Director of Sales

The Norfolk Institute works toward the resiliency of the human species. We understand this involves systems at every level of human existence, from the human body to the ecosystems in which humans live. As Earth moves dangerously toward a possible future of climate change, collapse of agricultural systems, pandemics, mass migrations of populations, and greater inequities in distribution of resources, it has become more important than ever to develop the knowledge and capacity to solve the problems that threaten our existence and prevent us from thriving.

Responsibilities

• Experienced inside sales representative will be responsible for outbound prospecting, pipeline development and revenue generation within assigned territory, consisting of a set of high growth, high potential sub foundations at the Norfolk Institute.
• Developing opportunities from leads in addition to creating their own pipeline primarily through outbound calls, emails and social outreach to prospects and customers.
• Quota achievement within their assigned territory while maintaining territory pipeline and growth in the Norfolk Institute's CRM.
• Accurate monthly forecasting and review business outcomes with project leaders and ED. This includes win/loss analysis so we can iterate our approach based on our success and failures.
• Deliver healthy weekly activity to achieve goals: calls, leads, demos, and opportunity progression
• Manage sales order processing including monitoring the system to ensure accurate receipt booking of membership orders and membership onboarding.
• Employ consultative sales approaches with end members and partnered institutions
• Coordinate closes with executive team to achieve Norfolk Institute mission
• Understand competitive landscape and adapt messaging and sales approach accordingly
• Improve and maintain CRM structure for accurate accounts, opportunities and contacts.
• Highly collaborative in developing/enhancing standardized processes, reports, and sales programs that facilitate efficient sales operations, effective membership sales execution, and improved management insight.

Minimum Qualifications

• A bachelor's degree and five years of experience in higher education, development, fundraising, healthcare, or equivalent experience in a non-profit institution.
• Consistent achievement of quotas assigned.
• Experience selling via outbound prospecting and utilization of effective Salesforce and sales enablement automation to achieve results
• Sustained territory performance in technology sales.
• Building relationships internally and externally to ensure win/win customer relationships.
• Managing and growing pipeline, and sales strategies.
• Consistent success in environments where minimal marketing support is required to achieve success.
• Team player.

Preferred Qualifications

• Bachelor’s degree preferred
• 5 years successful inside selling experience
• Excellent communication skill both oral and written
• Ability to understand and communicate non-profit trade organization solutions for innovation
• Experience selling to complex organizations
• High work ethic. Unquestionable integrity
• Excellent time management and organization skills
• Prior experience working with comprehensive campaigns, research institution engagement, or in a university or non-profit setting.
• Experience working with various technologies including advanced knowledge and experience with Microsoft Office Suite, mass email applications, database and project management software, and CRM systems.
• Used to working with a cross-functional teams and effective influencer

Travel

Up to 15%, some international