Sales Director - SMB/MM (Position located in Melbourne, Australia)

To learn more about our team and office culture in Melbourne, Australia, visit the following links.
Careers Page: https://www.knowbe4.com/careers/locations/melbourne
Glassdoor: https://www.glassdoor.com/Location/KnowBe4-Melbourne-Location-EI_IE969384.0,7_IL.8,17_IC2264754.htm

The Director of Sales (SMB/MM) (International) is responsible for leading a team of Account Executive and Account Manager representatives to drive sales efforts to meet and exceed Annual Recurring Revenue (ARR) targets from Small-Medium and Mid-Market-sized companies within a specified Area. This is an extremely hands-on role that will actively manage their teams by close monitoring of statistics, conducting pipeline reviews and tagging in on deals to assist in closing opportunities.

Responsibilities:

• Mentor and coach a team of Account Executive and Account Managers to exceed segment KPIs and ARR targets.
• Monitor the statistics for the Account Executive and Account Managers within the assigned Area and identify any discrepancies in reporting.
• Support sales team by assisting with deal negotiations, objection handling and closing.
• Conduct weekly pipeline reviews with sales teams to discuss deal constructs, ensure proper account and lead follow up and accurate forecasting and staging.
• Identify areas of improvement within the sales team and suggest training to increase production.
• Be the first line of support to teams to answer questions and direct on best practices.
• Collaborate with the Director of the Area to discuss Area specific sales strategies, review KPI performance and refine processes and programs to achieve operational excellence.
• Conduct role play drills with potential sales candidates to assist in building a world class sales team, if needed.
• Cooperate with People Operations to manage all HR-related issues within your team e.g. interviewing new candidates, helping with career development for high potential employees, and managing average and low performers.

Minimum Qualifications:

• Minimum 3 years Small-Medium and/or Mid-Market sales experience required
• Previous people management experience, desirable
• Bachelor degree or equivalent higher education experience, desirable
• Experience collaborating with Partner businesses and Channel sales teams, desirable
• Familiarity with standard concepts and practices within the IT, Security or Cybersecurity industry, desirable
• Experience with Salesforce, a plus
• Experience with Gmail and Google Docs
• Experience with MS Office (Word and Excel)
• Experience with web browsers (Chrome, Internet Explorer, etc.)
• Strong verbal and written communications
• Excellent time management and organization skills
• Excellent problem solving and analytical skills
• Infectious positive, can-do attitude
• Possess strong negotiation experience and strategies
• Ability to provide productive feedback and coaching to sales teams