Location: U.S. (Remote - New York preferred)

Type: Full Time

Currently reports to: CEO

Compensation: Base + equity

About The Folklore

The Folklore Group is a software company empowering diverse consumer goods businesses in global markets to digitize and scale their operations globally. The company’s B2B SaaS product, The Folklore Connect, is a wholesale platform that provides software for diverse brands in global markets to manage and scale their wholesale business and retailers with a marketplace to discover and shop these brands.

The Folklore is a Techstars (Seattle 21’) and venture capital-backed company that has been featured by Vogue, Forbes, TechCrunch, Fast Company, and Inc. The company has a history of partnering with top corporations like Farfetch to further promote its efforts to increase the visibility, opportunities, and financial success of diverse suppliers and suppliers in emerging markets.

About The Role

The Folklore is searching for an experienced VP of Sales and Customer Success to build and lead a team that will develop, grow and support our expanding retail and brand user base. This role is a key part of the leadership team that will develop strategies across sales and customer success, while streamlining operations.

A core responsibility will be sourcing and acquiring enterprise retailers as an individual contributor. The VP of Sales & Customer Experience will also lead a six person sales and customer success team focused on brand and SMB retailer acquisition, enterprise account management, and customer support. This individual will have a significant impact on the company's revenue, roadmap, and external relationships. This is an opportunity to get in on the ground level and work closely with our CEO to develop a barrier breaking world-class company that is revolutionizing wholesale distribution for diverse and emerging market suppliers.

Strategic Development

Collaborate with CEO to set and manage sales and customer success objectives, goals, and KPIs
Develop sales and customer success strategies to achieve business objectives
Provide insight on product roadmap based on customer needs and company objectives
Collaborate with Marketing to develop strategy for successful digital and physical selling events
Collaborate with Marketing to evaluate external partnerships that lead to brand and retailer growth

Sales

Personally identify and create a sales pipeline of enterprise retailers and hit company targets
Personally manage every stage of the enterprise sales pipeline from sourcing deals, pitching executives, and closing deals
Cultivate and maintain relationships with enterprise customers’ executive teams
Develop and manage sales playbook across all three sales departments (enterprise retail, SMB retail, brands)
Develop and oversee sales pitch email and meeting scripts across all departments
Source and implement new software to manage workflow and sales process
Handle sales issues that are escalated by direct reports
Create sales reports on sales business status, risks, and revenue attainment

Customer Success

Develop and manage customer success playbook for all three customers (enterprise retail, SMB retail, brands)
Develop and oversee upselling opportunities with existing customers
Collaborate with Product Manager to ensure Help Center is up to date with necessary information and accompanying media
Handle customer success issues that are escalated by direct reports
Create CS reports on existing business status, risks, retention, and upsell attainment

Team Management

Manage existing and recruit new sales and customer success team members
Oversee and provide support to all team members in all four departments (Enterprise Retail, SMB Retail, Brand Sales, Customer Success) to ensure they meet goals

Must Have

Bachelor’s degree in business, marketing, or equivalent experience
7+ years of professional B2B fashion wholesale sales/account management experience with a minimum of three years at a Director level or above
2+ years of professional B2B SaaS sales experience in the retail tech or fashion tech space
2+ years of professional experience working in-house for a fashion or beauty brand
Built and managed teams of 6 or more
Experience with CRM systems (Hubspot, Salesforce, etc.)
Experience developing sales and customer success playbooks

Bonus to Have

At least two years experience working at an early stage tech startup preferred
Experience using competitor B2B wholesale systems
Former buyer at large retail company

Who You Are

You have B2B Retail/Wholesale Tech, Sales, and Customer Success experience with a proven track record of successfully scaling revenue at an early stage company
You have experience sourcing, pitching, winning, and maintaining multi-year relationships with major enterprise retailers
Advanced knowledge of merchandising and wholesale processes; in particular as it relates to apparel, accessories, beauty, and homeware buying
Great communication skills, writing skills, continuous learning, and bias for action
Great team player with passion for encouraging cross-functional collaboration and alignment
You have experience with building and scaling internal tools which drive efficient and effective sales operations and customer experience
You are a creative problem-solver. You excel at identifying simple solutions to tough problems.
You are relentlessly resourceful. When something needs to get done, you always find a way to make it happen. Even when the work is hard, you have the drive to power through it and execute with limited information and ambiguity.
A "can do" attitude driven by your passion to accomplish your goals and empower your team to do the same

The Folklore Group

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VP, Sales & Customer Success