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

Experience

● 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