Director Of Digital Sales

 

Description:

Strategic Leadership

·       Develop and execute a proactive, long-term strategy to scale the global DSR organisation in line with the company’s ambitious revenue goals.

·       Drive team productivity and efficiency by identifying and implementing new processes and tools, with a key focus on leveraging AI to discover and qualify opportunities.

·       Have the strategic vision to plan what the DSR organisation needs to look like as the company grows to $2B and beyond, moving from a reactive to a proactive model.

·       Conduct market analysis to identify new opportunities and refine sales approaches, ensuring the team is always focused on the most valuable activities.

Team Development & Performance Management

·       Lead a group of DSR Managers,  coaching-focused, spending significant time on go to market with cross functional leadership.

·       Recruit, hire, train, and develop high-performing DSRs, maintaining full headcount and a strong pipeline of future talent.

·       Design and implement a clear, data-driven framework for measuring DSR performance and readiness for promotion into Account Executive roles, ensuring we develop our future sales leaders.

·       Conduct weekly one-on-one meetings with front line managers to review activity metrics, pipeline, and provide personalised coaching.

Stakeholder Collaboration & Business Partnership

·       Build strong, collaborative relationships with senior regional sales leaders (VPs), operating as a credible peer with the gravitas to hold stakeholders accountable.

·       Use data from SFDC and other sources to drive conversations, manage expectations, and ensure alignment between the DSR organisation and the field sales teams.

·       Liaise effectively with key internal partners across Marketing, Sales Operations, and Corporate functions to ensure seamless execution.

 

THE PATH TO SUCCESS: AN EARLY IMPACT ASSESSMENT

The Path to Success: An Early Impact Assessment

Month 1: Foundation & Assessment

Month 1: Foundation & Assessment

·       Complete all onboarding sessions with a clear plan to understand the business, our identity management solutions, and our value proposition.

·       Evaluate the status quo of the global DSR organisation, analysing People, Processes, Cadence, and Structure to identify immediate strengths and weaknesses.

·       Meet with your direct manager (Global VP) and key senior stakeholders, including the regional Sales VPs and the Head of EMEA Sales, to understand their priorities and build foundational relationships.

·       Begin evaluating the existing technology stack (including SFDC) and processes, with a specific focus on understanding the "do more with less" mandate and where AI can create efficiencies.

·       Hold initial meetings with your direct reports and the wider DSR team to understand their perspective and establish your leadership.

Month 2: Strategy Formulation

Month 2: Strategy Formulation

·       Synthesise your Month 1 findings into a preliminary strategic plan outlining your vision for scaling the DSR organisation to support the company’s growth to $2B.

·       Present the initial framework of this plan to the Global VP, focusing on key pillars such as talent development, process efficiency (including AI), and stakeholder alignment.

·       In collaboration with Talent Acquisition, refine the hiring profile for DSRs and begin actively participating in the recruitment process for any open roles.

·       Evaluate the quality of the team’s current pipeline generation and forecasting process, identifying opportunities for immediate improvement.

Month 3: Plan Presentation & Early Execution

Month 3: Plan Presentation & Early Execution

·       Develop and present a comprehensive 12-month and 3-year plan for your organisation, broken down by milestones, to senior leadership.

·       Socialise this plan with the regional Sales VPs to gain their buy-in and establish clear rules of engagement and mutual accountability.

·       Launch the first initiative from your plan, likely focused on a key area like coaching cadence, a new efficiency tool, or a revised process for lead qualification.

·       Implement your data-driven framework for DSR performance tracking and career progression, making it transparent to the entire team.

By 6 Months: Demonstrating Impact

·       Your refined organisational structure, processes, and operating cadence should be fully implemented and showing early signs of success.

·       Be able to demonstrate measurable improvements in key DSR metrics (e.g., pipeline generation, lead conversion, activity levels) as a result of your new initiatives.

·       The relationship with senior sales stakeholders should be strong and collaborative, with a clear reduction in friction

·       You should have a robust and accurate forecasting process in place for the DSR organisation.

By 12 Months: Driving Scalable Growth

·       You should have achieved the initial goals and milestones set out in your 12-month plan and be clearly tracking toward your 3-year vision.

·       The DSR team should be operating as a highly efficient and predictable engine for pipeline generation, respected across the business.

·       The DSR-to-AE promotion path should be proven, with the first cohort of reps successfully transitioning based on your data-driven framework.

·       You are viewed as a strategic leader and thought leader within the company for all things related to inside sales and sales development.

 

ABOUT YOU

·       Experience**: 4+ years of success managing an Inside Sales or Digital Sales team in a high-tech software environment is essential. Overall 12+ years experience in sales and/or sales leadership.

·       Strategic Acumen**: You have experience working in a large, mature enterprise software company (e.g., Salesforce, Oracle, Microsoft, IBM) and understand what it takes to scale a sales function in a billion-dollar organisation.

·       Leadership Style**: You are a hands-on, "player-coach" who is credible and effective at training and developing reps through active participation. You are not an "ivory tower" manager.

·       Gravitas & Stakeholder Management**: You possess the confidence and business acumen to be a credible, respected partner to senior sales VPs, able to use data to drive alignment and accountability.

·       Analytical Mindset**: You are highly analytical and skilled at using data from CRM (SFDC expertise is a plus) and other tools to inform strategy, drive decisions, and report on results.

Education**: Bachelor's degree or equivalent experience