EMEA Sales Director - London

Ref: 37 Date Posted: Wednesday 10 Jul 2024

Our client is a global, commercial real estate technology business. They work with large enterprises with their office spaces and provide solutions to simplify building management, and enhance employee experiences. They achieve this through real-time data analysis, automation, and employee-centric tools. 

They are looking for an experienced Sales professional to join their team in the UK and focus on bringing on new logos across UK & EMEA. This will initially be an individual contributor role, but in the next 12 months, as they scale further, they would like this person to have the aptitude and ability to oversee the EMEA Sales team, reporting into the Global CRO. Prior people management experience is therefore highly desirable. 

Core Responsibilities:

  • Setting and Achievement of personal sales targets and forecasts - Developing and implementing sales strategies to achieve revenue targets, market share growth, and profitability goals.
  • Sales Planning - Developing and implementing sales plans, including forecasting, budgeting, and setting sales quotas for "owned" opportunities.
  • Business Development: Identifying and pursuing opportunities for business growth, including new markets, partnerships, and distribution channels in addition to the Marketing Lead Generation engine
  • (Pre) Account  Plan - Developing and implementing account roadmap through sales process including documenting stakeholders, locations, opportunities and deployment roadmap for all "closed won" opportunities
  • Execution: Preparing opportunity templates, quotes, negotiating pricing, reviewing customer terms, working with legal to conclude contract, creating price book, communicate contract terms internally, oversee onboarding, handover to Account Management.
  • Consultative Selling - Consult on use-cases for industry best practices across customer acquisition and retention initiatives and guide clients to understand the value proposition of the product
  • Product Knowledge - Maintain a deep understanding of the company's products or services and effectively communicating their value propositions to customers.
  • Compliance - To Sales  & Ops (O2C) Process & Governance process (inc gating reviews etc) as well as ensuring full ownership of CRM data health
  • Continuous Learning -  Staying updated on industry trends, competitors, best practices, and new technologies relevant to sales and incorporating them into the sales strategy where appropriate.

Skills and Experience:

  • 5+ years (minimum) of successful experience selling SaaS or HaaS enterprise marketing solutions to Real Estate, IT and Workplace Experience VPs / Directors
  • Solid understanding of the proptech landscape
  • Experience competing in a crowded space
  • Proven track record of closing large (6 + 7 figures) and high-quality deals
  • Highly driven and motivated towards sales, persistent winner attitude
  • Strategic thinker, able to spot and create opportunities
  • Confident and credible
  • Commercially astute
  • A consultative sales style, strong experience selling solutions and the ability to thrive in a fast-paced environment
  • Proven ability to sell collaboratively with multiple internal stakeholders and teams
  • Proven ability to self-prospect and generate leads
  • Expert negotiation skills, having managed complex deals where you have driven maximum value and ROI for your customers
  • Thrive in a dynamic, fast-paced team environment and work with multiple lines of business
  • Strong networking and relationship-building abilities

Behaviours and Mindset:

  • Highly driven and motivated towards selling
  • Strategic thinker, able to spot and create opportunities
  • Confident and credible
  • Curious and creative
  • Strong customer ethos
  • Able to thrive in a dynamic, fast-paced team environment