Job Detail

Director Of Sales Strategy at Fivestars
San Francisco, CA, US

At Fivestars, our mission is to help businesses and communities thrive by turning every transaction into a relationship. Over 50 million people use Fivestars to get rewarded at more than 14,000 local businesses with one rewards program. Local businesses use Fivestars to bring more customers into their stores with an all-in-one marketing program. Fivestars drives over $2.5 billion in local commerce across its network per year. Fivestars has raised in excess of $100 million from HarbourVest, Menlo Ventures, Lightspeed, DCM, Y-Combinator, and others. Together, let’s love local. Visit for more information.

As the Director of Sales Strategy, you will be responsible for modeling, defining, and executing initiatives that will drive sales efficiency, productivity and velocity. Your key responsibilities will range from compensation design, to determining the implementation of tools that will change the trajectory of our field sales organization, to executing go-to-market strategies that will influence both the near-term and long-term success of our organization. You will do this by leveraging a deep proficiency with data modeling and data analytics.

You will work collaboratively across the team to translate strategic roadmaps into clear business plans with established metrics and goals. You will work to optimize and improve our current processes, systems, and programs so that we can best meet our goals. Additionally, you will help drive new strategic program initiatives that continue to open more opportunities for the 14,000 local businesses we currently serve. With your hands-on experience and deep knowledge in sales strategy and operations, you’ll allow us to hit our aggressive growth goals in 2020 and beyond.

Fivestars is an organization rooted in living our core values of Shared Humility, Warrior Spirit, Authentic Relationships. If you embody these values, we want to speak with you.

Culture & Community:

  • Continuous innovation and improvement
  • Highly engaged, high-performing teams
  • High volume, fast paced work environment
  • Collaboration across all groups (Sales, Customer Success, Support, Product, Engineering, People Ops, Business Applications, Finance, and more)
  • Speed and agility of a startup with the resources of a much larger company
  • Mutual respect; we are an ego-free company!
  • Data-driven & solution-oriented
  • Honesty & Integrity; do the right thing
  • Outward thinking and a servant leader mentality, placing the needs of people above self
  • Every employee has a voice that can impact the future of Fivestars
  • We hire people with an ownership mentality and reward people with strong compensation and an ownership stake

Who You Are:

  • Deep proficiency with data analytics and data modelling
  • Can translate our sales goals into a clear and measurable process
  • Can quickly and effectively understand CRM architectures (SFDC) and work closely with administrators to see vision through
  • Expert level at SQL, Tableau, or other visual engines
  • Facilitate and produce high volumes and accurate reporting
  • Worked with telephony systems such as NVM or
  • Worked with cadence tools and software like SalesLoft or
  • Can design and administer commissions on a timely and accurate basis
  • Effective sales professional, who has led a sales operations organization
  • You are a leader who earns the respect of a large and diverse team
  • A person who requires ruthless prioritization and data-driven decision-making
  • Have a strong opinion on directives that will have a long lasting impact on the organization
  • Comfortable using and explaining tech stacks and terminology
  • Have a very clear understanding of the benefits, but also the challenges of working at a startup
  • Come up with creative ideas, then test them using data
  • Get excited about coaching and building scalable processes to help our organization flourish
  • Have a clear understanding of where your strengths and weaknesses are. You aren’t shy about asking for help when you need it, and you don’t pretend to know things you don’t know
  • Always looking for ways to be better at your career and expect the same of those around you
  • Admit when you are wrong and expect the same of the people you work with
  • Good at giving effective feedback to those around you to make them better
  • Comfortable accepting feedback from those around you to make yourself better
  • Strong and empathetic relationship to local businesses. Previous experience working with SMBs strongly preferred
  • Experience leading training sessions to ensure that the product is meeting user needs, and to ensure it is being used widely enough to have concrete impact
  • Experience identifying relevant datasets through deep engagement with customer problems and workflows
  • Project management experience (scope control, budgeting, estimating and resource management)
  • Ability to propose creative solutions to challenging problems and communicate technical concepts and specifications clearly and efficiently
  • Proactively identify problems and aggressively pursue solutions
  • A track record of quantitative decision-making and analytical problem solving
  • Excellent communication skills with ability to lead and influence across multiple levels and multiple functions of an organization
  • Low ego, entrepreneurial, and forward-thinking mindset
  • A strong personal commitment to planning and execution over both short and long term time horizons
  • Ability to triage and manage multiple, simultaneous projects within a growing start-up
  • Experienced at establishing new processes and cadence within organizations
  • Vendor and supply chain management experience, including contract negotiation and cost optimization

Fivestars provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Fivestars complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.