Job Description:
Rakuten International oversees 7 businesses with over 4,000 employees globally. The brand is recognized for its leadership and innovation in e-commerce, digital content, advertising, entertainment and communications, bringing the joy of discovery and access to more than 1 billion members across the world. Our teams deliver on the company's mission to delight merchants and customers through innovation, optimism, and teamwork.
Rakuten Rewards is a leading e-commerce company that enhances the way people shop by offering Cash Back, deals and rewards from more than 3,500 merchants. Founded in 1999, Rakuten has grown to become the go-to shopping destination for consumers, having paid out nearly $2 billion in Cash Back to its 15 million members. The company also operates ShopStyle, a leading fashion discovery destination, and Cartera Commerce, a top rewards platform for airlines and banks. For more information, visit www.rakuten.com.
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Rakuten Rewards is seeking a dynamic and strategic Senior Director of Enterprise Sales to join our sales leadership team. The Senior Director of Enterprise Sales is responsible for leading a team of high revenue carrying individuals on the Rakuten North American sales team to deliver our ambitious revenue growth objectives. They will manage the daily and long-term goals of the team driving the sales pipeline to help deliver sales targets across both media and commission revenue streams, while enabling, coaching and mentoring individuals on their team. The Senior Director will understand Enterprise clients' business challenges, build senior level relationships and articulate strategies and solutions that generate revenue growth for both our clients and Rakuten. This is a high-profile position that reports directly to the SVP of Revenue. The Senior Director will also be a cross-functional leader, influencing and driving organizational improvements and change initiatives to support Rakuten's continued success.
KEY RESPONSIBILITIES
- Team Leadership: Lead a team of Account Executives and Account Mangers to deliver on sales goals by developing, coaching and mentoring team to perform at the highest level. Foster a culture of collaboration, growth, and excellence.
- Revenue and Pipeline Management: Own and manage sales pipeline and account planning to deliver on several hundred-million-dollar revenue goal across media and commission
- Senior Client Relationships: Develop and strengthen relationships with senior leaders at key client accounts. Understand their business objectives, address challenges, and identify opportunities to unlock new revenue streams beyond affiliate marketing.
- Cross-functional Partnerships: Partner with leaders across sales, marketing, GTM, product, finance and BI to drive strategic initiatives and projects to deliver value to our clients and team
- Strategic Data Insights: Use data insights and analytics to clearly demonstrate value of Rakuten's services and support strategic solutions that win favorable terms with our clients
QUALIFICATIONS:
- 7-10 years of experience in successful sales leadership leading high performing individual contributors
- Track record of leading and developing highly motivated sales people that exceed quotas and client satisfaction metrics
- Experience developing and executing sales plans and forecast that drive retention and growth from existing customers
- History of overseeing large ($500K-2M+) deals with clients in adjacent or relevant industries
- Track record of building senior client relationships and leveraging those to resolve challenges, unlock opportunities for the team and company and open up new revenue streams
- Experience with strategic consultative selling into marketing and product teams in tech, e-commerce or relevant industries
- Creative and consultative approach to supporting sales cycle particularly in presenting, overcoming objections and closing deals to generate revenue from existing clients
- Excellent interpersonal and communication skills, with the ability to engage and connect with both professional and personable rapport.
- Demonstrated ability to work collaboratively and innovative with functional teams
Five Principles for Success
Our worldwide practices describe specific behaviors that make Rakuten unique and united across the world. We expect Rakuten employees to model these 5 Shugi Principles of Success.
Always improve, Always Advance - Only be satisfied with complete success - Kaizen
Passionately Professional - Take an uncompromising approach to your work and be determined to be the best
Hypothesize - Practice - Validate - Shikumika - Use the Rakuten Cycle to succeed in unknown territory
Maximize Customer Satisfaction - The greatest satisfaction for our teams is seeing their customers smile
Speed!! Speed!! Speed!! - Always be conscious of time - take charge, set clear goals, and engage your team
Rakuten provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type. Rakuten considers applicants for employment without regard to race, color, religion, age, sex, national origin, disability status, genetic information, protected veteran status, sexual orientation, gender, gender identity or expression, or any other characteristic protected by federal, state, provincial or local laws.
At the time of posting, Rakuten expects the base compensation for this role to be within the range shown below. Individual compensation will vary based on job-related factors, including the skills, qualifications, and experience of the successful candidate as well as business need and geographic location. The successful applicant for this role will be eligible for discretionary bonus, health, vision, dental insurance, 401k matching, PTO, Volunteer Time Off (VTO), and other employee benefits as the company implements.
USD $157,464.00 - $293,760.00 annually