Head of Sales, EMEI

This senior leadership role is responsible for managing the EMEI sales team who are responsible for expanding TT’s revenue, market share and client base through identifying new opportunities, building relationships and increasing revenue in our EMEI region.

What Will You Be Involved With?

• Develop and Execute Sales Strategies
• Create and implement sales plans
• Possess a deep understanding of Client Needs
• Knowledge of Market Trends & Regulations
• Drive Revenue Growth by hitting team and company sales and revenue targets through securing new clients and upselling to existing clients
• Responsible for meeting and exceeding quarterly and yearly sales and revenue targets
• Cross Selling collaboration with other Heads of Sales across all lines of the Trading Technologies business.
• Team Leadership

• Hire, train, manage and motivate a high performing sales team
• Manage team territories
• Review team priorities weekly through weekly team and one on one meetings
• Support the team through client meeting preparation and guidance
• Help form and implement the sales targets along with their commission packages
• Track deal momentum to identify when it has stalled and help sales bring it back to life
• Quarterly reviews of sales teams forecast, pipeline and plans.
• Perform bi annual reviews of the team

• Oversee sales process from lead generation to closing
• Conduct regular pipeline and forecast reviews with your individual team members ensuring data accuracy and proper qualification
• Ensure proper sales and revenue forecasts

• Build and maintain relationships with the client and prospect base
• Develop strategies with the sales team to keep momentum in deals and close in a timely manner.
• Create & support pipeline generation activities
• Support the team in managing the full process lifecycle from quote to cash

• Work with the individual Sales Executives to build proposals that demonstrate TT’s value along with creating a commercial proposition that is compelling to the client.
• Work with the Sales Executives on the contracts and negotiation process. Serving as a point of escalation and issue resolution, working closely with legal to ensure compliance with company policies

• Report on pipeline and sales statistics
• Forecast future revenue & sales numbers
• Establish and track KPI’s for the team to measure sales success

• Establish and foster partnerships and relationships with key customers
• Build and grow internal relationships across functions
• Attend industry specific conferences and networking events
• Be a panelist speaker for industry relevant topics

• Business Development: Work with Business Development on market trends and competition battlecards
• Finance: Ensure alignment on standard and non standard deals, proposal structure and deal margin
• Cross Collaboration with all TT Lines of Business (LOB): Coordinate introductions, sales meetings, solutions, proposals and negotiations
• Legal: Work closely with legal to keep momentum behind negotiations while protecting the company
• Marketing: Develop messaging around go to market campaigns and key strategic areas for the firm, as well as the target client base and key personas.
• Service Management: Join quarterly service reviews with key clients

What Will You Bring to the Table?

• 15+ years of experience in Financial Technology Sales
• Experience in complex enterprise sales
• Futures and Options, Listed Equity Options, Equities experience preferred. Fixed Income and FX nice to have
• Good understanding of technology
• Prior leadership experience
• Bachelors Degree or above
• Strong Communication and Interpersonal Skills both verbally and written.
• Proven organizational and team management skills
• Proficiency in the G-Suite and Salesforce

What We Bring to the Table:

• Competitive benefits, including medical, dental, vision, GTL & GIP schemes, and pension
• Flexible work schedules – with some remote work.
• 25 PTO (paid time off) days per year with the ability to roll over days into the following year, 1 day per year available for volunteering, 2 Training days per year to allow uninterrupted professional development, 1 additional PTO day added during milestone year, a robust paid holiday schedule with early dismissal, and generous parental leave (for all genders and staff, including adoptive parents)
• The company provided top-of-the-line tech resources and a tech accessories budget for monitors, headphones, keyboards, and office equipment.
• Subsidy contributions toward gym memberships and health/wellness initiatives (including discounted healthcare premiums, healthy meal delivery programmes, or smoking cessation)
• Milestone anniversary bonuses
• Forward-thinking, a culture-based organization with collaborative teams that promote diversity and inclusion