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NeuGroup is seeking a Director of Sales and Customer Success to lead member acquisition and retention of treasury and finance professionals and our collaborative effort with solution providers to deliver mutual success. This entails working with our 1) current members and prospective future members to identify and understand their professional and personal objectives with regard to current projects and priorities at their companies, finance functions, career or personal development to determine how we can help meet them with our platform for knowledge exchange and 2) current meeting and content sponsors as well as past and prospective future sponsors to identify and understand their objectives with client engagement, product development and content marketing to determine how we can help meet them with our platform for peer knowledge exchange.

This role will cultivate continuing relationships and connect our network with the networks of our members, plus explore ways to migrate one-off sponsorships of meetings, research and content features to a recurring collaboration model. This is part of larger digital transformation to more effectively support our stakeholders and focus on the customer journey.

NeuGroup connects people to exchange knowledge and distills insight to help them succeed and realize their full potential. Our current niche is connecting treasury and finance professionals at large corporations and regional banks with their peers and vital service providers, but our model can be applied to multiple disciplines. We connect people primarily via membership peer groups that meet face-to-face twice per year. These groups form a network of 750 member professionals from over 250 organizations including the worlds largest mega-cap companies. Our members are primarily in the US, but also Europe, Latin America and Asia. We seek the support of service providers who wish to engage with our members via sponsorship of events and other content. Our pool of sponsors includes the top global corporate and investment banks, asset management firms, treasury and financial technology firms, insurers and insurance brokers, treasury and finance advisers and consultants including the Big Four, financial market information and data analytics firms, financial exchanges, payment services platforms, credit rating agencies and providers of business process outsourcing for corporate financial services.

Knowledge exchange with these professionals supported by our research puts us in a unique position to distill insight with them and generate insightful content. This content will serve to attract more people to connect and contribute to our knowledge exchange platform; it will also generate additional revenues from customers who pay to receive the insight distilled from knowledge exchange across our network. Content and the diversification of our platform to connect professionals for knowledge exchange, including between practitioners and service providers to derive value from current solutions and develop whats next, will drive our growth.

In this role you will work with our peer group and content leaders to refine and execute the sales and customer success plan, and our marketing and customer journey team to nurture customers and cultivate enough of the right prospects to achieve revenue and profitability goals. In addition, you will:

• Interact with our top member and sponsor customer accounts to ensure their success with NeuGroup and retain and develop new business.
• Develop an appropriate outreach cadence in conjunction with membership programs, event and content sponsorship to increase customer health/success.
• Broaden and escalate our current customer account relationships to more senior decision makers.
• Develop an outreach program to bring back lapsed member and sponsor customers.
• Develop an outreach, qualification and prospecting program to identify new member and sponsor customers.
• Work with Founder & CEO, and reporting to the COO, the Sales Director will work with peer group leaders, content and marketing/customer journey team along with the rest of the sales team to develop new groups, products and services, as part of general business development originating from your engagement with customers and prospects.
• Assist with further refinement of the customer journey on the provider side and create a recurring revenue business model for them.
• Lead the sales team to identify and recruit members, including working with sponsor customers and prospects to source new members. Define sales team strategy and execute plan demonstrating progress on key performance indicators including revenue generation and sales quota success.
• Sell appropriate data and content offerings from our knowledge exchange to improve the solutions offered by providers of services to our member customers and their peers.
• Engage with member customer advocates to help with the above.
• Assist with developing information capture and reporting to measure and improve the performance of our sales and customer success program and how we are tracking against targets.

Requirements

• BS, BA in Business, Sales or Finance
• 3+ years experience in leading a sales team
• 3+ years Salesforce or similar CRM in depth experience

Qualifications and Skills

• Experience leading successful sales team

• Knowledge of Sales team data driven strategies such as MEDDICC.
• Have a demonstrated track record in meeting sales targets both with new prospects and existing account-based selling.
• Have experience related to customer success-based value delivery in a recurring revenue business model, e.g., memberships or subscription-based services or technology sold on an as a service basis.
• Show that you can be effective at nurturing current customers, e.g., with account-based sales, and originate/ identify, track and close the right prospects.
• Have experience selling to corporate finance executives and/or senior bankers and services heads with at least 5 years of successful sales experience.
• Excellent written and communications skills to connect with customers and prospects, engage them in exchanges that bring value and distill insight (e.g., in concise call notes capturing key takeaways and customer objectives) that guides further interaction and advances their customer journey.
• A great listener and reader of people with the ability to be responsive to their issues.
• Good business acumen and critical thinking to determine mutual objectives and work around obstacles.
• Stellar planning, organization/time utilization and delegation skills (you work smart)
• Strong knowledge of sales technology including CRM (in particular, Salesforce) and outreach tools (Pitchbook, LinkedIn Navigator) to create effective workflows for scheduling calls, meeting and follow up; plus, utilize for performance management and reporting.
• Ability to develop sales targets, budgets and planning processes--including those for pipeline/target coverage, lead and opportunity staging, aging and conversion ratio, to improve our sales forecasts.
• Strong leadership and development skills with the ability to hire, manage and coach other sales resources to increase our ability to grow revenue and our sales function.
• Must show a fit with our core values, starting with being accountable and trusted, our give-to-get philosophy, being proactive and receptive to new thinking and caring about stakeholders needs and knowledge.

Benefits

A competitive compensation package, including salary commensurate with experience, plus incentives based on company performance and sales gains resulting from your efforts, will be offered. NeuGroup offers health, dental and vision benefits, a flex spending account, and a 401K plan. We also offer generous paid time off, work from home, flexible hours and training and development reimbursement.