Director, Sales
Description
We are looking for a Director, Sales who is results driven & motivated to coach, lead and develop a small team of Account Executives. You'll lead, mentor, set targets and guide the team in terms of solution selling with the aim on achieving revenue targets. You will collaborate internally and have a solid understanding of a SaaS sales cycle, along with what it takes to get the deal done.
About us: Backed by our expert team with nearly two decades of experience, we allow platforms to scale capacity and proactively safeguard online communities and reputations. We provide ongoing, comprehensive protection against online risks and our AI technology, coupled with our expert Human Intelligence teams, has been trained since 2005 to discover and track the risk signals embedded within digital chatter before they become a crisis.
We are ambitious in both our mission and our culture. As a business within Kroll, we offer an innovative, non-hierarchical work environment blended with the stability and financial security of an enterprise.
We are ambitious in both our mission and our culture. As a business within Kroll, we offer an innovative, non-hierarchical work environment blended with the stability and financial security of an enterprise.
Your day to day:
Coaching, Team Building and Development
- Support, and guidance through coordinating best use of resources, review of projects and potential risks, as well as resolving bottlenecks
- Mentors and coaches the team in the achievement of KRs and personal performance objectives
- Provide regular one-on-one feedback with the goal of improving performance while proactively seeking opportunities to celebrate wins within the team
Negotiation
- Engage business, legal and procurement teams throughout the win stage (negotiation).
- Represent Resolver’s commercial and legal interests as a key stakeholder
Forecasting & Documentation
- Forecasts monthly, quarterly and annually by analysing the external and internal sales environment in order to achieve the best results
- Documents and analyses findings in order to effectively assess and meet the needs of the business
- Captures and documents data using Salesforce and completes required fields throughout the sales cycle including customer and opportunity information.
- Collaborates with the team to find and assess gaps; provides insight and knowledge on how to progress opportunities
Sales Planning and Execution
- Collaborates and develops plans which provide Account Executives with innovative strategies and sales tactics to lead them to success
- Researches new market opportunities; collaborates with Marketing and Product to build business cases that would support future investment and growth
- Determines customers’ Needs, Why Act, Why Now? And Why Trust? Rational.
- Summarizes customer’s new reality and generates an impact summary to validate the value of our offerings against the customer’s requirements.
- Market research through multi-channel sources to stay on-top of prospects and the competitive landscape.
- Participates in industry forums, chapters, and associations relevant to their target focus.
Teamwork and Collaboration
- Collaborates with cross functional teams (Services, Product, Marketing) to ensure the team is well positioned in competitive opportunities
- Provides prospect and market feedback to the Product team to ensure our vision aligns with the market needs
More about you:
- You have an established sales career and have evolved into sales management over the past 2 - 4 years.
- You have a proven track record of hitting quota, overcoming objections, and designing & executing opportunity plans that generate growth. You are able to transition this experience into coaching and inspiring others to achieve results. You can even get into the weeds and negotiate on deals to get them across the line.
- You are a strategic thinker and will help us think about pricing strategy, marketing opportunities and what segments to serve.
- You are curious about data (qualitative and quantitative) and keen to make recommendations on how we can improve our sales pipeline and win rate. Dashboards and pulling reports are second nature.
- You are a collaborator. You will partner with Marketing, Product, Customer Experience, Legal and Finance with curiosity, humility and a motivation to achieve our common goals.
- You're willing to travel domestically & internationally to Tradeshows, Conferences, & Customer On Sites as required.
Benefits:
Our rewards are as unique as our culture, and we want to attract the best people and retain them.
Not only will we ensure that your development is key, but you will be joining a fantastic team of like-minded people who work together as one team to achieve a shared vision. We offer an excellent salary and benefits package which includes:
- Discretionary bonus scheme / commission scheme with payment based on revenue generated as a result of generated sales leads
- 33 days holiday including Bank Holidays
- Critical Illness insurance
- Life Insurance Cover
- Healthcare Cash Plan / Healthcare, dental and vision plan
- An attractive pension / 401k retirement plan scheme
- Cycle to Work Scheme
- Employee perks schemes offering discounts, rewards, giveaways and more
- Subsidised gym membership
- Mental health wellbeing portal and access to an in-house clinical psychologist
- Support and provision of supplies to facilitate home working
- Flexible working opportunities
Statement:
This work meets the requirements in respect of exempted questions under the Rehabilitation of Offenders Act 1974, any applicants who are offered work for this organisation will be subject to an enhanced check from the Disclosure and Barring Service (DBS). This will include details of cautions, reprimands or final warnings as well as convictions. A criminal record will not automatically bar a person from successfully taking up this post.
Resolver, a Kroll business is committed to creating an inclusive work environment. We are proud to be an equal opportunity employer and will consider all qualified applicants regardless of gender, gender identity, race, religion, color, nationality, ethnic origin, sexual orientation, marital status, veteran status, age or disability.
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