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SVP of Inside Sales

Will Parkhouse
Will Parkhouse

Head of Inside Sales

Overview: Planet are looking for a proven leader of an Inside Sales function, who has coached Inside Sales Manager managers, has been heavily involved in the entire Inside Sales recruitment strategy, built out additional team headcount and has been highly active in promoting overachievers. Additionally you must have a detailed understanding of working with the marketing function and are comfortable with being highly analytical when using data to drive increased performance and ultimately sales opportunities across EMEA

Domain: Will have ideally worked in a disruptive Software / SaaS business or in a payments company that is established across multiple regions.

End customer: Will understand how to drive an experienced Inside Sales team to generate highly qualified and promising leads from many of the largest global brands as well as close deals in Tier 4 and 5 clients.

Nature of the sale: Highly energetic Inside Sales role that requires you to constantly motivate the wider team to hit their numbers and be instrumental in the continued YoY growth of Planet.

Team: Has managed and inspired an Inside Sales team of 20+ reps and managed through managers, preferably in different geographies throughout EMEA

Phase: Has run an Inside Sales team in a similar phase of growth before. This includes demonstrable revenue growth through winning new leads, managing growth of the team and making sales scalable and repeatable through operational and process excellence.

Growth: Has been through high growth and helped to scale revenues YoY

Role Requirements
Ownership: Take ownership of the Inside Sales (Outbound, Inbound Teams and SMB Closing) and drive growth across EMEA.  Collaborate on the development and optimization of the company’s go-to market strategy in each country / region.

Pipeline: Work closely with Marketing and Regional Sales Directors to manage top of the funnel pipeline. Ensuring the right volume and quality of pipeline is created to hit growth targets

New business: Primary focus will be to drive, organize, and develop a process and methodology for winning new logo’s and business by driving leads for sales teams to convert into customers.

Building efficiency: Reduce efficiency costs within the Inside Sales team by properly defining all processes and conversion rates

People development: Focus on the entire hiring and promotional structure ensuring there is a successful career path internally, whilst making sure there are always enough new faces to keep the function moving and successfully growing.

Collaboration: Coordinate with all regions and work very closely with marketing to drive continued and improved lead conversion success

Leadership: You knows what good looks like and has the experience to hire, lead and inspire the team. The need for mentoring and coaching team members as well as promoting talent in the business is paramount. Equally knowing when to make changes and acting on that is important.

Hiring: You know how to attract and onboard great talent to meet the goals of the business which is to build an Inside Sales team from scratch to 20+ reps.

Executive Team: Play an integral part in the executive management team. Helping shape and steer the company’s Inside Sales strategy as well as helping leadership team members and colleagues to understand and adopt potentially new perspectives and methods. In this role, the operating relationships with marketing and sales will be key and an enabler for collaboration across the three functions is essential.

Best Practice: Based on experience having developed the “playbook” in past roles, this person will constantly look for improvements, identifying gaps in the process and implementing a consistent, repeatable Business Development process of best practice approaches across the Inside Sales teams. This includes developing and optimizing different approaches for different countries / regions.

Build the machine: Develop suitable systems, processes and KPIs for driving all areas of the business development cycle within the Inbound, Outbound and Closing Inside Sales machine.

Targets and incentives: Introduce appropriate targets, reviews, account assignments, quotas, remuneration schemes, define career paths and promotions that drive the team forward whilst maximizing retention.

Product: Use sales data combined with market and customer feedback to optimise the business development function across multiple regions and help build out new offerings where necessary

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