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. 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
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 leading sales in an early stage, high-growth enterprise B2B SaaS environment preferred
Experience in scaling a team across EMEA
Proven line-of-business selling experience and able to engage at a C-Suite level within enterprise accounts
Ability to build and lead a sales organization, including quota-carrying and forecasting experience
Experience selling with and through alliances / partners.
Excellent cross-organization partnership and interpersonal skills
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.
