Expansion Sales Manager

Job Description:

The LA-based Sales Manager will be joining a fast-growing team to help our technology company, renew and expand our client base for our financial close management solution. Our solution is targeted at those responsible for the finance and accounting functions within organizations of all types and sizes.  Our solution appeals to titles such as Chief Financial Officer (CFO), Controller, Corporate Controller, VP -Finance, Director of Finance, Accounting Manager, Accounting Supervisor.  Our company was founded by accountants and we retain a deep commitment to our accounting heritage by continuing to hire as many CPAs and individuals with practical accounting experience as we possibly can.  The ideal candidate will possess at least 2 years of renewal/install base sales experience, at least 2 years of renewals/install base  sales management experience, preferably in a SaaS environment, and have demonstrated high levels of professionalism and work ethic.  Prior experience with Close Management, accounting/finance, or FinTech software, highly desirable. 

Responsibilities Include:

  • Directly manage a team of Expansion Account Executives (EAEs) based in the LA office and remotely.

  • Own all aspects of the team and team members’ success including;
  • Achieving assigned net revenue retention, sales expansion, and  cross sell/upsell targets
  • Recruitment
  • Hiring
  • Training and Development
  • On-going coaching and career development

  • Ensure consistency of best practices across the entire team, operationally and via the sales process
  • Utilize SFDC to manage all aspects of the teams’ activities, opportunity discovery, opportunity management and accurate forecasting
  • Work closely with other Sales and Marketing management personnel to facilitate frequent and open communications regarding the performance of the team and explore ways to improve all related processes
  • Work closely with Customer Success Managers to ensure an appropriate level of communication cohesiveness, and opportunity discovery and cooperation through all levels of the sales organization
  • Provide input and feedback regarding competitive activity and future product direction
  • Develop and maintain a deep level of understanding of the problems our clients face with effectively closing their books and the way in which FloQast helps solve these challenges
  • Work effectively in a team environment
  • Other duties as needed

  • Other Details and Duties:

  • Conduct weekly 1:1 meetings with team members to review performance, listen to calls, provide coaching and direction on ways to improve and succeed
  • Conduct weekly team meetings to build momentum and motivation amongst the team and share pertinent information on progress toward team goals 
  • Active engagement in sales cycles; this is a “hands on” sales management role
  • Ability to provide an accurate and timely forecast on a weekly basis
  • Utilize and maximize use of critical sales technologies
  • Set, track and manage team KPIs
  • Adopt and coach to Sandler sales methodology
  • Provide weekly summary reporting to Sales Management

  • Desired Qualities and Skills:

  • 2+ years of sales experience, preferably in a SaaS environment
  • 2+ years of sales management experience, preferably in a SaaS environment
  • High level of professionalism and work ethic
  • Prior experience with Renewals, cross sell and upsell required.
  • Prior experience  in Close Management, Accounting, or FinTech software highly desirable
  • Ability to utilize SFDC and activity metrics to discern team performance and rapidly discover areas for improvement, and implement plans to effect those improvements
  • Passion to achieve success and self-fulfillment through the success of a team
  • Ability to relate to a wide variety of people, connect with them on an individual basis, and maximize their performance both individually and as a team
  • Effective coaching and counseling others
  • Able to work in a fast-paced environment and handle multiple client engagements
  • Highly energetic, positive and enthusiastic team player with strong interpersonal skills and collaborative orientation
  • Tenacious and committed to exceeding targets
  • About FloQast    www.floqast.com

    FloQast is a fast-growing, Los Angeles-based, growth-stage company redefining how a critical business process (financial close) is performed.  Our growth and success are fueled by a passion to define and dominate the close management software market. We are the first company of our kind to focus specifically on the mid-market. Our prospects have been hungry for a solution like FloQast and the response has made FloQast among the fastest growing FinTech companies with now more than 1,000 customers, including Lyft, Zoom, Twilio and the Golden State Warriors.

    - We are fanatics about the success of our customers.  Check us out on G2 Crowd

    - We are equally fanatic about creating and maintaining a fabulous culture of support and success for all employees.  Check us out on Glassdoor

    - We are moving quickly and there is a huge upside opportunity in terms of career growth

    - FloQast offers competitive compensation, stock options, full benefits, and a positive and supportive work environment   

    - Named among Best Places to Work by LA Business Journal in 2020, 2019, 2018 and 2017

    - Ranked #10 on The SaaS 1000

    FloQast, Inc is committed to operating fair and unbiased recruitment procedures allowing all applicants an equal opportunity for employment, free from discrimination on the basis of religion, race, sex, age, sexual orientation, disability, color, ethnic or national origin, or any other classification as may be protected by applicable law. We aim to recruit the right people for the jobs we have to offer, and to assess applications on the basis of relevant skills, education, and experience. We welcome people of different backgrounds, experiences, abilities and perspectives. We are an equal opportunity employer and strive to provide a professional and welcoming workplace for all employees.