Sales Director (£110k - £140k base x 2 OTE)

We are working exclusively with our client to find a Sales Director.

About:

Our client is a market-leading SaaS HRIS competing with some of the biggest players in the industry to provide consumer-grade people management software that is a pleasure to use. Their product emphasizes usability, user experience, and speed to manage the end-to-end employee lifecycle and is able to reduce manual work through automation and reduce compliance risk - all powered by AI.

Following enormous growth through an initial sales team, strong marketing, and a solid SDR function, it is now time to scale the team with a Sales Director (player-coach) to drive revenue growth and develop a team of Account Executives.

Key Highlights:

• Started 4 years ago and are already at 35 people - 4 in the sales team and more in supporting functions such as revenue operations, growth, and marketing.
• Proven at all market ends, including SME, mid-market, and enterprise supporting hundreds of customers globally. The priority is to increase the pool of mid-market-level customers.
• Outbound sales and a strong referral rate were the main sources of new business opportunities. They have a product that people want to use!
• Strong ROI made up of keeping the organization compliant, reducing employee turnover through improved experiences, enabling scale of organizations, better people management, and more!
• Deal sizes vary from $10k - $250k ARR depending on the size of the organization - this role is focused more on the mid to top end of the spectrum with mid-market customers.
• Merit-based progression - opportunities to grow in your role based on success.
• Planning the increase of lead generation through referrals, partnerships, and events this year but outbound is still expected to be a key part of the lead gen strategy.

The Role:

• Closing 5-6 figure deals with new mid-market and enterprise customers globally.
• Prospecting activities to build the pipeline via outbound including market research, mapping, phone calls, LinkedIn, and emails.
• Running the full sales process from discovery to demo to close using a known sales framework such as MEDDICC or Challenger. This will include in-person and on-site meetings - there is an expectation to go and meet potential customers in person.
• Consistently hitting and achieving targets set by the company.
• Implementing an effective hiring plan once repeatability is found, includes developing interview frameworks, finding the right personnel, and onboarding new team members.
• Developing a closing strategy targeting mid-market and enterprise companies - important to implement a sales framework that will create consistency around forecasting and closing.
• Running weekly 1-2-1 individual and team meetings prioritizing ensuring team alignment, a happy and productive workforce, accurate forecasting, and high team engagement. This will include coaching and performance evaluation.
• Close working with the broader team to contribute insights that will continue building on the success of the GTM function.
• Keeping records in the CRM up to date and accurate - reporting is important to the client so they can get the insight required to develop the sales function further. This will also help with accurate forecasting and developing an understanding of where new resources should be deployed.

Requirements:

• At least 5 years experience selling complex solutions to senior stakeholders with a 5-6 figure ACV ARR. Looking for value-based salespeople!
• Worked in a role where you have been responsible for your own outbound prospecting.
• Self-starter and proven track record in an early-stage start-up. You must lead deals from the front and bring in the relevant internal teams where necessary.
• Excellent written and verbal communication is essential, you will be liaising with top executives.
• Are professionally trained in known sales frameworks such as MEDDPICC.
• Have 18+ months of management experience, you must have been in a player-coach role previously.
• A strong background in developing and growing sales teams is important. It is also important to be able to nurture reps while keeping high performers motivated.
• Hybrid working from a London office - you must be within a reasonable commuting distance.
• Excited by a fast-paced and dynamic startup environment.