UK Director of Sales

Department: Sales

Reports To: Regional VP

Location: London area

Position Summary

The Director of Sales, reporting to the Regional VP, is responsible for achieving sales, revenue, and market share goals for their assigned team. This includes exceeding Key Performance Indicators (KPIs), effectively managing and growing a high-performing team, accurately forecasting bookings, and collaborating with other departments to ensure team success.

Essential Functions

1. Consistently meet or exceed assigned business objectives, including sales quotas (ARR and units), product-specific sales targets, and KPIs related to pipeline development, trial starts, and team performance.
2. Achieve hiring targets, ensure efficient onboarding of new hires, and maintain adequate sales capacity.
3. Effectively represent the sales team and externally with customers, prospects, partners, and industry associations.
4. Successfully implement and execute the Management Operating System.
5. Ensure consistent execution of the go-to-market strategy by driving appropriate tactics.
6. Collaborate with Sales Development, Marketing, Product, and Business Development teams to ensure alignment and consistency.
7. Develop a deep understanding of the market and prioritize high-value accounts.
8. Participate in or lead cross-functional deal teams to secure key opportunities.
9. Build relationships with partners, customers, and influencers to generate leads and referrals.
10. Maintain adherence to the established sales process.
11. Foster professional development within the team to enhance sales skills and competency

Competencies

• Integrity: Build trust and rapport with colleagues at all levels. Demonstrate dependability, sincerity, and adaptability.
• Innovation: Generate new ideas and approaches to improve business policies.Communicate effectively and persuasively.
• Initiative: Work independently, meet deadlines, prepare concise reports, and make sound decisions under pressure.
• Intelligence: Utilize resources effectively, manage multiple activities simultaneously, and seek input for improved results.
• Interaction: Motivate the team, resolve conflicts constructively, and foster teamwork and collaboration.

Experience and Training

• Experience: 5+ years managing complex, quota-carrying sales teams (e.g., Enterprise Account Executives) with responsibility for large ($10M+ ARR) quotas.
• Knowledge: Advanced understanding of sales operations and the competitive landscape. Experience developing and implementing company-wide policies.
• Problem-Solving: Ability to analyze complex situations, make strategic decisions, and implement solutions that impact multiple areas of the organization.
• Additional Experience: Critical thinking, problem-solving, excellent communication (written and verbal), organization, time management, project management (SmartSheet experience a plus), attention to detail, and experience managing multiple key departments.