figure deal sizes, while expanding brand visibility. You will manage the direct sales approach with a strong focus in Supply Chain technology solutions sales (WMS, TMS, ERP, planning solutions) and deliver successful partnership lead generation through closed-won bookings. This will include:

• Managing SaaS Enterprise selling to global Fortune 1000 accounts in Supply Chain.
• Selling into technology and manufacturing industries, CPG, retail, and possibly pharma in future.
• Working directly with and leading the strategies for marketing and lead generation to drive campaigns that build our sales pipeline to drive ROI and value.
• Nurturing/relationship management as executive sponsor of assigned alliances and channel partners.
• Outbound prospecting through creating value-based relationships with new prospects.
• Inbound lead development and prospecting techniques. Work closely with or manage a SDR/BDR function (directly or indirectly with Marketing).
• Opportunity progression from MQL to SAL (Sales Accepted Lead) through Contract WIN and even ongoing customer upsell and renewal.
• Consultative sales with a long sale cycle of 9-12 months, including solution design and data analytics to tell a story.
• Collaborating with internal team members cross-functionally.
• Developing business cases to justify investments in your solution, including problem solution customer pain points.
• Meeting deadlines and exceeding targets in RFP across multiple opportunities.
• Accountability for Sales Playbook and strategic coaching and training of Account Executives by Strong Sales Process and use of Salesforce tools driving account planning.
• 25% travel to corporate and/or other company office locations, new client sales engagement meetings, conferences, and events across North America and, occasionally, internationally.
  
  
  

WHAT WE REQUIRE

• 5 years of experience in SaaS Enterprise F1000 sales experience role, technology SaaS technology solutions-based selling in the supply chain and logistics technology industry space.
• Track record of selling software and solutions to VP/SVP, C-Levels in multiple verticals for long-cycle deals ranging in $250K to $1MM ARR and professional services range, MEDDPICC Sales Methodology is a plus.
• Experience in SaaS cloud solutions.
• Deep understanding of Supply Chain Management in technology solutions, inventory, planning, logistics, sourcing, demand forecasting, and transportation/distribution, including concepts, processes, and challenges.
• Understanding of high-level uses of RFID and serialization technologies in food, logistics, retail, luxury retail and/or automotive and industrial solutions is helpful.
• Experience in a hyper-targeted B2B ABM sales environment.
• Strong understanding of data and analytics enterprise technology.
• Strong leadership to leverage prospecting and proactive hunting for right personas.
• Strong analytical and organizational skills to manage multiple territories globally and simultaneously for new customers and existing customer projects.
• Achievement of quarterly targets, focus on deal closing strategies, managing existing account upsells and renewals through CRM account planning playbooks, and tracking performance with KPIs and metrics for performance management.
• Salesforce CRM, HubSpot and LinkedIn Sales Navigator experience.
• Demonstrated ability to communicate effectively, establish relationships quickly and deliver compelling sales messages (via video, phone and in person).
• Strong understanding and experience in messaging and positioning SaaS value prop to buyer personas of mid to large enterprises.
• Excellent writing, editing and proofreading skills – writing samples required.
• Strong relationship management skills.
• Proven cross-functional collaboration skills to drive Lead Generation with support into the strategy and product management team of customer solution and requisitions to onboard and execute across sales organization.
• Experience with successful cross-functional product launches.
• Creative, proactive and assertive, with the ability to accelerate delivery of deal cycle.
• High attention to detail with ability to remain organized and multi-task, meet established deadlines and monitor project timelines and workflow.
• Goal-oriented, self-motivated, self-starter with strong business acumen and the ability to adapt in a fast-paced, high-growth tech environment where the only constant is change.
• Desire for continuous learning
• 25% travel
  
  

EDUCATION

• Bachelor’s degree preferred or equivalent work experience.
  
  

COMPENSATION & BENEFITS

• Compensation for this full-time job is an annual base salary between $96,848 - $145,272 with participation in a quarterly commission plan. The specific salary offered to a candidate may be influenced by various factors, including but not limited to the candidate’s relevant experience, education, or location.
• Excellent medical, dental, and vision plan
• 401K with 100% employer matching up to 3.0% with immediate vesting period
• Accrual of 21 days of PTO (combined vacation and sick days) per year for the first four years of employment, with additional accrual increases for years of service
• 10 paid company holidays per calendar year
• Company-paid life insurance, short-term and long-term disability benefits
• Tuition-reimbursement benefits
• Free parking (Redmond WA HQ)
  
  

TERMS OF EMPLOYMENT

Upon hire, you must be able to provide documentation that proves authorization to work in the US without visa sponsorship.

OUR CULTURE

We offer a dynamic, culturally diverse, and fun environment where people with energy, creativity, and passion work together to deliver amazing product experiences for our customers. Join a team where your background is valued and respected, and your unique insights and ideas contribute to building a culture of diversity, equity, and inclusion.

EQUAL EMPLOYMENT OPPORTUNITY

Seagull Software, LLC, is proud to provide equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of recruiting and employment.