Vice President of Sales

This role will play a key role in helping RMS achieve its dual objectives of achieving compound annual growth in subscription revenues of 30% for four years coupled with a four-year net contribution from RMS Pay of $15+ Million through Enterprise and Account management sales.

Job Requirements:

• Demonstrated knowledge and experience in managing high performance enterprise and account management sales teams.
• In-depth knowledge of selling strategies and methods, as well as employee sales motivation techniques.
• Excellent leadership, communication, interpersonal, and customer relationship management skills.
• Previous experience in a similar role.

Job Responsibilities:

• Team Management: Manage new and experienced individual contributors across the SMB, Mid-Market, and Enterprise segment teams. Manage resource planning, spending and allocation within the regional sales team - including setting and monitoring regional targets and budgets. Inspire and motivate the regional sales team to achieve their targets, holding team members to a high standard of excellence and accountability. Own ultimate oversight & leadership of the EMEA regional sales team, including recruitment strategy, retention, management, success and personal development.
• Sales Strategy & Execution: Partner with the Marketing, CRO and Channel & Partner teams to develop and execute the EMEA business strategy, including sales forecasting and prospect management. Build and nurture senior-level relationships with key prospects and clients. Drive senior-level sales and negotiations, consistently exceeding personal and team targets. Collaborate with RMS Senior leadership team to identify and establish key strategic partnerships and cross-functional relationships across the SMB and Mid-Market Enterprise segments and key Accounts.
• Data-Driven Insight: Use forecasting strategies by monitoring the sales pipeline and analysing historical data to understand meaningful trends, risks & opportunities within the business. Analyse market trends, develop competitive strategies, and collaborate with various departments to optimize pricing, product development, and customer satisfaction. Use data and in-depth industry knowledge to identify new opportunities - including new markets, partnerships, products, sales channels & customer segments. Stay well-connected with customers and the Product team to ensure market needs are being incorporated into our product development.
• Company & Industry Leadership: Work closely with the CRO to optimise efficiency and performance of the teams through strong operational management across team, process and workflow. This includes revenue management, CRM (Hubspot) hygiene, cross-functional collaboration and customer success. Work with the marketing team to establish a clearly differentiated and data-driven commercial positioning and go-to-market strategy. Report to the Executive Team on a monthly and quarterly basis, maintaining accurate updates of sales against target. Maintain a presence within the industry, representing the business globally on stages, in the press and in important rooms. Be a senior figurehead within the business, working with the RMS Marketing team to secure relevant speaking & commentary opportunities. Making decisions with a view of long-term impacts. Possessing a deep understanding and mastery of the Sales and business development in Enterprise and Account Management. Conceiving and creating what hasn’t yet been created - a business creator and executer. Setting high goals and standards of performance and demonstrating tenacity and a drive to deliver. Accepting accountability for executing on plans and can be relied upon to consistently deliver results. Exhibiting and executing strategies to address poor performance driving growth. Focusing on continuous improvement to scale the business. Identifying the changes required for future success and realise the potential of RMS Cloud to innovate as reflective of the nuances of the region. Address barriers to change and innovation, strong problem solving. Being collaborative with ‘sleeves rolled up’ approach to addressing the barriers. Empathetic listener, professional collaborator with a passion for educating people and delivering a “wow” experience. Understanding and following rules of conduct and ethical guidelines. Demonstrating consistency, is dependable, respectful and considerate. Building trust with others by following through on promises and commitments.
• Success:

• Revenue Growth: Achieving Sales Targets: Consistently meet or exceed revenue targets, including ARR (Annual Recurring Revenue), new business sales, and expansion within existing accounts. Market Penetration: Successfully expand the company’s footprint in key markets, securing new logos and increasing market share. Profitability: Drive profitable growth by maintaining or improving profit margins through effective sales strategies and pricing models.
• Sales Strategy and Execution: Strategic Sales Planning: Develop and implement a sales strategy aligned with the company’s overall business goals, including market positioning, go-to-market strategy, and customer segmentation. Sales Pipeline Management: Ensure a healthy sales pipeline with accurate forecasting, tracking opportunities from lead generation to closing. Sales Enablement: Collaborate with marketing and product teams to equip the sales force with the right tools, training, and product knowledge to succeed.
• Team Leadership and Development: Building a High-Performing Team: Attract, hire, and retain top sales talent. Foster a positive team culture that encourages collaboration, innovation, and accountability. Coaching and Mentorship: Provide ongoing coaching, mentoring, and professional development opportunities to the sales team, ensuring high levels of performance and engagement. Sales Quota Attainment: Ensure that individual and team sales quotas are consistently achieved or exceeded.
• Customer Success and Satisfaction: Customer Retention and Growth: Work closely with Customer Success and Account Management teams to ensure customer satisfaction and minimize churn. Customer Feedback Loop: Actively engage with customers to understand their needs, challenges, and expectations, and communicate those insights back to the product and leadership teams for continuous improvement. Upselling and Cross-Selling: Leverage existing relationships to drive upsell and cross-sell opportunities, increasing customer lifetime value (CLV).
• Collaboration with Cross-Functional Teams: Alignment with Product Development: Collaborate with Product Management to ensure that customer feedback and market demands are considered in product roadmaps and releases. Sales and Marketing Alignment: Work closely with Marketing to ensure lead generation efforts are aligned with sales strategies and that marketing campaigns drive quality leads. Operational Efficiency: Partner with operations, finance, and legal teams to streamline sales processes, ensure compliance, and improve operational efficiency.
• Innovation and Adaptability: Sales Innovation: Lead the adoption of new sales technologies, tools, and methodologies that improve sales efficiency and effectiveness. Adaptability to Market Changes: Quickly adjust sales strategies in response to changing market conditions, customer needs, and competitive pressures.
• Metrics and Reporting: KPI Tracking: Monitor key sales performance indicators (KPIs) such as win rates, deal size, sales cycle length, customer acquisition cost (CAC), and lifetime value (LTV). Sales Forecast Accuracy: Deliver accurate sales forecasts to the executive team, ensuring transparency and predictability in revenue projections. Data-Driven Decisions: Use data analytics to drive decision-making, identify trends, and continuously refine sales strategies.
• Executive Leadership and Influence: Strategic Leadership: As part of the executive team, contribute to the overall strategy and direction of the company, providing insights from the sales perspective. Company-wide Influence: Act as a role model for company values and culture, driving cross-departmental collaboration and leading by example.