Founded in 2016, Suuchi is reinventing the apparel supply chain and is the answer to one of the last multi-trillion dollar problems yet to be solved.

We are enjoying significant business momentum, selling our platform to midsized and large brands to digitize their supply chains and drive shorter lead times and stronger gross margins. We now need to accelerate this momentum under the leadership of a seasoned sales executive, who will develop and execute repeatable, data-driven, actionable and scalable inside selling processes that expand marketplace presence and over-achieve annual revenue targets. The sales leader will create and drive a culture of accountability and achievement for both short-term and long-term goals and objectives. Working collaboratively with the CEO and senior management team, in particular CFO, Marketing, Product, Customer Success and Operations, the VP Sales will clearly articulate, create, lead and execute the company’s revenue plans and become the recognized leader in the apparel supply chain market.

Suuchi’s VP of Sales will:

1. Build High-Performing Teams and Lead Them to Success

Design and oversee a cross-functional sales organization, including sales development, inside sales and sales operations.
Develop staffing plans and hire A players. Expected to always be recruiting, for present & future needs, and developing a network, so we are able to grow efficiently in the future.
Increase penetration with midsized retailers and manufacturers, and align strategies and resources, including marketing and product requirements, to define and validate our value for identified opportunities.
Coach team to improved performance, reducing deal cycle times and improving forecasting accuracy. Serve as executive sponsor to drive higher close rates and increased average deal value.
Create a culture of continuous learning and training in which wins are shared and replicated and losses are shared and avoided.
Ensure product knowledge and sales philosophy/strategy are established and understood by Sales teams through focused team development and training programs.
Identify team processes and skill deficiencies for ongoing training development to drive increased performance and success of reps.

2. Drive Repeatable Sales Processes & Tight Supporting Operations

Develop and implement scalable processes for landing new logos that are metrics driven, provide actionable and accurate data for building and accelerating pipeline, and support achievement of ARR targets.
Create a culture of strong CRM hygiene, in which the team is expected to enter complete and accurate data into CRM, and if it is not documented in the CRM, it didn’t happen.
Develop and implement pipeline management disciplines, including regular pipeline reviews, in order to provide senior management with dependable and accurate monthly revenue forecasts (goal of 90%+ accuracy).
Conduct weekly forecast meetings. Coach direct reports on strategies to drive closure.
Develop and implement a Sales Operations discipline, including accountability for pipeline management discipline, product and market training, new hire onboarding, quota and compensation plan development and tracking, and development and tracking of a comprehensive sales management dashboard.
With a data-driven, customer-centric mindset, identify ways to define and optimize the sales approach, including product demos, automation of manual tasks, and implementation with Marketing & Product teams

3. Collaborate Cross-Functionally

Work cross-functionally as a leader, operator, active communicator
Be a customer and market advocate, taking a proactive approach to sharing frontline learnings with the organization to ensure continual optimization. For example, drive new feature requests from sales pitches to the Product team, and in reverse, ensure team enablement on roadmap so that futures can be sold.
Work closely with management team to ensure inside sales efforts are in synch with Product, CFO, Marketing, Customer Success and Operations.
Work closely with CEO and CFO as strategic advisor.
Work closely with the Marketing team to define shared goals and execute on demand generation strategies that efficiently build and accelerate pipeline.
Engage with and leverage broader team to effectively recruit & hire A Players.

The Person

Ability to Over-Achieve: Proven track record of consistently over-achieving annual revenue targets as a leader, builder and individual contributor through new logos acquisition strategies executed by inside sales teams
Go-to-Market Domain: Knowledge of how mid-market organizations buy and adopt SaaS solutions.
Team Builder: Experience building and managing sales development and inside sales teams of A players with strong ability to inspire both seasoned and early-career professionals
Effective Negotiator: Proven sales skills in velocity deal development, financial structuring, negotiations and closing with new customers.
Playbook: Successful track record of defining and operationalizing sales methodology and process. Has a playbook for value-driven inside sales success and knows how to create a healthy tension between driving consistency and giving reps flexibility
Analytically Capable and Metrics Driven: Makes data-driven decisions with understanding of the data and its sources. Is continuously working to optimize process to improve success metrics.
External Relationships: Has a track record of establishing executive-level relationships across a variety of industries.
Closer: Able to close and teach others to close B2B SaaS deals ranging from $30k-$100k ARR
Strategist & Tactician: Thrives in an entrepreneurial, startup environment, moving quickly, thinking strategically, and superb at tactical execution. Able to set the multi-year plan to meet revenue objectives, coalesce these strategies into tactical plans, set objectives for team members and hold people accountable to achieve the agreed objectives.

Personal Characteristics

Energetic, assertive, tenacious with high attention to detail
Shows the highest level of integrity, intent, ability and results in all endeavors building trust with all stakeholders
Strong work ethic, positive attitude, professional poise and self-starter
Has the courage to test, refine and implement new ideas
Personal flair and influence; motivates and inspires others to act and perform
Customer-focused and commitment to quality service (internally and externally)
Team player highly adept at building strong relationships internally and developing staff to do the same
Excellent presentation, organization, listening and interpersonal skills, with an ability to write and speak succinctly

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