Head of North America Mass Market Sales

Head of North America Mass Market Sales

Zoom seeks a transformational North America Mass Market Sales Leader to serve as a key member and business leader within the go-to-market organization. The North America Mass Market Sales Leader will be an influential leader, transforming business outcomes and Zoom’s company culture by leading a high growth, world class, Mass Market sales organization. 

The North America Mass Market Sales Leader will be responsible for: 

• Scale and maintain a world class Mass Market sales organization that sustains efficient and high long-term growth. 

• Create and drive new strategic go to market plans to meet company growth and market share goals. 

• Assess the current sales methodologies and team structure to propose/implement necessary adjustments to optimize performance and build the infrastructure and incentives to facilitate further aggressive growth. 

• Drive rapid customer adoption and scale for new product lines through innovative go to market strategies. 

• Act as a strategic thought leader and advisor to the Head of North America Sales and broader Leadership Team; a true business leader and general manager. Work closely with functions and other executives across the organization to establish and develop a strong and collaborative partnership to ensure continued success.  

• Maintain strong reporting and accountability against numbers, driving to exceed quotas, while developing and managing motivating incentive tools. 

• Interact closely and work collaboratively with internal peers to bring key market insight to the table. 

• Develop short and long-term market strategy and forecasts through market analysis and interpretation of data and communicate sales activities of execution and sales productivity with the senior management teams 

• Leverage strong customer relationships, consistently collecting and providing feedback on customer needs, market trends, and opportunities for continuous process, product, and solution improvement. 

• Recruit, inspire, lead, mentor, motivate and instill operational rigor into the sales organization, to capitalize on the market opportunity for Zoom. 

• Create loyalty and followership among the current team. Help drive the mission/vision of Zoom to the sales force and broader organization. 

To be effective in this role, the Mass Market Sales Leader will specifically have the following key pivotal experience and expertise: 

Qualifications

• 10+ years of UCaaS experience managing first and second line managers of significant sized teams of UCaaS sellers

• Demonstrated ability to clearly articulate value selling of UCaaS & CCaaS

• Modern SaaS experience within a modern, cloud native software business with significant hands-on leadership of recurring revenue business models  

Leadership Experience

• Leadership at Scale: Proven experience leading a multibillion-dollar business with a record of accomplishment of meeting or exceeding growth targets Executive presence and ability to synthesize views, gain buy in, and build consensus across large organizations. 

• Operational Rigor: Possesses expertise in building repeatable processes, metrics and capability in forecasting, linearity, and other day to day execution. Takes a data driven approach by leveraging modern Sales Operations methodologies for management at scale. Possesses sales methodology from tried-and-true selling frameworks. 

• Team Builder: A true builder that can recognize signals and turn them into execution at scale. Grow the team without compromising the bar for competency and  where people feel valued, are productive, and love their jobs. Be fluid and adaptive in creating processes. 

• Strong Communicator: Ability to communicate succinctly and clearly with customers, peers, leadership, direct reports, and outside partners and stakeholders. Able to communicate at all levels up to and including the Board of Directors and external regulators.  

• Accountable and Influential: Strong influence management skills are required to provide robust independent challenges and insights to business and senior stakeholders. High level of personal integrity, and the ability to professionally handle confidential matters and demonstrate the appropriate level of judgment in balanced risk decision making. 

• Strategic: Ability to identify and plan for multi-year opportunities and is prepared to invest time and patience to harvest a long term, multi-year approach. 

• Go-to-Market Complexity: Demonstrated success working across complex, global businesses. Has managed enterprise, strategic account focused sales organizations, selling across multiple verticals, and understands the hyper growth environment. Experience leading a multi modal go to market motion, including velocity and channel sales. 

• Sense of Urgency: Ability to operate in a highly dynamic environment with the ability to respond and react decisively in a changing set of circumstances and priorities. 

Salary Range or On Target Earnings:

Minimum:

Maximum:

In addition to the base salary and/or OTE listed Zoom has a Total Direct Compensation philosophy that takes into consideration; base salary, bonus and equity value.

Note: Starting pay will be based on a number of factors and commensurate with qualifications & experience.

We also have a location based compensation structure;  there may be a different range for candidates in this and other locations.

Ways of Working
Our structured hybrid approach is centered around our offices and remote work environments. The work style of each role, Hybrid, Remote, or In-Person is indicated in the job description/posting.

Benefits
As part of our award-winning workplace culture and commitment to delivering happiness, our benefits program offers a variety of perks, benefits, and options to help employees maintain their physical, mental, emotional, and financial health; support work-life balance; and contribute to their community in meaningful ways. Click Learn for more information.

About Us
Zoomies help people stay connected so they can get more done together. We set out to build the best collaboration platform for the enterprise, and today help people communicate better with products like Zoom Contact Center, Zoom Phone, Zoom Events, Zoom Apps, Zoom Rooms, and Zoom Webinars.
We’re problem-solvers, working at a fast pace to design solutions with our customers and users in mind. Here, you’ll work across teams to deliver impactful projects that are changing the way people communicate and enjoy opportunities to advance your career in a diverse, inclusive environment.

Our Commitment​
We believe that the unique contributions of all Zoomies is the driver of our success. To make sure that our products and culture continue to incorporate everyone's perspectives and experience we never discriminate on the basis of race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. Zoom is proud to be an equal opportunity workplace and is an affirmative action employer. All your information will be kept confidential according to EEO guidelines.

We welcome people of different backgrounds, experiences, abilities and perspectives including qualified applicants with arrest and conviction records and any qualified applicants requiring reasonable accommodations in accordance with the law.

If you need assistance navigating the interview process due to a medical disability, please submit an Accommodations Request Form and someone from our team will reach out soon. This form is solely for applicants who require an accommodation due to a qualifying medical disability. Non-accommodation-related requests, such as application follow-ups or technical issues, will not be addressed.

Think of this opportunity as a marathon, not a sprint! We're building a strong team at Zoom, and we're looking for talented individuals to join us for the long haul. No need to rush your application – take your time to ensure it's a good fit for your career goals. We continuously review applications, so submit yours whenever you're ready to take the next step.