Senior Director, Cross-Sell & Services

| Austin
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BigCommerce is disrupting the e-commerce industry as the SaaS leader for fast- growing, mid-market businesses. We enable our customers to build intuitive and engaging stores to support every stage of their growth.

The Strategic Business Development (SBD) team forges and nurtures partnerships with leading solution providers that empower our clients to sell more. We partner with the world's leading organizations (Facebook, Amazon, Google, FedEx, PayPal, Stripe and so many more) to enable success for BigCommerce merchants. 

Our work is made possible through close collaboration with the Product, Engineering, Marketing, Sales and Customer Success teams. SBD is responsible for driving merchant adoption of our partners' innovative solutions, thereby generating increased sales for merchants, revenue for BigCommerce and high customer satisfaction. Our team members handle corporate and business development, partner management, and partner sales development out of our Austin, San Francisco, London and Sydney offices.

SBD is looking for an experienced inside sales leader to drive the strategy, execution and success of our cross-sell division. This leader will also build the strategy, product set, pricing and go-to-market planning and execution for BigCommerce Services - a suite of paid professional services offered by BigCommerce coaches to support our merchants’ success from launch to growth. The ideal candidate has proven success in leading successful inside sales teams, aligning NRR opportunity and strategy to high performing teams, scalable process and executional excellence. This role engages extremely cross-functionally within the organization, leveraging all client-facing teams at the company, as well as the dedicated cross-sell team, to consult and sell native and third-party solutions that help our clients grow.   

This is a leadership role, reporting to the SVP, Business Development & Partnerships. The head of cross-sell and services is responsible for significant high-margin revenue targets, and is an integral member of the SBD leadership team.

What you will do:

Grow BigCommerce’s Cross-Sell Function and Sales Team, Process and Operational Excellence

  • Lead one of the top company priorities of accelerating client (merchant) adoption of BigCommerce services and third-party solutions through direct and indirect sales activities;  in close collaboration with, and support from, customer marketing
  • Ownership of the revenue target for all company-wide cross-sell success. Including but not limited to direct management of the cross-sell team, indirect leadership of client-facing teams in sales, implementation and support, regular performance reporting, and ongoing strategic direction-shifting to mitigate failures and enhance wins. 
  • Manage an organization of high performing, consultative selliers and program managers that are aligned to the Strategic Business Development team’s revenue and partnership priorities as well as to Customer Growth objectives
  • BigCommerce places merchant experience above all else. This role will balance revenue targets with the priority to deliver value-added client experiences.
  • Collaborate closely with revenue owners, customer marketing, direct sales, account management, support, and operations for prioritizing, developing and implementing projects that achieve revenue plans and our customers’ sales growth
  • Coordinate with strategic partners on joint programs and a seamless sales and marketing motion

Accelerate Revenue for the BigCommerce Services Portfolio

  • Lead the end-to-end “shadow” business unit of BigCommerce Services, including service R&D and development, go-to-market activities, selling motions, comp/incentives, marketing positioning,  campaigns, revenue recognition plan, shadow P/L, billing and operations.
  • Ownership of the revenue target for all company-wide BC Services adoption success, including but not limited to development of powerful services, pricing, GTM, direct management of the cross-sell team, indirect leadership of client-facing teams in sales, implementation and support, regular performance reporting, and ongoing strategic direction-shifting to mitigate failures and enhance wins. 
  • Collaborate with service delivery managers to ensure excellence in delivery quality, capacity planning, SLAs, new offering development and current offering optimization. 
  • Implement creative thinking to launch new services, packaging/bundling, and sales and marketing motions to continue the trajectory of exponential year over year revenue growth.
  • Optimize sales motions by analyzing pipeline with sales and referral leaders and by addressing obstacles and requests by team that unblock future services pitching and revenue attainment 
  • Collaborate with various Marketing teams on BC Services positioning, branding, and promotions throughout the client lifecycle

Team Leadership

Direct reports: 

  • Sr Manager of Sales, who manages two sales managers and the entirety of the cross-sell team; 12 sales representatives.
  • Manager of BC Services, an individual contributor who works cross-functionally with all client-facing teams to drive adoption of BC Services, as well as sets the strategy for GTM and sales, as well as overseeing deliverability SLAs and excellence
  • Cross-sell Program Manager, leads planning, organization, prioritization and execution of cross-sell campaign programs to achieve revenue goals tied to SBD and partner KPI

Who you are

  • Experienced leader of inside cross-sell/up-sell sales organizations
  • Proficient and opinionated on process and tools required to create scaled success
  • Leader of consultative sellers
  • Experienced manager of integrated sales and marketing campaigns
  • Experienced in SaaS and/or ecommerce is important
  • A strong partner to cross-functional teams at all levels
  • A revenue owner, with P&L management experience


#LI-LP1

Diversity, Equity & Inclusion at BigCommerce
 
We have the opportunity to build not only a great business but a great company, with soul. Our beliefs and commitment to diversity, equity and inclusion are a central part of achieving that.
 
Our dedication to DEI is grounded in two things: a moral belief in the dignity, value, and potential of every individual, and a practical belief that diverse, inclusive teams will create the best outcomes for our customers, partners, employees, and company. We welcome everyone to be a part of our journey.
 
Current BigCommerce Employees: Please use the internal job board to apply for openings
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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
    • GolangLanguages
    • JavaLanguages
    • JavascriptLanguages
    • KotlinLanguages
    • PHPLanguages
    • PythonLanguages
    • RubyLanguages
    • ScalaLanguages
    • SqlLanguages
    • SwiftLanguages
    • ElixirLanguages
    • ErlangLanguages
    • Objective -CLanguages
    • ScalaLanguages
    • jQueryLibraries
    • ReactLibraries
    • ReduxLibraries
    • AjaxLibraries
    • AngularJSFrameworks
    • Backbone.jsFrameworks
    • Node.jsFrameworks
    • Ruby on RailsFrameworks
    • SpringFrameworks
    • jQueryFrameworks
    • MongoDBDatabases
    • Google AnalyticsAnalytics
    • PhotoshopDesign
    • SketchDesign
    • Adobe Creative SuiteDesign
    • AsanaManagement
    • ConfluenceManagement
    • JIRAManagement
    • WordpressCMS

Location

Our HQ is set amongst trees and nature trails in the beautiful hills of Austin. We also have a location downtown at 211 E 7th St Suite 500, 78701.

What are BigCommerce Perks + Benefits

Culture
Volunteer in local community
We encourage our employees to give back to our local communities through volunteer work. BigCommerce provides two paid Charity/Volunteering Leave days per calendar year to all permanent employees.
Partners with Nonprofits
Each year, the BC family partners with Partnerships for Children to help kids in the Austin area who have been taken from their homes and are living in protective custody during the holidays.
Friends outside of work
Eat lunch together
Intracompany committees
We empower employees to define our culture in the areas of Wellness, Community/Volunteering and Team Building through our BigCommerce Employee Resource Groups (ERGs).
Daily sync
Open door policy
Open office floor plan
Diversity
Dedicated Diversity/Inclusion Staff
Unconscious bias training
Diversity manifesto
Someone's primary function is managing the company’s diversity and inclusion initiatives
Diversity Employee Resource Groups
BEmpowered for women, non-binary people, and allies; BProud for LGBTQ+ and allies; B-United for Veterans and allies; BCinColor for people of color and allies; BigFamily for caregivers and alli
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
National United HealthCare PPO & HDHP plan options with deductibles as low as $500, coverage up to 100% for in-network services and low monthly premiums
Life Insurance
Pet Insurance
Wellness Programs
Onsite Gym
Team workouts
Mental Health Benefits
Retirement & Stock Options Benefits
401(K)
Company Equity
Child Care & Parental Leave Benefits
Child Care Benefits
Subsidized placement services for child care.
Generous Parental Leave
Flexible Work Schedule
Family Medical Leave
Adoption Assistance
Return-to-work program post parental leave
Company sponsored family events
Vacation & Time Off Benefits
Generous PTO
Unlimited vacation policy for salaried team members and generous accrued time off policy for non-exempt team members.
Paid Volunteer Time
Paid Holidays
Paid Sick Days
Perks & Discounts
Beer on Tap
Casual Dress
Commuter Benefits
Company Outings
Game Room
Stocked Kitchen
Some Meals Provided
Happy Hours
Parking
We offer employees parking in a garage on the property.
Fitness Subsidies
Professional Development Benefits
Job Training & Conferences
BigCommerce offers a variety of opportunities for learning and development from training sessions and workshops, to different conferences to attend.
Tuition Reimbursement
Diversity Program
Lunch and learns
Cross functional training encouraged
Promote from within
Mentorship program
Career mentorship is available.
Continuing Education stipend
Online course subscriptions available
Customized development tracks

Additional Perks + Benefits

A free online store to help you live out your entrepreneurial dreams. Competitive compensation packages. Pet Insurance. Comprehensive health insurance coverage that starts on day one. Open vacation policy for salaried team members and generous accrued time off policy for hourly team members. Employee-driven team building activities like hackathons, paintball, rock climbing, social sports leagues, movie nights, river floats, etc. Peer to peer rewards and recognition program. Paid parental leave and adoption assistance for new parents. Employer-paid life insurance and disability coverage. Educational assistance for qualified pre- and post-grad courses.

We empower our employees to define culture in the areas of wellness & fitness, community & volunteerism, and team building through local culture clubs to help our employees connect. Our Employee Resource Groups (ERGs) support our diverse workforce through supportive, inclusive networks that help develop awareness and respect across the company. Additionally, we use programs to support our learning culture including our Learning Through Sharing Program, Lightning Talks, Lunch and Learns, Book Clubs, and guest speakers. We sustain our culture by understanding what drives our employees' engagement, measuring that engagement, and implementing initiatives to continue to make BigCommerce an even better place to work

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