Vertex Ventures US
Vertex Ventures US

Head of Global Territory Sales

Tulip Interfaces

Tulip Interfaces

Sales & Business Development
Somerville, MA, USA
Posted on Friday, April 14, 2023

Tulip, the leader in frontline operations, is helping companies around the world equip their workforce with connected apps, leading to higher quality work, improved efficiency, and end-to-end traceability across operations. Companies of all sizes and across industries have implemented composable solutions with Tulip’s cloud-native, no-code platform to solve some of the most pressing challenges in operations: error-proofing processes and boosting productivity, capturing and analyzing real-time data, and continuous improvement.

A spinoff out of MIT, Tulip is headquartered in Somerville, MA, with offices in Germany and Hungary. Focused on composable, human-centric solutions for industrial environments, Tulip is disrupting the MES category and has been recognized as a World Economic Forum Global Innovator. Tulip has also been named one of Energage’s Top Workplaces USA and one of Built In Boston’s “Best Places to Work” and “Best Midsize Places to Work” for 2023.

Key Responsibilities:

  • The Head of Global Territory Sales works closely with the Chief Commercial Officer and Commercial Leadership team to manage the long-term vision and daily operations of Tulip’s global sales organization, a rapidly growing team of 40 reps and managers that will continue to expand.

  • Build and execute a sales strategy that consistently exceeds targets, maximizing revenue growth and customer satisfaction across industries (including general manufacturing) and global territories(North and South America, EMEA, and APAC).
  • Own the continuous improvement of the sales process from prospecting to deal close to grow Tulip’s book of business, driving faster adoption at new customers and faster expansion at existing customers.

  • Recruit, hire, mentor, and motivate top talent within the global sales organization, partnering with People Operations to build a diverse and world-class team. Oversee the development of a global sales enablement and training program, leveraging participation and outcomes data to continuously improve onboarding and ramping.

  • Provide tactical guidance to Leads, AEs and SDRs in building and cultivating relationships with executive stakeholders at prospects to help them win deals, adopting a consultative approach to identify opportunities to add value with Tulip. Engage “hands on” for high-priority accounts and strategically bring in Tulip leadership to help win deals. Lead by example to establish the highest standards for quality and effectiveness and spur adoption of best practices across the organization.

  • Own the development and measurement of global sales metrics across the entire sales cycle from pipeline development to closing, with regular reporting to company leadership. Utilize a sales tech stack spanning Gong.io, SFDC, Marketo to glean actionable insights and refine the sales process. Work with the Chief Commercial Officer on sales forecast and annual budget/headcount planning processes, leveraging your numerical aptitude to build detailed compensation and incentive programs.

  • Hone and scale internal processes across the sales organization, with a relentless focus on increasing efficiency and productivity. Integrate with other Senior Leads across the larger commercial organization, including Pre Sales, Customer Success and Services, GTM Operations and GTM Strategy, to ensure smooth operations and maintain open communication channels.

  • Work cross-functionally with the Marketing team to continuously improve lead and pipeline generation. Establish strong interfaces with the Product and Engineering teams, uniting knowledge of industry trends and customer feedback to build the solutions that customers need. Collaborate with Legal and Finance teams to optimize negotiations and contracts.

What we need:

  • 10+ years of experience in business development and sales, with 3+ years managing teams with a “roll up your sleeves” mentality. Experience with land and expand, enterprise, and high velocity GTM motions preferred.

  • B2B SaaS experience or manufacturing / industrial software (CAD, PLM, Automation, MES, etc) is a must. An in-depth understanding of selling into general manufacturing subverticals is highly desirable.
  • Demonstrated success with scaling a sales organization across industries and geographies, including recruiting, training, ramping, and coaching SDRs, AEs, and Leads.

  • Consistent track record of exceeding sales targets and driving revenue growth across customers of all sizes, from SMBs to F500 companies.

  • Proven ability to build and maintain strong relationships across the client base, including with executive stakeholders.
  • Experience in a startup or fast-paced, competitive environment.
  • Undergraduate degree in finance or business. A postgraduate degree will be considered a plus.

Who you are:

  • Strong business acumen and a problem solving mindset. You’re able to “go deep” with customers to understand their pain points and identify solutions. You also have exceptional communication skills and can make a clear business case for complex products and services that are new to the marketplace, adapting your messaging for different industries and geographies.

  • Analytical thinking, and an obsession with metrics and results. You have mastery of sales tools and use them to inform your decisions. You can translate both quantitative and qualitative data into actionable insights that help your team meet and exceed their targets.

  • You have a bias for action and take the initiative to continuously improve different parts of the sales process. You see challenges/problems as opportunities.

  • You’re deeply invested in helping members of your team with personal and professional development.

Key Collaborators:

  • Commercial organization, Tulip Leadership, marketing, finance, legal

Working At Tulip

We know even great candidates experience imposter syndrome. Even if you don’t match every requirement, applying gives you the opportunity to be considered.

We’re building a strong, diverse team that values hard work, families, and personal well-being. Benefits of working with us include:

  • Direct impact on product and culture
  • Company equity
  • Competitive benefits package including Health, Dental, Vision, Short-term Disability, Long-term Disability, Life Insurance, AD&D Insurance, Flexible Spending Account (FSA), Commuter Benefits, Parental Leave, and 401(K)
  • Flexible work schedule and unlimited vacation policy
  • Virtual company events and happy hours
  • Fitness subsidies

We are an equal opportunity employer. At Tulip, we celebrate all. Qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. Help us build an inclusive community that will transform frontline operations.