COMPANY AND JOB PURPOSE Zip is a high-growth fintech, founded in Australia and expanding worldwide, with the purpose to give people the freedom to own it. We use technology and data to bring customers and partners together through a valued and fair payments experience.Our strategic focus is underpinned by an aligned high-performance team, a reliable, secure and scalable platform, constantly-improving product experiences and a trusted consumer brand.Zip is growing rapidly and globally; and our mission is to enable our consumers to choose Zip as their first payment choice, everywhere and every day. We’ve built an amazing culture at Zip, our teams are proud to work hard to provide innovative solutions to our customers and partners. Our standards are central to everything we do: Customer First, Own It, Stronger Together, and Raise the Bar.The New Markets team’s charter is to identify new economically viable regions with uniquely sustainable distribution entry strategies, own the land and expand activities required to accelerate market share growth with a proven playbook, deploy and support the technology and product platform and to support the operations of the new market until it becomes significant in its presence, revenue contribution and operating practices to join the wider business. The team will function as ‘a bridge’ between Zip’s core experience and new regional learnings and facilitate cross-border knowledge sharing between markets and departments. WHAT YOU OWN AND SUPPORT The purpose of the Sales Director role is to initially source and close new business partners, whilst building out the early stage team or the sales and account management team. You will own the sales planning and execution.
What does your day look like?
Strategically lead, develop, motivate and coach the sales team.
Develop and agree accurate financial forecasts,, taking responsibility for meeting expectations of forecast accuracy and delivery
Responsible for pipeline management.
Optimise and oversee ‘lead to live’ funnel.
Identify, target & nurture business development opportunities and strategic partnerships that will add significant value.
Work with all teams (including closely with Product and Marketing) and networks to accelerate our business growth, average revenue per customer, market share and margin by addressing customer needs.
Ensure the development of internal and external sales tools and reporting are managed effectively and align to best practise.
Drive and lead any tender strategy & activity to succeed in closing enterprise deals.
Support the optimisation of the Sales department in terms of structure, targets, capability to support scale and aggressive growth.
Understanding and developing category-based value propositions and solutions
Develop deeper understanding of category specific value propositions
Decide priority category focus, aligned to consumer segmentation
Develop localised pitches and sales tools
Ensure sales team are trained and competent in delivering our story
Growing merchant portfolio
Develop scalable programs around; Up-sell, Optimisation and Joint Marketing Initiatives
Manage the Account Management and Field Teams to drive merchant/partner growth
Create an inbound/outbound approach to drive stickiness and reduce drop-off. Grow the pipeline of merchants aligned to category priorities
Engage in industry events to build advocacy and awareness
Develop enterprise, mid-market and SMB plans and manage inbound/outbound activities
Develop and manage channel sales approach and partners
Align Partner Growth team to seamlessly hand over and grow accounts
People leadership, resource & succession planning, Sales culture
Lead, develop, motivate and coach the sales team Develop strong succession plans and growth opportunities for sales professionals
Retain and grow our best talent with programmatic approach
What you need to succeed
10+ years experience leading and managing a Sales function with P&L responsibilities.
Robust and proven B2B sales experience essential, ideally in finance, retail or technology.
Sound financial & commercial acumen, analytical with ability to process, analyse and think “outside the box” to get results.
Experience in implementing and delivering on business and growth strategies.
A track record of accomplishment in selling within a diverse portfolio.
Ability to collaborate with, influence & persuade others; with an inspirational leadership style.
Results-orientated with a record to prove it and strong customer service / outlook ethic.
Strategic thinker and influencer in terms of vision and positioning for the business.
Resilient under pressure, with pragmatic adaptability.
Ability to influence and communicate effectively across all levels within an organisation.
Proven ability to thrive in a fast-moving, team-oriented, collaborative environment.