Job Description – Director of Sales and Marketing

As a certified B Corporation, WBS is an Ethics & Compliance service provider focused not just on the traditional bottom line, but also on our impact on our people, communities, and our planet.  As a woman owned and managed business that lives the values of justice, equality, diversity and inclusiveness, we at WBS are proud to be a force for good in this world.  As an impact driven company, we create speak -up cultures for domestic and international public, private and not-for-profit organizations by giving voice to people and making the world a better place. We offer a casual working start-up environment within a group of friendly and talented individuals.  Our employees rank us highly in terms of commitment to work / life balance.  One of the many reasons we are currently scored 4.7 out of 5 by our employees on Glassdoor.

Basic Function

Vision, Drive, Entrepreneurial Spirit, Energy. Do these words describe you?

WhistleBlower Security is looking for a talented individual to join our top tier team of professionals as the Director Sales and Marketing (DSM).  We are a West Vancouver based company with a solid foundation looking to continue to build on our successes.  This role will occupy a key strategic position within our organization.  Working closely with the President and other members of the Sales and Marketing team you will be responsible to help drive the exponential growth of WBS.

Your focus will be to drive revenue growth within existing lines of business, as well as new business development initiatives and products, driving marketing lead generation strategies, and growing our existing partner channel, all with the objective of shepherding WBS and the sales team to our next stage in revenue growth.  As the leader of the Sales and Marketing teams you will be responsible for building the narrative, messaging, and positioning of our brand/sales strategy and ensuring the execution of that sales and marketing plan.

Qualifications

The following are the principal qualifications for this position:

Experience

  • 5 to 7 years of progressive work experience in Sales and Marketing, preferably in a B2B SaaS environment.
  • 2+ years of account-based marketing and BDR experience, specifically with corporate or Mid-Market focus.
  • Experience in marketing automation and measurement, specifically in account-based marketing.
  • Familiar with Hubspot, Zoom, 6Sense, and Sendoso/PFL.
  • A love of analytics and a proven track record of using data to measure the success of ABM efforts.
  • Experience in business development activities including prospecting, lead generation, networking, and partnering.
  • Experience managing a sales and/or marketing team.
  • Experience selling SaaS or other software to SMEs.
  • Experience in the ethics & compliance / legal / HR industry a plus.

Major Duties

The following are the duties for the position:
  • Develop expertise of WBS’s entire suite of solutions.
  • Collaborate with President and Sales and Marketing Team to develop rapid growth strategies for all of the following:
    • SME client acquisition
    • RFP strategy and major client acquisition
    • Management of resellers and other strategic alliance partnerships
    • Development of new market segments, silos, and products.
  • Lead the company’s efforts to execute the above noted strategy, inclusive of building strong value propositions, pipeline management, client meetings, assisting with bids or requests for proposal, active prospecting, networking, etc.
  • Assist in implementing a robust sales and sales management related standard operating procedures.
  • Identify new product categories or revenue generating opportunities within existing client relationships through marketing and cross selling of new products and services.
  • Lead and coordinate  the effort to collaborate with resellers and strategic alliance partners to ensure that our efforts are synergistic and in step with WBS sales strategies to multiply our revenue generating channels.   Exerting your influence to ensure the best outcomes for WBS and building deep and broad relationships within our partner channel.
  • Help develop sales metrics framework, data collection, and benchmarking processes.
  • Responsible for in depth analysis of all sales related data points with a view to creating, in tandem with sales team and executive leadership a clear view of current state, and future revenue and growth projections.
  • Work with the team to analyze and segment data in order to determine targeted revenue growth strategies within those segments.
  • Analyzing market, industry, and consumer trends so that WBS can be ahead of the curve.
  • Assisting in the gathering of market intel and its analysis, with a view to leveraging this to enhance our offerings and create growth.
  • Performing competitor analysis and identifying closing gaps to capitalize on market opportunities.
  • Travel periodically to represent the company at various trade shows or to meet with key clients and partners.
  • Act as an expert in the field of ethics and compliance reporting and become a chosen speaker and relevant industry events.
  • Act as a key mentor for the existing sales team. Engaging in the sales process to assist sales team members to capitalize on best practices and achieve rapid growth of the business. This will include periodic coaching and development of sales team members as well as knowledge transfer to the team.
  • Leveraging your entrepreneurial spirit the DSM will contribute to acquisition of clients by practising and modelling for others in the following areas:
    • Creating an account strategy at the front end of the cycle to achieve client buy-in.
    • Identifying “buying influences” at all levels and their specific roles in the process.
    • Proactively engaging prospective customers and win over their trust by understanding their needs and advising the best course of action to resolve their issues.
    • Delivering presentations and webinars in a manner that immediately locks in your audience and your commitment to add value to their business.
    • Consistently capturing and monitoring own activity regarding webinars, lead generation, calls, and other key information within HubSpot each week, as well as coaching others on this front.
  • Develop and scale strategy with the goal of driving pipeline. In this critically important role, you’ll be responsible for the strategy, execution, reporting, and results of our global marketing programs.
  • You will implement an Account Based Marketing (ABM) strategy to drive strategic opportunities for WBS’s growth.   You’ll work cross-functionally to make our sales and marketing ABM processes as efficient as possible.
  • You will have cross functional influence on implementing an Outbound Sales strategy that aligns with our ABM program to capitalize on market opportunities in our space
  • Partner with Sales to select the right target accounts, and then develop the strategy and campaigns that will make an impact for those accounts.
  • You’ll work closely with our Content Marketing Manager, sales team, and ops team to set up a winning strategy that supports our growth in the Mid-Market segment.
  • You will manage outsourced marketing agency relationships and direct their efforts.
  • Operationalize ABM planning and reporting so we can clearly measure the success of our efforts in partnership with others on the marketing team.
  • Deploy the right programmatic and account-specific tactical mix so that we’re delivering the right marketing message at the right time.
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