At Thomas, we envision a world of limitless human potential achieved through deep self-awareness and strong connections among individuals. With over 40 years of experience, we have been at the forefront of providing talent assessment platforms that assist businesses worldwide in recruiting, retaining, and developing exceptional talent.
But now, it's time for a change...
The future of work is undergoing a remarkable transformation, and Thomas is determined to break free from its origins as a "traditional" assessment provider. We are embarking on an exciting and bold journey to redefine how people interact in the workplace, setting new standards for the industry.
We are seeking a highly motivated, agile, and experienced Director, Global Sales Development to join our team and lead our Sales Development Representatives (SDRs) through a data-driven process. This role offers an exciting opportunity to build and scale a team, drive new business, and contribute to our strategic sales efforts to drive our growth and develop our Sales Development Representatives (SDRs). Your role will be expected to work with the wider Sales and Enablement leadership teams, working together to build world-class teams.
Curiosity is essential to drive continuous learning and adaptability in a dynamic market. Strong business acumen is crucial for understanding industry trends, identifying opportunities, and making informed decisions. Exceptional problem-solving skills will enable you to navigate challenges and develop innovative strategies. Additionally, excellent communication and relationship-building skills are vital to foster strong partnerships with team members, potential customers and internal stakeholders
Responsibilities:
Leadership and Management
- Hire, coach and manage a diverse global team of Sales Development Reps (currently 7) through a repeatable process, ensuring consistent delivery of goals.
- Create a high-performance environment that enables SDRs to continuously improve.
- Build and execute a strategy for a nascent SDR function that optimises for delivery on leads through to SAOs, while also building a strong and reliable outbound engine.
- Take ownership for individual and team KPI reporting while also showing intellectual curiosity to review data in order to understand and address root cause issues.
- Conduct regular 1:1 meetings with team members to discuss objectives, pipeline opportunities, work priorities, wellbeing, and engagement.
- Provide meaningful, timely, and clear feedback on individual performance.
- Work closely with team members to provide targeted coaching sessions to help them improve their skills and performance.
- Foster a culture of collaboration and teamwork with other stakeholders such as Marketing, Regional Sales Directors, and Sales Enablement, to ensure successful conversion of sales opportunities.
- Continuously seek opportunities to improve the business development function by staying updated on best practices, processes, and productivity enhancements.
- Take ownership of the SDR playbook, incorporating best practices for a personalised, account-based approach to prospecting
Marketing and Sales
- Collaborate with the Marketing teams to align SDR activities with strategic campaigns.
- Support team to effectively engage with Marketing leads, following the agreed service level agreements for initial responses.
- Implement best practices for effective outreach campaigns and build a repeatable outbound capability.
- Optimise the utilization of Tech stack to enhance SDR performance (Salesloft, SFDC, Cognism, Sales Navigator).
- Work closely with Regional Directors to provide align on regional priorities and strategy (UK and International).
- Collaborate with Marketing and Sales teams to ensure alignment in outbound strategy.
- Coordinate with Sales Enablement to ensure that the SDR team has access to relevant support and development.
- Proactively develop expertise in Thomas tools, products, and solutions to take ownership of professional development for yourself and the team.
Requirements
Experience:
2+ years of experience in SaaS as a Manager/ Senior Leader scale up experience beneficial
Proven track record in driving new business and client growth through strategic approaches
Proven sales track record
Skills
Excellent communication skills, deep curiosity and a desire to always improve, strong emotional intelligence, solid analytical skills
Benefits
- Early Finish Friday - working hours until 15.00 on Fridays
- Holiday 25 days per annum, plus the opportunity to purchase up to an extra 5 days per annum through the salary sacrifice