Global Head of SMB/Channel Sales - Toronto

at  Pigment

OUR STORY SO FAR:

Since our founding in 2019, Pigment has become one of the fastest-growing SaaS companies in the world today. Our product, a highly efficient Enterprise Performance Management (EPM) platform is helping companies achieve their financial goals by quickly responding to dynamic factors in their respective markets including Tech, Retail, CPG & Financial Services.
In less than 5 years, Pigment has grown to over 380 employees across offices in New York, Toronto, London & Paris and attracted a total of $393M in investment from some of the top Venture Capital firms globally.
We serve companies including Unilever, Deliveroo, Gong and Brex to name a few!

MINIMUM REQUIREMENTS

• Bachelor’s Degree or equivalent practical experience
• 8 years of experience in enterprise software channel and/or alliances, with B2B Saas products selling to office of the CFO (Experience selling EPM/CPM/planning highly preferred)
• 3 years experience in B2B SaaS sales management
• Deep experience working intimately with partners (either in a resell, channel sales, and/or partner centric direct sales motion) with boutique and regional system integrators

PREFERRED QUALIFICATIONS

• Master’s Degree or equivalent practical experience
• Full Direct (New Business) sales cycle & Cross Selling (Expansion) responsibility, activated alongside Partners in all cases
• Entrepreneurial mindset and ability to execute. This is the start of a large scale build-out
• Ability to continuously expand product knowledge and stay up-to-date on industry trends to effectively position against competitors
• Demonstrate a strong adherence to process, with a passion for process improvement
• Strong customer-facing and presentation skills with ability to establish credibility with executives
• Ability to thrive in ambiguity and work in fluid environment with changing priorities

• Pipeline Creation - The AE’s in this role are recent promotes from the BDR organization. While they will be customer facing from an opportunity perspective (hand in hand with a partner 100% of the times), they also have responsibility to generate their own outbound pipeline on a regular basis
• Coaching - The north star for this program from a people development perspective is to be able to build “gold standard” AEs who are capable of running midmarket opportunities, but have a training ground rooted in Partnerships such that they know exactly how to work alongside partners to ultimately drive better wins and superior customer outcomes
• ARR Bookings - Primary goal of this role, but more importantly is NET ARR (accounting for churn), as we must bring in only Customers that have a high chance of success in implementing and adopting our product