Director of Sales - Web Agency Experience

Who We Are
Urban Insight is a leading digital agency creating innovative websites and web applications for organizations that make a difference. We specialize in solving complex problems through website and web app strategy, design and development using open-source content management systems (primarily, Drupal and WordPress, and headless or composable architectures). Our clients include some of the most well-known museums, nonprofits, universities, and cities. Urban Insight has been in business for nearly 25 years and continues to expand each year. We thrive on having a professionally rewarding environment where team members are encouraged to grow.

The Opportunity
We are seeking a proven, driven, enthusiastically collaborative Director of Sales leader who loves developing deep relationships with prospective and current clients, and gets excited by the prospect of selling innovative web projects. In this role at Urban Insight, you will own our business development and project pursuit functions, by consulting with our clients to understand their needs, nurture qualified project sales leads, prepare proposals & scopes of work, and assist with internal & external communications. Ultimately, you will coordinate all business development and project pursuit activities to ensure we meet our growth goals. We are looking to double down on our 20%+ annual growth rate over the last 5+ years.

Key Responsibilities

• Own, manage and shape our business development and project pursuit functions, ultimately selling website and web application projects using consultative sales
• Form and maintain relationships with partners and prospective clients, and find deals and opportunities via networking, Public RFPs, outbound and other means
• Manage pursuit pipeline and maintain a clean, organized CRM
• Manage end to end pursuit process including preparing proposals and scopes of work on schedule
• Nurture relationships with new clients and identify areas for upsell

Qualifications

• 10+ years of sales experience, ideally selling to executive-level Marketing and IT professionals, with a track record of meeting and exceeding sales targets
• 5+ years of experience at a digital agency focused on website design and development selling projects $100,000 - $500,000 in size
• Proven in-depth knowledge of the web design and development ecosystem, terminology, and processes
• Success and experience networking and with large deal pursuits; finding, managing, and closing high-level business sales
• Naturally curious and excels at navigating client conversations, nurturing prospects, and building relationships to opportunities
• Proven experience understanding customer needs, pain points, and using a consultative approach to sales
• Aptitude to translate market insights into strategic, actionable recommendations to grow the business
• Exudes being solution oriented, having a growth mindset, and exhibiting servant leadership
• Excellent client and conference presentation skills
• Excellent oral/written communication skills, with a strong attention to detail
• Experience working with mission-driven organizations across cultural arts, nonprofits, universities and government agencies is a plus
• Experience with HubSpot is a plus
• Experience with Drupal, WordPress, and Headless Websites are a plus
• Life-long learner and teacher
• Bachelor's degree

Logistics

• Since our strongest presence and clients are based in Los Angeles, candidates must be local to Los Angeles or willing to relocate
• We are are remote first company; you will be able to work from home when not meeting with current and potential clients
• Some travel may be required

Success Metrics
In the first 90 days:

• Understand our current client base and service offerings
• Learn and recommend changes to improve our current pursuits roles, processes and tools (i.e., templates and software tools)
• Establish a set of current client relationships (in conjunction with Leadership) and serve as the Principal in Charge, ensuring client needs and satisfaction are met
• Identify at least three new SQLs with deal values a minimum of $100k each
• Manage all new inbound opportunities and deliver proposal on time 
• Develop initial recommendation on Client Development organization vision, structure, and trajectory

In the first year: 

• Successfully contribute to the pipeline by $1.1M
• Successfully close a total of $3M in pursuits (from new and existing clients)
• Nurtured (and triaged as needed) all client relationships owned by this role

About Urban Insight

• Urban Insight is a leading digital agency with 35+ team members. https://www.urbaninsight.com/   
• We work with some of the best-known museums, nonprofits and other institutions, such as LACMA, The Broad, University of Southern California, City of Los Angeles, and the Japanese American National Museum.
• We’ve won numerous design awards including such as for our work for Stay Housed Los Angeles and the National World War 1 Museum & Memorial.
• We’re the top-ranked Web development agency in Los Angeles, according to Clutch, an independent analyst. Have a look at what our clients say about us: https://clutch.co/profile/urban-insight 
• We have a clearly defined project management methodology and case management system.
• We run on the Entrepreneurial Operating System.

Why Work at Urban Insight?

• We take on interesting, meaningful projects for appreciative clients
• We offer a flexible working environment - work from anywhere in the United States
• We work with you to create a career path that works for you
• The average employee tenure is 6.5 years
• We're stable and growing. We've been in business for 24+ years and continue to grow each year
• We offer a casual and flexible working environment with plenty of opportunities for growth for the right candidate
• We believe in a reasonable life/work balance and enjoy 40-hour work weeks
• We allocate resources and time for training and professional development
• We have weekly events to keep the team connected: Lunch & Learns, Lightning Demos, Game Breaks
• There are many more reasons: https://www.urbaninsight.com/careers 

Compensation
We offer a highly competitive salary, which depends on your qualifications and experience. Our salary package includes:

• Total annual compensation: $110,000-150,000 + commissions - On-track earnings of $200,000 - $240,000
• Health, Dental and Vision insurance (95% employer-paid base plan)
• 20 days of accrued PTO per year for senior executives
• Holiday time off (~10 days per year)
• Company-sponsored 401(k) plan with employer match
• An annual customized training plan and time to study
• Performance and compensation reviews annually