Director, Sales
4 weeks ago
In this role, you will (i) hunt for brand new logos and (ii) also hunt for brand new lines of business within Boku’s largest existing accounts. Your target prospects and assigned accounts will predominantly be US and EU based companies that have, or are expanding, their lines of business in APAC, LATAM, MENA and EMEA. You will spend 80% of your time finding brand new business from new logo accounts and 20% of your time finding new business from existing Boku major accounts.
RESPONSIBILITIES:
Win new business (from an approved list of new strategic logo targets and from an assigned list of existing Boku merchant accounts) and at a minimum achieve an annual quota of $1M to $1.5M in new Boku Fee revenue. Develop and manage a sales pipeline that projects 3X quota target and a sales forecast that projects 2X quota target. Fully understand and quantify merchant challenges with respect to growth, expansion and execution in both local and overseas markets. Perform gap analysis. Enlist Boku SMEs to ideate, craft and deploy solutions to merchant problems. Establish dialogue and rapport with all decision makers, stakeholders and constituents in each merchant’s local team and where applicable, headquarter decision team. Map key client contacts in each market and fully understand local office challenges and needs. Introduce local BD supply teams (e.g.: EMEA, APAC, LATAM, MENA) to local client contacts. Collaboratively understand regional needs and how they relate to other regional and headquarter teams. Be highly visible as an individual, and ensure high visibility for Boku, across the payment industry in APAC Work cross-functionally with internal Boku teams (Sales, Product, Marketing, Finance, Ops), to identify and fully qualify opportunities. Manage cross-functional solution teams by empowering and supporting decision-making from the periphery yet retain ownership for delivery. Compose unique sales offers, procurement offers etc. Lead ad hoc cross-functional teams to execute against all assigned Sales related activities. e.g.: opportunity qualification (revenue projection(s), purchase intent and launch timing), problem solving, merchant presentations, RFP responses, contract negotiation, pipeline recording and management, quarterly and annual pipeline forecasting and most importantly, CLOSING.QUALIFICATION:
5 years minimum direct sales experience. Established track record of quota achievement of at least $1 million USD equivalent annually. You are used to working in cross-functional teams, with an ability to deliver commercially successful products and services. You thrive working in a dynamic, fast-moving startup environment. You deal well with ambiguity and respond flexibly to change. You are comfortable getting your hands dirty in day-to-day tasks to get things done. No task is beneath you. You are a self-starter who listens to clients and develop a resultant customer-centric focus. You are intellectually curious and pay close attention to detail about each client’s company, constituents and marketplace opportunities and challenges. You seek to understand what customers require, even when a customer may not fully understand their own needs. This is especially critical in markets that represent large growth opportunities where customers may not have deep experience. You possess good judgement and make effective decisions at the appropriate speed. You are a strong, innovative leader who can prioritize well and communicate effectively. You are able to manage without relying on authority and convince colleagues and partners of your plan through its merits. You have strong analytical and quantitative skills, with the ability to gather insights from data, and present these insights to educate and advise customers. Past experience with payments, mobile, e-commerce, website development, and digital technologies is strongly preferred.-
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