Sales Director

Location: New York, United States
Remote: OK

About Poq
Poq is a global Software-as-a-Service platform that empowers retailers and brands to create highly
effective and fully customised native apps in record time. Apps that allow them to build stronger brands,
sell more products, deepen customer loyalty and deliver highly relevant content.
The Poq platform is the result of years of focus on retail apps and is proven to increase customer
engagement and revenue. Clients include the largest brands and retailers, such as Missguided, Belk, the
Cotton On Group and FeelUnique.
The London-based start-up has offices in London and New York. Founded in 2011, the company is
VC-backed raising £16.5 million and recently closed Series B funding in 2018, the most recent round was
led by Smedvig Capital, with participation from previous backers Beringea and Revolt Ventures.

About the role – US Sales Director (US-based role)
The SD will drive new business for Poq by developing relationships with leading brands and retailers. Owning the full sales cycle, the ideal candidate will ensure Poq is represented in the best light and will consistently deliver new business. You will be working in an entrepreneurial environment and have the chance to make a big impact on our business.
We have experienced 300% growth year on year since 2013, delivering the market-leading platform in the industry. You will have the opportunity to work in the hottest space in ecommerce, with mobile set to be the top investment area for retailers this year, you will be part of shaping the future of ecommerce – or app commerce as we call it.

What you’ll be doing – responsibilities

● Delivering Enterprise level new business to Poq as an individual contributor, working closely with the Inside Sales and Marketing teams

● Developing creative solutions to clients’ problems using our platform

● Scoping solutions, acting as a consultant

● Hitting and exceeding annual new business targets of circa $1M

● Identify, create and manage a business development pipeline through prospecting and generating leads, qualifying opportunities and handling objections

● Establish and maintain prospective client database by responding to and qualify inbound and outbound leads

● You will win new customers and partners, sign them to commercial agreements and strategically develop them over a long-term period

● You will be the clients and partners’ key point of contact and liaise internally with different departments

● Leads efforts to establish, develop, and expand market share and revenue attainment within named customer base accounts

● Leverage company sales best practices to secure a repeatable process to drive sales opportunities and customer engagement activities

● Ensures attainment of new sales/revenue and margin growth for strategic accounts which contribute to the company’s bottom line

● Establishes plans and strategies in partnership with the VP Sales to expand the customer base in the assigned areaDeliver presentations and demonstrations in a professional fashion, you will attend meetings and key events to showcase products and services

● Educate target accounts on the solution set by working on collaboration with the Solution Consultant

● Works closely with Marketing and BDs to plan and execute sales campaigns

● Learn, leverage and evolve our lead generation process

● Identify co-marketing opportunities for lead generation to increase reach and brand awareness

● Research industry trends & news to become a credible app commerce expert and a trusted advisor

● Build market intelligence and approach

● Demonstrates Company’s values, maintains a positive open demeanor, encourages different points of

view, moves team forward through change, provides timely information, communicates context for

business decisions, recognizes accomplishments and fosters teamwork and collaboration

● Develops and maintains account plans and detailed financial forecasts. Conducts accurate sales

forecasts and achieves sales targets.

● In conjunction with the VP Sales, develops and executes sales plans such as sector strategies, hiring

plans, territory management systems, and compensation plans

● Supports and develops initiatives across sales and the company primarily focused on sales productivity

and efficiency. Expands opportunities into untapped product portfolios and develops sales propositions.

● Generates leads from Salesforce

● Attend regional trade shows, conferences and events as needed

Key Deliverables
● Meet and exceed annual recurring revenue targets
● Prospect within the assigned customers and territory to generate sales opportunities to maintain at least 4X annual quota in pipeline opportunity
● Advance and close sales opportunities identified in the assigned territory by leveraging poq’s sales best practice framework
● Maintain a detailed relationship map for customer accounts, that identifies customer stakeholders and their current support for Poq
● Hold quarterly business reviews with VP Sales and CRO to assess relationship strengths, adoption progress, value delivery and competitive threats


● Bachelor’s degree or equivalent combination of applicable education and experience required

● 8 years of relevant job experience with similar essential duties

● 5+ years’ experience selling SaaS based software solutions, closing SaaS role (£100k+ deals/£1m quotas)

● Strategic planning, account management and contract negotiations skills required

● Attention to detail with good organizational capabilities and ability to prioritize with good time management skills

● Experience is consultative sales techniques and account planning (including account profiling, account positioning strategy, customer needs analysis, sales opportunity development, service improvement planning, and long-range account management strategies

● Adept at consultative selling with good understanding of customer journey

● Ability to travel up to 50% of the time and work remotely

● Excellent understanding of ecommerce/retail

● Experience of closing complex sales cycles at board level

● Track record of consistently hitting and over-achieving quota

● Sales courses/ training such as SPIN

● Google Analytics or similar