Director, Sales (Individual Contributor) - Optoro

About Optoro:

Optoro is a fast-growing SaaS company headquartered in the heart of Washington, D.C. We are on a mission to revolutionize the retail industry by making every return simple and efficient through great technology, so that shopping can be easy and sustainable for everyone.

Our returns management system (RMS) is a cloud-based platform that spans the entire returns lifecycle — from initiation, return options, to processing, to restock, and ultimately resale. Our technology helps brands and third-party logistics (3PL) providers optimize and enhance one of the biggest headaches in retail…returns.

Our people are our greatest asset. We bring bold creativity and passion to maximize results, leverage our expertise and data insights to drive our decision-making, and work collaboratively with respect, integrity, and a growth mindset. Whether working with a team of colleagues or with clients, we foster a culture that celebrates our successes and learns from challenges, while having fun along the way.

Job Purpose:

The Director, Sales will lead the sales efforts related to 3PLs. This person will skillfully build and manage the entire sales pipeline, from new business prospecting to building relationships with potential clients to closing business and building channel partnerships. Utilizing their expertise in consultative selling, this person will clearly articulate the value proposition of Optoro’s solutions by gaining a deep understanding of the client’s problem areas. 

Responsibilities:

Sales

• Lead operational and strategic sales efforts to build and grow Optoro’s client base of 3PLs. 
• Understand target customer’s business needs, leveraging a consultative approach to develop customized proposals and determine buyer criterion.
• Initiate, develop, and maintain strong executive and decision maker-level relationships.
• Generate new business and sales leads through a mixture of networking and following up on marketing campaigns and inbound inquiries, along with strong channel partnership efforts.
• Ensure a long-term competitive edge for the business through a value-added approach to prospects and customers.
• Understand key and emerging market segments and the business drivers for each; help refine positioning as needed.
• Strategically forecast, manage and drive opportunities for closure.
• Continually develop knowledge and expertise of our product and the returns market to effectively sell to 3PLs. 
• Choreograph and conduct on-site assessments of customer requirements and needs
• Support the creation of the ideal go-to-market structure, taking into account our market and organization’s stage and our key buying personas.
• Develop and deliver custom sales presentations and demonstrations that influence strategy.
• Accurately maintain records in SFDC.
• Support other sales activities as needed to support Company growth and long-term goals. 

Solutions 

• "Solutioning" opportunities where we can tell a 'better together' with our partners' services/solutions integrated with Optoro's.
• Support detailed technical and operational process scoping sessions with clients to deepen understanding of opportunities and incorporate observations into business impact models.
• Configure and run compelling software product demonstrations throughout key points of sales cycle.

Cross-Functional Collaboration 

• Work with the PSO team to ensure successful implementation and launch of programs. 
• Work with the Tech, Client Success, and Product Organizations to drive continuous improvement via closed deal feedback loop, and in market feedback and feature prioritization processes.
• Work with Sales and Marketing leadership to drive continuous improvement in sales and the quality of partner-sourced sales opportunities.

Qualifications: 

• 10 years experience in selling at the C-level with demonstrated overachievement of sales goals
• Expert at managing and running complex sales cycles in the supply chain and logistics industry and/or Cloud (SaaS) environment
• Strong track record of developing new business relationships at all levels of an organization
• Self-motivated who thrives in a fast-paced, changing environment
• Demonstrated success hitting & exceeding a sales quota
• True “hunter” mentality
• Be a strong contributor to the sales organization while supporting and expanding our culture of accountability, professional development, high-performance, and ethical behavior

Preferred Qualifications:

• Bachelor’s degree
• Previous experience selling e-commerce, supply chain, or retail software

Perks: 

• Competitive base salary, benefits and equity plans
• Flexible paid time off
• Volunteer paid time off
• Perks for Parks Program
• Summer Fridays
• Health, dental, vision, and life insurance
• 401k match
• Sabbatical at 5 and 10 year anniversary 
• Outside learning opportunities for career development
• Opportunity to work with people who are passionate about what they do and also like to have fun

Optoro is an equal opportunity employer.