Careers at Criteria

Enterprise Sales Manager

Are you looking to be part of a diverse, dedicated, empathic team of problem solvers? Do you thrive off connecting with people and enjoy a good challenge? Are you driven to succeed and share that success with others? If you love the idea of joining a company in rapid high-growth mode and can effectively iterate and evolve to support our ambitions, we'd love to hear from you!   

Criteria helps companies make better hiring decisions. We improve the hiring process by making it fairer and more objective. Pre-employment testing gives candidates something that traditional hiring methods can't, a chance to show their potential. We deliver the most precise, comprehensive, and reliable assessments to help companies to assist them in creating the highest-performing workforce. We have a history of innovation and want to make the hiring process more accessible and equitable for all candidates.   

Headquartered in Los Angeles with offices in New York, Brisbane, Melbourne and Sydney, Criteria is a global company and we are growing quickly. We have been featured on the Inc. 5000’s list of fastest growing companies six years in a row and have been named to numerous lists of the best places to work. At Criteria we believe happy employees leads to happy customers and that is how business goals are best met.  

We are looking for an Enterprise Sales Manager to join our sales leadership team. This person will oversee all North American outbound sales efforts to help drive continued growth in the enterprise market. This role is responsible for driving quality activity and achieving results while overseeing daily operations of the outbound sales team. They are responsible for establishing the outbound sales strategy, the effective implementation of all outbound sales related activities, and working with the Global Marketing Team to design, develop, and execute effective campaigns to generate leads and pipeline for Enterprise and Strategic Sales Executives.    

This role also involves coaching on sales calls to increase call efficiency and effectiveness to help navigate more complex sales processes with multiple stakeholders, procurement process, tech audits, and legal reviews to increase revenue for the organization. Previous success in managing a distributed sales team is preferred, while experience in enterprise solution sales, technology software, HR / Recruitment Industry experience is desirable.  

Duties/Responsibilities:  

  • Oversee outbound sales efforts to help drive growth   

  • Establishing the outbound sales strategy and effectively implement that strategy  

  • Work with the Global Marketing Team to design, develop, and execute effective campaigns to generate leads and pipeline for Enterprise and Strategic Sales Executives  

  • Achieve all role associated KPIs and assigned revenue targets   

  • Design and execute outbound sales campaigns that achieve agreed targets for new customer growth, revenue, CPA (cost per acquisition), conversion rates, and customer satisfaction targets   

  • Coach on sales calls to increase call efficiency and effectiveness to help navigate more complex sales processes  

  • Demonstrated technical acumen to secure meetings, articulate Criteria’s value proposition to help the team close deals    

  • Strong understanding of industry trends, technologies, and pricing models   

  • Lead by example through excellence in time management, scheduling & prioritization   

  • Assist in setting sales quotas and achieve them effectively  

  • Assist upper management in budgeting and projections  

  • Accurately forecast sales numbers and revenue achievement through proper use of sales tools and forecasting with team   

  • Continuously look for ways to improve win rates; market trends, why deals are being won/lost, product gaps that need to be communicated with upper management.   

  • Demonstrate a high level of competency of approved messaging and product knowledge   

  • Enforcing Rules of Engagement both internally with Sales Team as well as with the Customer Success Team   

  • Work with Customer Success to ensure any cross sells/expansion opportunities are progressing and each team member is fulfilling their responsibilities  

  • Promote and provide a positive working environment for all  

Required Knowledge, Skills/Abilities:  

  • Excellent written & verbal communication & presentation skills   

  • Deep understanding of outbound and enterprise sales methodologies   

  • Ability to build credibility and trust while influencing buying decisions  

  • Demonstrated ability to lead and inspire a team  

  • Excellent collaboration and team-building skills   

  • Strong prioritization and negotiation skills   

  • Ability to work with virtual teams  

  • A natural curiosity and desire to learn  

Education and Experience:  

  • Bachelor's degree, or equivalent experience preferred  

  • 5-7 years of relevant solution selling experience achieving or exceeding targets/quotas  

  • 4+ years of experience in a sales leadership role achieving or exceeding team targets/quotas  

  • Prior Salesforce experience a plus  

  • SalesLoft experience a plus  

What Criteria Corp brings to the table:  

  • Excellent benefits packages (including medical, dental, vision, life insurance, 401(k) w/ employer match, generous paid parental leave policy, 3 weeks paid vacation annually, and more!)  

  • An extensive onboarding and training program to help provide a foundation for success.  

  • Monthly technology (mobile phone/internet) allowance  

  • Open BYOD Policy: Bring your own dog to work as we are a dog-inclusive office. When you come into the office, you'll frequently get greeted by one of the many Dogs of Criteria (check them out on Instagram: https://www.instagram.com/dogsofcriteria);  

  • Quarterly Charity/Volunteer Events (we believe companies should help their communities)  

  • Flexibility to work fully remote, 100% in office, or hybrid.  

  • A competitive compensation package that includes a generous base salary, commission, and bonus eligibility (OTE = $170-185K) 

  • Equity options in a rapidly growing company  

Since we're a pre-employment testing company, all applicants must take two of our web-based tests as part of our screening process. Click on the Apply Now link to start the tests — you'll also be asked to upload your resume. Please make sure your resume contains your current contact information so that we can contact you if necessary.