Senior Director, Global Sales

Position Summary:  

The Senior Director of International (Global) Sales will play a pivotal role in driving the success of Follett Software sales efforts outside North America, managing a team of Sales Representatives located across the world. This position requires strategic thinking, leadership skills, and a deep understanding of inside sales and demand generation methodologies.  

As the leader you will play a pivotal role in developing and executing sales and demand generation growth strategies, provide strategic guidance and coaching, and ensure that your teams are well-trained, motivated, and equipped to exceed expectations. Your success will be measured by your team’s performance acquiring new customers, expanding existing customers and generating and converting the pipeline required for the overall team to achieve targets. 

You will ensure the systems and reporting processes are in place for a data-driven, predictable sales and demand generation function. You will partner with the SVP, Sales to shape and elevate our global sales professionals that are at the heart of the growth engine for the business.  

Responsibilities: 

1. Team Leadership: 

• Directly lead, mentor and coach the team of sales professionals, providing guidance and support to achieve individual and team targets. 

• Set, inspect and achieve performance expectations that align to overall sales and demand generation goals. 

• Foster a culture of collaboration, high-performance, and continuous improvement within your organization. 

• Conduct weekly one-on-one meetings with each team member to review performance and provide coaching for professional development. 

• Provide on-the-ground support to progress and close deals, fostering a hands-on approach to team leadership. 

• Facilitate regular reviews of key accounts with each sales rep ensuring there is a clear plan for success. 

1. Strategy Development and Execution: 

• Collaborate with the SVP of Sales and Marketing to develop and implement sales and market strategies aligned with company objectives. 

• Drive the execution of sales and demand generation initiatives to achieve sales targets and market expansion. 

• Partner with product management to identify new future opportunities to achieve bookings targets. 

• Evaluate and optimize sales and demand generation processes, ensuring efficiency and effectiveness 
   

1. Relationships 

• Identify and build key strategic relationships and partnerships in key markets supporting the businesses short- and long-term growth 

• Working with key influential bodies and associations to ensure Follett is actively promoted within their membership base. 

1. Performance Metrics and Reporting: 

• Define and monitor key performance indicators (KPIs) for the team and individual reps. 

• Generate regular reports and analysis to measure team performance, identify areas for improvement, and support data-driven decision-making. 

• Deliver accurate and timely sales forecasts on weekly, monthly and quarterly basis. 

• Identify, scope and lead building requirements for process and systems changes and implementation to align to FSS including moving from Zoho to Salesforce ensuring there is a positive adoption by your team 

• Ensure the maintenance of excellent CRM hygiene, including accurate and up-to-date records of customer interactions, sales activities, and opportunities. 
   

1. Cross-Functional Collaboration: 

• Work collaboratively with other departments to communicate market trends, customer feedback, and opportunities for improvement. 

• Foster cross-functional relationships to ensure alignment with overall business objectives. 
   

1. Talent Development: 

• Develop and implement training programs to enhance the skills and knowledge of every sales rep 

• Ensure a continuous focus on talent development, succession planning, and career progression within the teams. 

  
Qualifications: 

• 6+ years of demonstrated progressive sales leadership experience leading teams ideally within EdTech 

• Multiple repeatable proof points of recruiting, hiring, developing, and retaining individual contributors. 

• Strong track record of overachieving targets in high-growth business across global markets 

• In-depth understanding of education segment decision-making structure and processes across kay markets 

• Strong negotiation skills to navigate complex procurement processes. 

• Ability to motivate, energize, and lead teams to success. 

• Exceptional people and organizational skills. 

• Willingness and eagerness to travel as needed is required. 

• High degree of personal and professional integrity 

• Experience partnering with pre-sales team and sales development teams. 

• Experience using CRM systems (Salesforce.com preferred). 

• Ability to accurately forecast sales on a weekly, monthly, quarterly, and annual basis. 

Success looks like: 

• Build and create a stable 3x pipeline across the team with 30% of all deals being won within 90 days  

• Shift the team to take a proactive outbound first model approach to build 70% of pipeline 

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