At a Glance
- Tasks: Lead a dynamic sales team to drive customer acquisition and achieve revenue goals.
- Company: Join Optro, a fast-growing tech company transforming risk into opportunity with AI.
- Benefits: Enjoy competitive pay, health coverage, generous leave, and a $200 monthly wellness allowance.
- Other info: Embrace a culture of innovation, resilience, and teamwork at Optro.
- Why this job: Make an impact in a high-growth environment while developing your leadership skills.
- Qualifications: 7+ years in B2B software sales with proven people management experience.
The predicted salary is between 90000 - 110000 £ per year.
Who We Are
Having surpassed $300M ARR and continuing to grow, Optro helps enterprises transform risk into opportunity through its AI-powered GRC Intelligence Platform. More than 50% of the Fortune 500, including 7 of the Fortune 10, leverage our award-winning technology to move their businesses forward with greater clarity and agility. At Optro, we inspire each other to innovate and are proud of what we are producing. We spend each day thinking of new ways to help our customers and contribute to the greater good of our company and our surrounding communities.
Why This Role is Exciting
We are looking for an intelligent, coachable, hard-working, and driven professional to lead a team of Account Executives to sell Optro products into our Commercial segment. The Area Director, Sales will lead, coach and develop a team of 5-7 sales professionals to proactively generate new opportunities into target accounts, close business to achieve quarterly and annual revenue goals, and will report to the Vice President of EMEA. Location: London, UK (Hybrid role ~2-3 days/week in the office in central London)
Key Responsibilities
- Drive customer acquisition, landing net new logos through high-velocity sales motion
- Recruit and enable top talent at scale, targeting exceptional salespeople who possess high intelligence, robust EQ, character and general coachability
- Lead AEs in achieving individual, team, and organizational quotas. Build existing accounts to six and seven-figure ARR sizes, spearheading Cross-Sell and Up-Sell campaigns across the team
- Provide strategic executive leadership for sales forecasting, territory assignments, sales mentorship, and commission planning
- Ensure the sales team is working cohesively with Operations, Sales Engineering, and other internal/external teams and stakeholders
- Build out a predictable business focused on the end-to-end value-led sales process
- Lead pricing and contract negotiations with Executive Buyers, typically CFOs
- Listen and comprehend customer pain points, goals and objectives to tailor Optro’s products and services
- Present a compelling solution of the Optro's suite of products to clients using the information found in the discovery phase
- Engage with C-level prospects to position Optro's strategic value proposition and drive the deal to closure
- Leverage a values-based sales process to work with multiple client personas to close new business
- Use a MEDDICC-based sales qualification methodology to manage sales resources and report sales forecasts
- Stay ahead of industry trends, competitive activity, and client opportunities
- Attend trade shows, industry events, client meetings, and conferences
- Engage and build relationships with Optro Partners and Alliances to help drive new pipeline growth and close new business
- Willingness to embrace the core company values of Customer Obsession, Constant Innovation, Personal Improvement, Gritty Resilience and Win-Together
Attributes for a Successful Candidate
- 7+ years of related experience including 3+ direct full sales cycle experience selling enterprise B2B software, preferably SaaS GRC, finance, ERP, CRM, procurement, or adjacent sectors with 2+ years of people management experience
- Experience leading sales in an early-stage, high-growth enterprise B2B SaaS environment
- Proven line-of-business selling experience and ability to engage at a C-Suite level within enterprise accounts
- Ability to build and lead a sales organisation, including quota-carrying and multi-product forecasting experience
- Excellent cross-organization collaboration and partnership skills. A natural desire to build mutually beneficial working relationships at all levels
- Experience devising sales strategy and contributing to enablement programs
- A clear understanding of value-based selling with multiple examples of success
- Strong EQ skills, able to build strong relationships internally and externally while inspiring and driving a team to deliver exceptional results.
Perks (United Kingdom)
- Launch a career at one of the fastest-growing SaaS companies in North America and EMEA!
- Live your best life (LYBL)! $200/mo (USD) for anything that enhances your life
- Comprehensive employee health coverage
- Pension scheme with company contributions
- Competitive compensation & bonus program
- Generous annual leave of 25 days plus bank holidays
- Time off for your birthday & volunteering
- Employee resource groups
- Opportunities for team and company-wide get-togethers!
Our Company Values
- Customer obsession: It starts and ends here. Consistently ask yourself how what you’re doing creates value for our customers. It’s a mindset.
- Gritty resilience: Make it happen. Find a way. Move fast, stay positive, and do what it takes.
- Drive innovation: Create the future. Continuously improve what exists and invent what’s next.
- Win, together: One team. No silos, no egos. Drive to be the best and support each other’s success.
- Growth mindset: 10x, not 10%. Think in orders of magnitude, not increments. Seek feedback, learn, and improve.
Area Director, Commercial Sales (EMEA) in London employer: Optro
Optro is an exceptional employer, offering a dynamic work culture that fosters innovation and collaboration. As a People Business Partner in London, you'll play a pivotal role in shaping the employee experience across EMEA and APAC while enjoying comprehensive health coverage, a competitive compensation package, and generous annual leave. With a strong focus on personal growth and community engagement, Optro empowers its employees to thrive both professionally and personally in one of the fastest-growing SaaS companies globally.
StudySmarter Expert Advice🤫
We think this is how you could land Area Director, Commercial Sales (EMEA) in London
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Area Director, Commercial Sales (EMEA) at Optro, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Optro. Tailor your message to explain why you’re drawn to them and how you can contribute as a Area Director, Commercial Sales (EMEA). Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Area Director, Commercial Sales (EMEA) in London
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Optro:When writing your cover letter, make sure to tailor your message specifically for Optro. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Optro
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Optro that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Optro that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Optro’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
