Senior Sales Manager, EMEA - Record360

About Record360 by Point of Rental Software

Your Mission

Key Responsibilities

Team Leadership & Performance

Identify, attract, and retain top sales talent.
Lead, motivate, and manage a team of Account Executives and Account Managers to consistently meet or exceed monthly, quarterly, and annual revenue quotas and KPIs.
Monitor team activity and pipeline, providing guidance and support to close opportunities and mitigate churn risks.
Monitor sales performance metrics and work with the team to ensure effective execution and process adherence to achieve sales targets.
Develop and implement effective sales strategies aligned with overall business goals and market opportunities.
Address and resolve customer issues, both internal and external.

Coaching & Development

Train, coach, and develop team members to leverage the Record360 sales methodology, creating the highest probability of sale with each customer interaction. This includes, but is not limited to, call review sessions, pipeline review meetings, proposal review meetings, and monthly performance reviews.
Coach Account Managers on effective sales behaviours, including in-depth discovery, tailored solution recommendations, product demonstrations, and business value alignment.
Develop and refine the team's ability to understand customer challenges, causes, and consequences of inaction, as well as their Goals, Plans, Timeline, Budget, and Authority (G.P.T.B.A.).
Facilitate ongoing training and professional development to enhance sales skills, product knowledge, and industry expertise.
Foster a learning environment that inspires skill development, innovation, and performance improvement.

Strategy & Process Optimisation

Ensure consistent adherence to the prescribed sales process and effective utilisation of CRM (Salesforce) and other sales tools and resources.
Spearhead, design, and implement operational sales processes.
Continuously seek ways to improve sales processes, tools, and techniques to drive efficiency and effectiveness.
Collaborate with sales leadership, marketing, and other departments to develop and implement strategic initiatives for revenue growth and churn reduction, ensuring seamless customer journeys and effective solution delivery.
Understand software licensing and pricing models and be able to navigate complex contracts, providing guidance and direction to the team when needed.

Reporting & Analysis

Track, analyse, and report on team performance metrics, identifying trends, forecasting results, and providing actionable insights to senior leadership.
Proactively identify potential challenges or opportunities within the customer base and develop strategies to address them.
Leverage analytics and sales data to make informed business decisions and optimise sales strategies.
Set and achieve sales targets and performance metrics.
Monitor market trends, competitor activities, and industry development to identify opportunities and threats.

Requirements

5+ years of proven success leading high-performance sales teams selling B2B SaaS solutions.
History of consistent quota over-achievement.
Previous experience navigating and controlling sales cycles using a consultative selling methodology.
Strong sales, marketing, management, and leadership skills.
Ability to work within a culture of continuous feedback, utilising performance management and accountability techniques to establish clear performance expectations and drive results.
Strong teamwork, communication, and internal partnership skills.
Ability to effectively present sales strategies and results to senior leadership.
Strong organisational and time-management skills to manage multiple priorities and meet deadlines.
Self-motivated, proactive, and adaptable, with the ability to thrive in a fast-paced, changing environment with a sense of urgency and persistence.
A strong hunger for continuous learning and improvement, both personally and for the team, with a willingness to implement and champion best practices.
Proficiency in CRM software (e.g., Salesforce) and other sales enablement tools.
Ability to adapt to a rapidly expanding and changing environment.
Preferred: Experience in the hire industry, equipment and plant, truck and trailer, or construction.

Equal Employment Opportunity