Director, Inside Sales

Director, Inside Sales

About Wind River

Wind River is a global leader in delivering software for mission-critical intelligent systems. For more than four decades, the company has been an innovator and pioneer, powering billions of systems that require the highest levels of security, safety, and reliability.  

Wind River helps customers across automotive, aerospace, defense, industrial, medical, and telecommunications industries solve complex technology challenges on their journey toward the new intelligent machine economy. The company’s software powers generation after generation of the safest, most secure systems in the world.  Examples include playing a key role in NASA space missions such as Artemis I, the James Webb Space Telescope, and multiple Mars rovers. We’ve achieved recent 5G milestones including the world’s first successful 5G data session with Verizon and building one of the largest Open RAN networks in the world with Vodafone. 

The company has received industry recognition for its technology innovation and leadership, and for its workplace culture, including global Great Place to Work certification and being named a “Top Workplace” for ten consecutive years. If you want to be part of a unique culture where the lived experience is based on our cultural attributes of growth mindset, customer-focus, and diversity, equity, inclusion & belonging, come join us and help advance the future software defined world. 

About the Opportunity

The Wind River Insides Sales team is a cornerstone of our organization, ensuring customers renew their subscriptions, acquire production licenses, and teaming with the field sales organization to exceed new business goals. 

The Director, Inside Sales will lead the Inside Sales and the Product License teams to support our customers, ensure recurring revenue streams, and drive upsell/cross-sell opportunities.

With responsibility for raising annual revenue, this individual will be responsible for directing the strategy, functions, initiatives, and activities that support Wind River production licenses and annual renewals of Wind River development licenses.

We are looking for a visionary to lead our team of motivated, articulate, high-energy, quota carrying, Inside Sales professionals with proven sales track records.  

Interface & Collaboration

• Inside Account Executives – your team of motivated, articulate, high-energy, quota carrying, Inside Sales professionals with a proven sales track record.  
• Account Managers/Field Application Engineers - Teaming to close new business.
• Partner with customers to ensure Production License compliance.
• Sales Leadership – Strategic planning for team execution, customer specific approaches, to retire quota.
• Team leaders of Legal, Export, Quote-to-Order, Marketing. People team - to ensure smooth collaboration and resolve issues.
• Customers – Escalations or strategic positioning of offerings

Responsibilities

• Lead teams to preserve recurring revenue, expand Wind River’s footprint with existing customers and develop new business pipelines.
• Guide sales team to achieve quarterly and annual targets through stellar execution, optimizing Wind River’s footprint while mentoring team members.
• Develop accurate quarterly and annual sales forecasts based on pipeline analysis and historical performance.
• Identify risks to forecast and work cross-functionally to mitigate.
• Report quarterly team performance and renewal rates.
• Coach team members to optimize performance, self-development, to foster an innovative, customer-focused culture.
• Onboarding, training of new Account Executives.

About You

• Authentic leader who is successful at mentoring others.
• Thrives in a fast paced, high stakes environment.
• Strong and comprehensive understanding of the Wind River Sales process, particularly the renewals and production license processes
• 10+ years of Inside Sales experience
• Possesses a customer-first mindset and the ability to run and close complex deals with particular attention to detail.
• Successfully lead a team with high volume transactions
• Experience closing $1M+ opportunities.
• Record of exceeding sales quotas as an individual contributor and manager
• Matrixed team leadership skills
• Exceptional communication and relationship building abilities.
• Deep understanding & proven record of managing complex customer opportunities, including multiple elements of an arrangement (Product, Services, PLs).
• Integrity, optimism, and results focus persona.
• Forecasting/Deal Tracking through SFDC
• Excellent organizational skills
• Excellent written and verbal communication skills

Benefits

• Flexible home office! We offer the flexibility of a hybrid work schedule or 100% remote.
• Named Top Workplace for the 8th year in a row
• Wind River’s commitment to DEIB
• Employee covered Medical, Dental, and Vision insurance*
• Flexible Time Off policy** + 12 observed Holidays
• 401K with company match
• Health Savings Account (HSA) and Flexible Spending Account (FSA)
• Wellness Benefits through Unmind

*Varies by region and country

** varies by region and country