SENIOR SALES MANAGER

Location: Remote, position based out of the United Kingdom 

Revenue Growth | Sales Leadership | New Business

DigitalEd has a simple and resonant purpose - to shape the world through digital learning.  As a SaaS company in the online learning market, our Möbius platform is a comprehensive solution designed for the unique needs of teaching science, technology, engineering and mathematics (STEM).  We’ve seen tremendous success in 2020, and with an eye to expanding our customer base in Europe, we’re on the hunt for a Senior Sales Manager to take our European region through its next stage of growth.  

Our ideal candidate is a highly motivated and driven sales leader who embodies the hunter-mentality of a seasoned sales professional, as managing key accounts and prospecting for new opportunities is a large part of the action. Our RevOps model is all about cross-functional collaboration, so we’re looking for a strategic leader to coach local team members and drive initiatives across Sales, Marketing, and Customer Success - while working alongside functional counterparts in North America. The majority of our team is located in Waterloo, Ontario, Canada, but we have team members throughout the UK and Australia as we all work remotely during the year that is 2020. This role would be a remote position to start, with associated travel built in when it’s safe to do so again.

OUTCOMES AND KEY RESPONSIBILITIES

What's Expected of You

  • Business Planning: In collaboration with other leaders at DigitalEd, build and implement a business plan for the region that incorporates market data, sales and marketing initiatives, customer strategies, and resources required for success.

  • People-Focused Leadership: Provide day to day leadership to our European team, ensuring they have the senior support and guidance they need to succeed in their roles. Build and coach your team of sellers, ensuring they have the skills, product knowledge, and capabilities to thrive.

  • Revenue Growth: Work with your team to land new customers and expand revenue in Europe. Manage and close complex sales cycles, with multiple stakeholder groups. Expand our revenue footprint with current customers through strategic account management initiatives. This is where you shine. You have a knack for knowing your audience, and clarifying value for who’s in the room.

  • Sales Coverage: Cultivate accounts directly, and manage partnerships with resellers to increase market growth. Regional sales coverage strategies in Europe are yours to own. Reinforce the value of sales enablement resources and tools, best practices and methodology; including efficient and effective utilization of Sales / CRM toolsets.

  • Marketing Alignment: Strategize with the global Marketing team to develop local campaigns, user personas, value propositions, and messaging to ensure our content is personalized and targeted to potential European customers.

  • Forecasting & Pipeline Management: Maintain an active pipeline of forecasted sales, with an insurance of 3-5X pipeline coverage for the region. Collaborate with Finance to lean on the data you need to ensure forecasting and attainment is on target.

MEASURES OF PERFORMANCE

How You Know You're Doing Well

  • Revenue and Quota Attainment: Revenue targets are met or exceeded for the region. The team is meeting their targets and striving for personal bests.

  • Success of Region: The team is thriving and responding positively to your presence and coaching. There is commitment and buy-in to initiatives, and the team feels supported and heard.

  • Acquisition of Large New Customers: Our customer base is growing, and the team is finding, influencing, and selling into Tier 1 learning institutions.

  • Pipeline Strength: The European sales pipeline is 3-5X coverage of the regional sales quota, with a focus on new business.

COMPETENCIES AND EXPERIENCE

The 'Stuff' that Makes You Great at This

  • 5-10 years of software sales leadership experience, ideally within the SaaS market. Platform sales experience would be ideal. Exposure to the Education technology space would be a strong asset.

  • Holistic understanding of the work that goes into closing deals through complex, multi-layered sales processes.

  • Experience building and nurturing teams under your leadership; developing and reinforcing sales playbooks and supporting enablement processes.

  • Exposure and previous success through cross-functional collaboration; you sync well with People Leaders across an organization, fostering and role modelling proactive communication.

  • Naturally data-minded; you embrace measurement and understand the balance of market trends and managing seasonality metrics. Most importantly, you can make stats, metrics and data digestible for anyone across the org in a straightforward and transparent way.

  • Experience creating commission and incentive structures for landing new clients, while embedding mechanisms for retention to align with Customer Success.

  • Passionate Coach & Mentor with a growth mindset. Open to expanding your skillset, you're always curious about learning opportunities and new paths for self-improvement.

This role is accountable to the success of a critical region in DigitalEd's business. It requires clear communication and collaboration skills to influence your peers across business functions, and to support the decisions you make for your team and customers. As you demonstrate the success of your leadership in the region and our business grows, so will your team and the scope of your management. This role is a great opportunity to be on a path towards Managing Director for a region or the CEO of a business unit.
 
We’re looking for someone who’s energized by market opportunities, and sees the value that digital learning can bring to Higher Education institutions. Candidates with previous leadership training and solution selling Sales Methodology training are encouraged to apply, we’ll take care of providing a robust training on our Möbius Platform.  Lastly, visiting with customers on site about 30% of the time will be a part of this role down the line when it’s safe to travel again.  

THE CULTURE PIECE

The spirit of our aspirational culture is rooted in the concept of ‘No Deposit, No Return’. If you don’t put anything into your professional experience, you won’t get anything out of it. To bring this to life, we lean on our core values: Customer Orientation, Curiosity, Teamwork, Adaptability, Ownership and Coaching. If any of these words strike a chord, then we’ve got something in common.

We also know that diverse teams make strong teams, so we welcome all individuals of diverse backgrounds, experiences, and perspectives to apply. If you require any form of accommodation during the application process, don’t hesitate to let us know and we’ll work to ensure it’s a positive experience for you.

Read through this posting and not sure if you’re qualified? Apply anyways. You never know where it could go, and we promise to read and review every application that comes through - with a magnifying glass we like to call the ‘Potential’ Detector. Everyone has a great story, and we’d love to hear yours.


Interested? Send your resume to  careers@digitaled.com and include a few words on why this role caught your eye. Within 5 days, you'll find out if you're moving forward in the process or not. All interviews will be held via Zoom video conference, and candidates can expect to meet various members of our team as we embark on a remote recruitment process to find the next great Leader to join DigitalEd.

Sound like a good fit? E-mail us at careers@digitaled.com to apply

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