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Job description
Commitment:Full-time
About D-Tools
Forover25years,D-Toolshasbeenthetechnologybackboneoftheelectronicsystemsintegrationindustry.Oursoftwarepowerstheproposals,designs,andprojectworkflowsforthousandsoftechnologyintegrationfirms,withtensofthousandsofusersdependingonuseveryday.Weareanessentialsolution,notanice-to-havetool,andbothourbusinessandindustryaregrowingsteadily.
TheOpportunity
D-Toolshasthemarketposition,thecustomertrust,andtheproductmoat.Whatwehaven’tbuiltyetisamodernrevenueenginetomatch.ThisisaCROroleforahands-onarchitect,notacaretaker.Today,ourgo-to-marketapproachrunsmoreonrelationshipsandreputationthanonrepeatablesystemsanddisciplinedintentionality.Weareaskingyoutochangethat:tobuildacompleterevenueenginethatmeetstheuniqueneedsofdisparatecustomercohorts(Enterprise,Core,andEssential),shifttheculturefromtransactionalorder-takingtovalue-basedselling,andowngrowthexpectationsacrossnewlogo,renewal,andexpansion.Ifyou'veprovenyoucanturnacapablebutunder-structuredrevenueorgintoarepeatable,accountablemachine,keepreading.
WhatYouWillOwn
Thecompleterevenuearchitecture:culture,GTMplaybooks,compandquotadesign,territoryandbookmodels,andthecustomerjourneyacrossacquire,grow,anddefend.
Clearleadershipandprioritizationoftheprimaryrevenuemotions:newlogo,newexpansion,win-back,upsell,renewal,andre-sell,eachsizedandresourcedtoitsopportunity.
Therevenueteam:recruiting,hiring,coaching,anddevelopingtheteamleadersandstaff,andholdingeachaccountabletosegment-specificKPIs.
Directsponsorshipofthelargestprospects,deals,andrenewals:abilitytobringGTMstrategyandplaybooktolifebypersonallyleadingpursuitsalongsideyourenterpriseteamlead,asanexecutivesponsor.
Cross-functionalpartnership:aligningwiththeCMOondemandgenerationandICP,feedingVoiceofCustomertoProduct,andrepresentingtherevenueorganizationtotheCEOandBoard.
WhoYouAre
Youhavecarriedanumberandhititasanindividual,manager,andeleader.Youhavedesignedandbuiltthestructuresthatfueledpredictableandrepeatableoverachievement.Youhaveattractedandledmanagersandstaffwhohavesuccessfullydrivengrowthoftheirown.YourcareerisinB2BSaaSrevenue,runningmorethanonemotionatonce:enterpriseandstrategicalongsidemid-marketandhigh-velocitydigital.Youmaynotpersonallycloseeverydeal,butyouarestillclosetothework:indealreviews,activewiththelargestopportunities,modelingdealstrategieswhenitmatters,andearningtrustfromsellersbecauseyoucanstilldothejob.Youareabuilder,energizedbydesigningorg,comp,andprocess,notjustrunningplayssomeoneelsedrewup.Andyouarereadytomakethehardstructuralcalls.
Required
Fourormoreyearsofsecond-lineleadership,managingothermanagersandleadersacrossbothnew-businessandaccountmanagement,notjustfront-linereps.
Provenownershipofthefullrevenuelifecycle(newlogo,renewal,expansion)withanexplicittrackrecordofchangingagrowthtrajectory:bookings,retention,expansion,andreducedchurn.Youownthenumber.
Directexperienceasarevenuearchitect:designingtheorgmodel,territoryandbookmodels,compplans,andaccountabilityrulesforasegmentedrevenueorg.
ExperiencestandingupormaturingaRevOpsfunctionfromafragmentedorimmaturestate,withworkingcommandofCRMdesign,forecastingmethodology(rollingmulti-quarter,MEDDPICCorequivalent),anddatagovernancesufficienttodirectabuildout.
Atrackrecordofleadingculturalandoperating-modelchange,withevidenceofassociatedimpactandoutcomes.
ProvensuccessatrecruitingandbuildingteamsbyattractingA-leveltalentthroughyourownnetworkandreputation.
Strongexecutivepresenceandcommunication:credibleandprovocativewithsellers,prospects,customers,andtheboard,andabletoresolvecross-functionalconflictwithoutescalatingeverytime.
Preferred
ExperienceinaVC-backedorinvestor-ownedcompany,includingboardreportinganddiligenceexposure.Successinasmallormidsize,resource-constrainedcompanyenvironment.FamiliaritywiththeelectronicsystemsintegrationorAVindustryandthemindsetofitsbuyers.ExperiencemanagingplatformmigrationswithinaSaaSenvironment.Bachelor'sdegreeinbusinessorarelatedfield;MBAaplus.BasedinorwillingtorelocatetoAtlantaorCharlotte.
WhatDrivesYou
Beyondexperience,wecareaboutcharacter.Threeprinciplesdefinetheculturewearebuilding:
Passion.Youcaredeeplyaboutbuildingaworldclassorganizationandtheimpactithasonrealcustomers.Thatenergyiscontagious.
Humility.Youlistenbeforeyouprescribe.Yougivecreditfreelyandownitwhenthingsgosideways.Noroomforegos.
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