Head of Sales
- ISMS.online (Alliantist)
- Up to £60k basic with OTE >£100k and options
- Business Development, Sales
- Contract Type
Head of Sales – Uncapped Commissions and Significant Growth Opportunities.
Hyper-growth global cyber security SaaS business - protecting and growing organisations across the world.
We are looking for a highly motivated, talented and commercially driven sales professional to lead and develop sales for our fast-growing cyber security SaaS compliance software, ISMS.online. Operating in one of the most exciting SaaS markets globally ISMS.online already has customers and partners from all over the world.
As a result of our recent successes with ISMS.online we have recently completed a fundraising to super charge the next phase of growth. That investment is being focused on growing the team and putting in place the sales and marketing infrastructure we need to exceed our big ambitions. This unique opening will allow the Head of Sales to join the business at a time of significant opportunity. We are seeing record numbers of visitors and enquiries from our lead generation channels and also want to develop new outbound propositions too. The primary objective of this role will be to convert as many of these opportunities into long lasting customer relationships, and in parallel develop the team around you to do the same.
We are looking for a true ‘player manager’ – someone who genuinely enjoys combining the twin challenges of leading a sales operation with rolling their sleeves up to win business themselves. You will definitely still have the hunger to initiate and close deals yourself.
As Head of Sales, your role will be two-fold, with your primary objective to be to win new business across the globe, whilst working remotely from our Brighton HQ. You will personally run the full sales process for larger, more complex and high value customers and work with the CEO on strategically important partners. That includes nurturing, pitching, negotiating, and closing these deals. Secondly, you will build, develop, coach and lead a high performing sales team who will focus on converting packaged deals to smaller and mid-sized, but still extremely valuable, customers. You’ll continue to add to and develop the team over time from continued reinvestment of sales successes. Although the sales team benefits from strong inbound lead channels you, and your team, will still be expected to hunt for new opportunities through prospecting, networking, researching and yes, picking up the phone! You will be a brilliant motivator and sales leader, creating a daily intensity, hunger and energy in the sales team and wider office environment.
The overarching business strategy is already in place, so this is all about defining and implementing a scalable and predictable sales strategy, carefully considering the best go to market approach for each market sector and geography. You will be interested in developing and innovating our current sales approach and will work directly with the CEO and founder to optimise the sales funnel and increase conversion rates at each stage. Success will be measured on converting a high volume of deals across a range of customer groups, not one or two high value deals infrequently. We are investing in building out our marketing team and you will work closely with the new Head of Marketing in making sure our sales and marketing plans are aligned.
You will be a genuine solution sales professional with an in-depth knowledge of consultative selling. Your experience in software sales will be evident and you will need to demonstrate your understanding of the SaaS sales process. You will most definitely have an entrepreneurial flair and be able to combine that with great success in selling complex technology solutions. Your ability to manage multiple stakeholders through the sales process will be evident and you will be an expert at navigating procurement processes when they are encountered for the more complex sales. You will already be conversant with the topic of cyber and information security, organisation resilience and continuity, or be a quick and willing learner in the subject. The wider team will take confidence from your experience, leadership and direction, and you’ll epitomise the hunger and desire to win that we want from the whole organisation not just the sales team.
Reporting directly to the CEO and founder you will be at the heart of the business, so as well as getting the chance to shape your own team and future, you will play a pivotal part in the growth of the organisation overall. You’ll be personable, a team player and willing to participate at every level. But you’ll also demonstrate a hunger and motivation to over achieve. Our expectation is that you will see sales targets as something to beat, not meet, and you will be rewarded well when this happens. Whatever your age you’ll be business goal oriented and have a real drive reflected in your work and play as the high performing culture we are developing is a fundamental foundation for scaleup success. You’ll also be excited by the longer term rewards that come from growing a successful business and are prepared to work hard to achieve the results. In summary you are a winner and know what that looks like, what it feels like and can quickly assess it and develop it in others too.
This is a fantastic opportunity for the right person to join a business at the start of something special. As you help to shape the growth of the business you will also be shaping your own future success.
Skills & Experiences:
- The most important aspect is that you are a proven sales professional and can demonstrate your previous success across SaaS and technical sales.
- A min 5 year background in multi-channel sales ideally within a technology high growth focused business, ideally SaaS, compliance and information security.
- You will have previously developed, coached and led a sales team.
- Passionate about sales as a profession with a genuine understanding and belief in consultative selling, whilst also staying abreast of new techniques or practices that emerge.
- A confident presenter and comfortable to perform on the smallest and biggest of stages.
- Excellent stakeholder management and commercial awareness, including absolute confidence in the SaaS metrics that affect business success.
Salary, package and benefits will include:
- Attractive base salary of c£60k with a highly attractive and genuinely uncapped bonus scheme on top. We would expect a realistic OTE of between £100k-120k, however this could be much higher.
- Additional bonuses and awards based on individual & organisation performance
- Opportunity to get share options in future
- Company pension contributions
- 28 days holiday, increasing up to 34 over time
- Cycle to work scheme applicability
- Childcare vouchers
- Onsite parking
- Office beverages
- Socials, run club and other team events
- Casual dress
This is a Brighton based fulltime role and recruitment is subject to relevant security and screening checks. In applying for this role you give us permission to process your personal data for the purpose of recruitment evaluation.