Regional Sales Director – Medium Enterprise, Workday Products

This is a fully remote position, open to applicants in United Kingdom.

📋 Description

• Manage a team of six Enterprise Account Executives focused on selling automation, testing, security, and AI software solutions within the Workday ecosystem.

• Take ownership of a regional annual sales target of around £6.5m ACV.

• Guide the team to meet monthly, quarterly, and yearly revenue goals.

• Foster a high-performing sales culture that prioritizes accountability, consistency, and execution.

• Generate predictable and sustainable pipeline growth across the region.

• Implement proactive prospecting that emphasizes account penetration, demand generation, and pipeline development.

• Collaborate with Marketing, Alliances, and Workday field teams to optimize market opportunities and drive event-led pipeline generation.

• Recruit, nurture, and retain top sales talent.

• Facilitate coaching sessions, deal reviews, forecast reviews, and territory planning meetings.

• Promote the adoption of sales methodologies, processes, and best practices.

• Assist Account Executives through intricate sales cycles and high-stakes customer interactions.

• Establish forecasting practices and maintain pipeline hygiene standards.

• Provide precise monthly, quarterly, and annual sales forecasts.

• Analyze sales data and insights to pinpoint trends, risks, opportunities, and areas requiring intervention.

• Ensure disciplined CRM management and compliance with sales processes.

• Cultivate trusted relationships with senior stakeholders at both prospective and existing clients.

• Support strategic customer engagements, executive briefings, negotiations, and commercial discussions.

• Serve as the executive sponsor for key opportunities and priority accounts.

• Assist in negotiating and structuring commercial agreements.

• Offer guidance during pricing, discounting, procurement, and contracting discussions.

• Strengthen partnerships with Workday and other strategic partners.

• Develop and implement joint go-to-market strategies.

• Represent Kainos at customer, partner, and industry events.

• Collaborate with teams in Product, Customer Success, Marketing, Strategy, Delivery, Legal, and Finance.

• Act as a visible sales leader and ambassador for Kainos values, culture, and behaviors.

⛳️ Requirements

• Proven experience in leading enterprise SaaS sales teams within a high-growth software environment.

• Demonstrated success in achieving and surpassing multi-million-pound annual revenue targets through frontline sales leadership.

• Experience managing teams focused on new business acquisition and enterprise account expansion.

• Strong capabilities in forecast management, pipeline inspection, and sales execution.

• Experience in coaching sales professionals through complex, multi-stakeholder sales processes.

• Exceptional executive communication and presentation skills, particularly with C-level stakeholders.

• Strong commercial acumen with a background in pricing, negotiation, and contract management.

• Proven ability to create strategic account and territory plans that drive revenue growth.

• Capability to establish a high-performance culture through accountability, development, and leadership.

• In-depth understanding of enterprise software sales methodologies and best practices.

• Ability to thrive in a fast-paced, highly competitive environment.

• Excellent organizational skills with the capacity to prioritize and execute effectively across multiple objectives.

• Strong capabilities in cross-functional leadership and stakeholder management.

• Experience selling solutions within the Workday ecosystem or related HR, Finance, Payroll, Security, Testing, AI, or Enterprise Automation platforms.

• Background in leading sales teams within the Workday partner ecosystem.

• Familiarity with MEDDPICC, Challenger, Command of the Message, or similar enterprise sales methodologies.

• Experience in selling subscription-based SaaS products with average contract values ranging from £50k to £250k.

• Knowledge of enterprise software delivery, customer success, and value realization methodologies.

• Proven track record in scaling sales teams during periods of rapid growth and organizational change.

🏝️ Benefits

• People-first culture.

• Support for growth and development.

• Commitment to diversity, equity, and inclusion.

• Accommodations and adjustments in the recruitment process.

• Customized support throughout the recruitment process.