Regional Inside Sales Manager : EMEA

Job description

Generating a buzz and starting conversations in new geographies is what you do. Building teams to execute on that mantra is what you’ll own. You’ll take full ownership of demand generation activity across all of Zivver’s active sales regions, translating great conversations into top opportunities. You will also have responsibility for building out an Inside Sales function, looking after our self-service capabilities as well as building demand and closing revenue in the SMB market segment. Your impressive track record and pedigree will allow you to recruit and coach top talent into the demand generating machine of today, and the future talent pool of Zivver tomorrow.


Hot take

- You break things down into conversion rates

- Speaking in code around SQLs to SQOs is your “thing”

- You’re not scared of dragonflies


A day in the life of...

You love making it into the office first to set up the “soundtrack” for the day on the office speakers as you get ready for your daily team-stand-up. With the tunes starting up, you are there to welcome in your team with great energy, instilling that “can-do” attitude for the rest of the day. Then the real music kicks-in., which is the sound of multiple phone calls and tapping keyboards across the sales floor - the buzz is real.

With your “open-door” policy members of your team “drop-in” both physically and virtually on an ad-hoc basis - some to strategise on how best to approach a particular account, others to just chat about the weekend - the main thing is they know you are always there for them.

As you look back to your screen a picture starts to form in front of you of how the week is tracking - you can see the path of leads to opportunities formulating in the air, allowing you to capture on paper how things are tracking to target. This forms the basis of your weekly working forecast backup to the regional Sales Directors around how the pipeline is building in their areas.

As the day gets into full swing, you break away to switch your focus to the Inside Sales revenue stream - led by your previous top talent SDRs, now reporting into you carrying a number for SMB business. They bring you up to speed on some of their top deals and where they need your input and coaching. As you brainstorm with them, your conversation is interrupted with a ring of the company bell, signalling another qualified opportunity moved into the funnel. Everyone cheers as someone moves up a position on your Leadership Board.

After lunch, you have your 1:1 with your current top performing Senior SDR where your focus is mentorship - discussing progress against previously agreed career objectives, and how they are tracking in their development. Lots of open coaching questions.

Mid-afternoon is time for your weekly management call. Salesforce is glistening, and off the back of it you are ready to roll through the weekly numbers - showing that you are well ahead on the pipeline coverage numbers, and that your forecasting to exceed the monthly qualified opportunity target. You’ve also got good news to share with month on month growth around SSP revenue, and the Inside Sales quarterly forecast shaping up nicely.

After ending the day on a high with even more celebration, you thank everyone for their continued dedication and tenacity, feeling content that today has been a productive day.


Responsibilities

  • Recruit, manage and maintain pool of top talent (SDRs and Inside Sales)

  • Set and track individual sales targets

  • Define and implement best practices across the team and across departments

  • Report upwards on sales metrics/performance

  • Produce monthly and quarterly sales forecasts (pipeline generation and revenue)

  • Capatlise on company investment in sales technologies (Salesforce, Outreach, ZoomInfo etc)

  • Coach and mentor team members (support in career development objectives)

Requirements

Experience

  • Prior experience as a Regional Inside Sales Manager with a track record of achievement and over-achievement

  • Experience in managing teams across geographies (minimum Europe, Netherlands and US-specific bonus)

  • Selling SaaS solutions


Knowledge

  • Hands-on experience with CRM Software (Salesforce preferred) and additional relevant technologies (e.g. Outreach, LinkedIn Sales Navigator)

  • Well versed in sales qualification methodologies (BANT, MEDDIC) and outreach practices (e.g. Basho)

  • Solid understanding of best practices in forecasting (both pipeline generation and ARR)


Skills

  • Coaching, mentoring of SDRs, Inside Sales Reps

  • Working across multiple sales and non-sales functions

  • Academic degree preferred


Attitude / Personality

  • In the detail but not a micromanager

  • Can create a good balance between predictability and accountability in your team

  • Instill confidence in management layer in ability to deliver

  • Inspire high energy and a results-orientated culture in the team

  • Happy to roll up your sleeves when required

  • Ability to come up with a plan and lead a team to execute

  • Work well across multiple teams and geographies