Senior Sales Director

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

📋 Description

• Take ownership of a designated list of ISPs in the UK and Ireland, focusing on acquiring new clients and expanding existing deployments into additional services, subscriber tiers, and business lines.

• Manage a substantial annual quota in the multi-million-dollar range, encompassing both new business and the growth of the installed base.

• Oversee the complete sales cycle, including gaining executive access, conducting discovery, developing business cases, validating technical solutions and proofs of concept (POC), commercial modeling, procurement, and contract management, followed by a smooth transition into delivery.

• Remain responsible throughout the customer launch process.

• Develop and maintain relationship maps of senior stakeholders within each account.

• Lead a virtual team that includes solutions engineering, product development, delivery, finance, legal, and executive sponsorship.

• Ensure the accuracy of forecasts.

• Provide insights into market trends regarding regional ISP connected-home strategies and evolving priorities to help guide the roadmap.

• Act as Plume’s representative in the region, engaging with executive leadership and senior leaders from ISPs.

⛳️ Requirements

• Proven experience in selling hardware, software, cloud, or platform solutions directly to ISPs, particularly with recurring or subscription-based revenue models.

• Familiarity with selling to ISPs in their capacity as buyers, as opposed to targeting a telco’s enterprise IT department.

• Proven ownership of multi-million-dollar Annual Contract Value (ACV) deals with sales cycles ranging from 9 to 24 months, including formal procurement processes and existing solutions.

• Strong understanding of ISP economics, encompassing ARPU, attach rates, churn, retention factors, cost to serve, contact volumes, handling times, truck roll avoidance, CPE fleet lifecycle, ODM partnerships, and NPS.

• Ability to independently construct a credible business case.

• Experience successfully securing business from customers with pre-existing solutions.

• Existing senior-level relationships within UK and Ireland ISPs or a feasible strategy to establish them within two quarters.

• Practical experience with the MEDDPICC sales methodology and capability to discuss a live deal.

• Comfortable working without a predetermined playbook.

• Consistent success in meeting quotas with the ability to articulate reasons for any missed targets.

• Willingness to travel frequently across the UK and Ireland, and occasionally across EMEA.

🏝️ Benefits

• Competitive salary and commission structure.

• Opportunities for professional growth and development.

• Collaborative and innovative work environment.