Director, Sales
About Turn/River
Turn/River Capital is a private equity firm that partners with software businesses to drive AI transformation and catalyze capital-efficient growth. As a team of equal parts software operators and investors, we have the people, data-driven playbooks and flexible capital to re-architect engineering, product, go-to-market, talent and resourcing to build enduring value. Founded in 2012 and based in San Francisco, Turn/River has $5.6bn in committed capital and invests globally with a focus on North America and Europe.
About the Role
We are looking for a Director, Sales to join the Portfolio Ops team. This person will:
Partner with sales leaders (CROs to line managers) at a subset of Turn/River’s portfolio companies, supporting them to grow New & Expansion sales and to exceed their sales targets. You will aim to do this with structural and process improvements on key growth levers, categorized by Turn/River as either Volume (pipeline creation $), Conversion (by stage %) or Price (AOV and contract terms).
Along with the other Turn/River Sales operating team members, continuously contribute to the Turn/River sales playbook. This playbook serves as the best practices guide for our network of portfolio companies in how to accelerate each element of new logo or expansion sales, from pipeline generation to a closed sale, in a B2B Software environment.
Key Responsibilities
Partner with the sales leaders at Turn/River portfolio companies to drive revenue growth; provide guidance and support implementation of best practices
Continuously test and contribute to Turn/River’s sales best practices, and share internally for application across the Turn/River portfolio
Foster a sales culture focused on repeatable and predictable processes
Work closely with Marketing and Customer Success functional counterparts at Turn/River to ensure a cohesive revenue generation strategy and execution
Support analysis of companies during the due diligence process, developing a deep understanding of the existing sales organization’s process, efficiency, and team performance
Qualifications
8-10 years of experience in a high-performing B2B software/ SaaS sales environment, with 3+ years in a leadership capacity
2nd+ line leadership in sales; you have experience managing managers
Proven ability to create predictability in sales outcomes, through a combination of org structure design and implementing process best practices
Deeply data-oriented, with specific depth on analyzing sales funnels and developing actionable insights from the data
Deep understanding of the critical elements to grow a sales organization as a company scales such as: hiring, team composition, and org structure / design
Strong project management, organizational skills, and process management
Experience scaling mid-sized B2B software / SaaS revenue orgs, with ARR in the $50-500m range.
Nice to have: deep knowledge of AI applications for software sales
Location
San Francisco, hybrid work model
Compensation
The annual base salary range for this role is $280,000 - 290,000, taking into account numerous variable factors that are considered in making compensation decisions including but not limited to skill sets, experience, training, licensure, certifications, and organizational requirements.
This role is eligible to participate in the Turn/River carry program and a discretionary bonus program.
Benefits and Perks
The below benefits are offered to full-time employees based out of our San Francisco office:
An opportunity to make an impact across multiple high-growth tech firms
Competitive salary and discretionary bonus
Medical, dental, and vision insurance covered 100% for employee & dependents
Flexible vacation policy
401K matching
Paid parental leave
Commuter benefits
Health and Wellness benefits
Household Services benefits
Home Office benefits
Annual Home Office Equipment Reimbursement
Donation matching
Work from home Monday & Friday
Energetic work environment with snacks and weekly team lunches 3x per week, centrally located near multiple public transit lines