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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates extensive experience in leading and scaling high-performing B2B SaaS sales organizations, with a strong focus on achieving bookings targets and managing complex sales cycles. Proficient in pipeline management, forecasting, and executing disciplined sales strategies across diverse market segments.
Highest-signal resume keywords
10+ Years B2B Sales ExperienceLeadership Experience in SaaSSales Performance ScalingExpertise in Pipeline ManagementProficiency with Salesforce
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Sales Strategy DevelopmentForecastingDeal StrategyAccount CoverageKPI MonitoringSales Methodology AdoptionValue-Based SellingComplex Deal ExecutionSales Performance ManagementTerritory Design
Soft Skills
Strong Executive PresenceCommercial JudgmentExceptional CommunicationNegotiation SkillsCross-Functional Collaboration
Tools & Technologies
SalesforceSales Engagement ToolsReporting ToolsCRM SystemsData-Driven Decision Making
Certifications & Qualifications
Bachelor's DegreeMBA Preferred
Industry Keywords
B2B SalesSaaSEnterprise SoftwareFood ManufacturingSupply ChainComplianceERPPLMQMSRecurring Revenue Business
Tech Stack
Tools & technologiesERP
About the role
Key responsibilities & impact- Drive new business bookings, sales execution, and predictable revenue growth across Trustwell’s software portfolio
- Translate company growth objectives into a disciplined sales strategy and build a high-performing, accountable sales organization
- Own new-logo sales performance, territory and account coverage, pipeline generation and conversion, forecast commitments, deal strategy, talent development, and frontline sales management
- Own new-logo bookings performance against annual and quarterly revenue targets across enterprise, mid-market, and international sales segments
- Develop and execute sales plans, territory coverage, account prioritization, and capacity strategies
- Lead, coach, and develop sales leaders and account executives
- Own forecast accuracy through pipeline reviews, deal strategy sessions, qualification discipline, and executive reporting
- Drive pipeline creation and conversion with SDR leadership and Marketing
- Build repeatable sales motions across FoodLogiQ and Genesis Foods, including cross-platform selling and complex enterprise pursuits
- Lead executive engagement, commercial negotiations, and deal strategy on strategic opportunities
- Establish and monitor KPIs including bookings, quota attainment, pipeline coverage, win rates, sales cycle, average contract value, and rep productivity
- Partner with Revenue Operations on CRM hygiene, sales reporting, territory design, compensation inputs, and data-driven decision making
- Partner with Revenue Enablement on onboarding, coaching, sales methodology adoption, and ramp to productivity
- Collaborate with Product and Solutions Engineering on product positioning, competitive strategy, and customer solutions
- Recruit, retain, and develop sales talent; manage performance and succession planning
- Create a culture of ownership, customer-centric selling, operational rigor, collaboration, and consistent execution
- Directly manage and develop sales leadership and account executives across assigned segments
- Lead sales execution, forecast commitments, territory coverage, and strategic deal escalation
Requirements
What you’ll need- 10+ years of progressive B2B sales experience, including significant leadership experience in SaaS or enterprise software
- 5+ years managing sales teams and leaders with direct accountability for bookings and quota attainment
- Proven success scaling sales performance in a recurring-revenue business
- Experience in a $50M+ ARR environment preferred
- Experience in food manufacturing, food safety, compliance, supply chain, ERP, PLM, QMS, or related enterprise software preferred
- Bachelor’s degree required
- MBA preferred
- Demonstrated ability to lead and scale high-performing B2B SaaS sales organizations and consistently deliver bookings targets
- Strong executive presence, commercial judgment, and ability to engage C-suite buyers and internal leadership
- Deep expertise in enterprise and mid-market sales cycles, pipeline management, forecasting, and complex deal execution
- Experience managing multi-product software portfolios and value-based selling to multiple stakeholders
- Highly analytical; able to diagnose funnel and productivity gaps and translate findings into corrective action
- Strong people leadership, recruiting, coaching, performance management, and organizational development skills
- Ability to balance long-term GTM strategy with hands-on field leadership and deal execution
- Exceptional communication, negotiation, presentation, and cross-functional collaboration skills
- Experience implementing structured qualification methodologies, mutual action plans, and sales operating cadences
- Proficiency with Salesforce and modern sales engagement, forecasting, and reporting tools
- Demonstrated ability to lead through change in a fast-growing, metrics-driven organization
- Acceptable background and references required upon conditional offer
Benefits
Comp & perks- Full healthcare benefits, including medical, dental, and vision
- Supplemental benefits, including STD, LTD, HSA, 401k, etc.
- Responsible Time Off (PTO) + Holiday Pay
- Competitive Compensation + Bonus
- Equity program eligibility
- Growth opportunities
- Diverse workforce and equal employment opportunity commitment
- Reasonable accommodation during the employment process