- 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
- Drive portfolio business of high velocity new “lands,” as well as the expansion of strategic accounts
- Recruit top talent at scale who possess high intelligence, strong character and coach-ability
- Lead Strategic AEs in achieving individual, team, and organizational quotas
- Drive strategic deals and accounts to six-figure and seven-figure deal victories
- Drive and monitor account planning and execution to deliver maximum revenue potential
- Provide strategic executive leadership for sales forecasting, territory assignments, sales mentorship, and commission planning
- Coach sales teams by helping structure sales opportunities and deals; further assist with selling activities as appropriate; Ensure the sales team is working cohesively with operations, sales engineering, and other internal/external teams
- Build out a predictable business focused on the end-to-end sales process
- Lead pricing and contract negotiations
- Listen and comprehend customer pain points and goals and objectives to tailor Optro’s products and services
- Present a compelling solution of the Optro 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 to report sales forecasts
- Stay ahead of industry trends, competitive activity, and client opportunities
- Attend trade shows, industry events, client meetings, and conferences – up to 30% travel
- Engage and build relationships with Optro Partners and Alliances to help drive new pipeline growth and close new business
- Evangelize the organizational need for a strong audit, risk, and control environment to drive new pipeline and win new business
- Willingness to embrace the core company values of Customer Obsession, Constant Innovation, Personal Improvement, Gritty Resilience and Win-Together
- Opportunity to work from our London office
Benefits
- Health and wellness benefits: High quality health plans and access to hormonal and family-building support.
- Time away from work: Generous paid time off including vacation, holidays, sick time, bereavement, and more.
- Financial benefits: Beyond a competitive salary, plans are provided to assist in your financial future including retirement and pension plans as well as life and disability insurance.
- Parental leave: Parents are eligible for time off to care for their newborn, adopted child, or foster child. Parental leave benefits and pay vary by location.
- Professional development: Continuously grow through development workshops, mentoring programs, and more.
- Community impact: We partner with communities to provide services in addition to sponsoring our own events.
- Live your best life: Invest in yourself, on us. Our monthly wellness stipend is designed to support your life beyond the screen, giving you the flexibility to fuel your passions and your well-being.
- Mental health: Access to Headspace’s well known meditation support plus coaching and therapy, for you and additional loved ones.
Qualifications
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 Enterprise segment. Proven line-of-business selling experience and able to engage at a C‑Suite level within enterprise accounts 10+ 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 3+ years of people management experience Experience in scaling a team across EMEA Ability to build and lead a sales organization, including quota-carrying and forecasting experience Experience devising sales strategy and contributing to enablement programs Excellent cross‑organization partnership and interpersonal skills Experience leading sales in an early stage, high‑growth enterprise B2B SaaS environment preferred Experience selling with and through alliances / partners 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.
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