Director of Sales SMB

2 weeks ago

Dublin, Ireland Klaviyo Inc. Full time

We are looking for a talented Director of Sales to join our fast-growing Klaviyo Sales organisation. Reporting to our VP of EMEA Sales, you'll be responsible for leading a team of Sales Managers and a wider team of Entrepreneur and SMB Account Executives. Regionally yourself and your team will be focusing on Southern and Central Europe.

This includes hiring, training, forecast management, performance analysis, and day-to-day coaching/talent development. Our team is growing incredibly fast and the ideal candidate will have a strong track record of building high-performing sales teams in a fast-paced environment.

In this role you will be responsible for:

  • Developing and guiding the team through all of our SMB initiatives in Southern and Central Europe.
  • Shaping ongoing strategy for the SMB segment from a long-term perspective to daily practical improvement.
  • Hiring best-in-class talent across the SMB team as well as coaching and developing a team of managers.
  • Collaborating closely with colleagues across the business but particularly within the sales leadership team, our marketing function, and partnerships to identify key trends and opportunities.
  • Accurately forecast and model monthly, quarterly, and annual sales.
  • Thorough career planning and mapping building the foundation for the future generation of sales professionals at Klaviyo in EMEA in conjunction with your peers in the EMEA Sales Leadership team.
  • Putting the customer first and creating strategies to optimise the customer journey.
  • Finding new ways to improve PPR by shortening the sales cycle, improving the win rate, or increasing the ASPs.
  • Introducing new tools and processes into the workflow, as well as optimising on existing tools and playbooks, and helping the team to adapt to change and adhere to best practices.
  • Being a vocal thought leader for your team and region.

How You'll Make an Impact:

Team

  • We are a great place to work, and our leaders set the tone. You will need to ensure team morale remains high, people feel energised by their work, and we maintain a high standard for performance.
    • Regular tactical and developmental 1:1’s with your team of managers.
    • Setting both quantitative and qualitative goals and targets for the team to both hit business goals as well as support career development within the team.
  • Klaviyos deliver work that is deemed ‘remarkable’ by our peers, our customers, and the market. You will focus on the quality of work, then learn how to do it faster, frugally, and more efficiently but never compromising on the quality.

Leadership

  • Working closely with the sales leadership team you will provide thought leadership and strategic direction on our SMB segment within Southern and Central Europe.
  • Working cross-functionally you will collaborate radically across all functions but particularly ops and enablement, marketing, partnerships and success both here in EMEA and in the US.
  • Inspire and coach AE Managers and AEs, alike, to fulfil their potential and serve as the foundation for future generations of Klaviyos.

Operationally

  • Be able to understand and compile data, using it to support your strategic direction for the team. Data will be both external in the market and internal tracking team activity and impact. You will be able to clearly and concisely communicate key trends in data to your peers and key stakeholders.
  • Work to assess and introduce new tools and processes into the workflow and manage the change to ensure success.

Customers

  • Klaviyos start with the customer and work backward. With this in mind you will put the customer first when thinking about the strategies being put in place for the team.

Who You Are:

  • Proven second-line management experience ideally at a rapidly scaling technology business, preferably within a MarTech SaaS business. With minimum 1+ years leading Sales Managers (with their own IC reports).
  • In line with our value of always learning you will need to show a growth mindset both for yourself and a vision for your team of Sales Managers and Individual Contributors. You define yourself as an energetic self-starter who is results-oriented and works effectively in an entrepreneurial environment.
  • A global perspective with proven success in developing and/or nurturing a sales progression program + a proven playbook for hiring and developing both entry-level Account Executives to more Senior ICs and Sales Managers.
  • Strong coaching skills and a growth mindset that comes from a deep belief in the development of their team.
  • Ability to build relationships with internal (business development, marketing, ops and enablement partnerships, etc.) and external (clients, prospects, agencies etc.) stakeholders.
  • Track record of using data to inform decision making.
  • Track record of working with leadership to define and implement successful new programs.
  • Strategic mindset to define and execute sales strategies.
  • A results-oriented, highly motivated, enthusiastic attitude and the ability to work independently.
  • Familiarity operating in a high-velocity and high-volumed sales environment.
  • A deep understanding of SaaS and sales economics.
  • Fluency in French or German a major plus.
  • Full authorisation to work in Ireland without any restrictions.

Soft-skills:

  • Top-class presentation and communication skills.
  • Excellent analytical, problem-solving and decision-making skills.
  • Detail-oriented and persuasive.
  • Strong sense of ownership over annual and quarterly planning.
  • Strong sense of curiosity with a bias towards action.
  • Proficiency with tools such as Salesforce, Outreach, and Gong.
  • Use of, implementation and understanding of sales process and methodologies.

Nice to have:

  • Experience with selling ecommerce focused solutions.
  • Understanding of scale-ups, PLG, or transactional businesses.
  • Familiarity with Challenger, Sandler, SPIN or other similar sales methodologies.

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