Director Commercial Sales - ANZ

Job Description

The Director, Commercial Sales ANZ is responsible for contributing to the development of the ANZ go-to-market (GTM) mid-tier and SMB strategy, owning the ANZ Mid-Market vision and leading the execution of this vision and strategy in the ANZ Mid-Market.  

Aligned to the strategic goals of the business and under the strategic leadership of the VP, Commercial Sales, the Director, Commercial is responsible for defining and leading the regional Mid-Market & SMB team by setting operational goals and executing on the growth plan. The team will have a specific focus on Net New Annual Recurring Revenue (NNARR). 

This includes leading and managing a team of Account Executives ensuring the implementation of effective sales processes and techniques and coordination of collaboration across all supporting functions including Sales, Marketing, Product, Solution Engineering, and Customer Success, Business Development and Customer Success.  

Qualifications

Passionately lead, drive and deliver the vision, mission and values for Nearmap ANZ:

• Accountable for ANZ Mid-Market and SMB mid –tier commercial performance including NNARR, customer and employee engagement. 
• In collaboration with the VP, Commercial Sales, set and define regional performance targets with Corporate HQ functions, managing performance against the defined targets and resolving issues promptly. 
• Align ANZ Mid-Market & SMB targets to the region, ensuring defined objectives and clear accountability within the matrix organization. 
• Work with the Regional VP Sales and functional leaders to: 
• Define the ANZ Mid-Market/SMB strategy and build the operational go to market plans for the segment. 
• Ensure appropriate resourcing for the go to market functions appropriately with regard to both capacity and capability. 
• With the VP, Commercial Sales for ANZ, set ANZ Mid-Market and mid-tier commercial and government performance targets.
•  Represent the Mid-Market segment for the ANZ region. 
• Continuously assess the size of the ANZ business opportunity and recommend changes to management relating to growth and resources. 

Leads high performing teams:

• Leads by example, reflecting our values and standards of behavior, setting the cultural tone for the ANZ business. 
• Provides clarity of vision, goals, plans and pathways for achievement that promotes confidence, engagement and commitment across the broader Mid-Market team. 
• Holds team members accountable with clear objectives, KPIs and processes. 
• Drive high performance through managing, coaching, enabling and promoting collaboration including customer facing meetings, Gong Reviews and account planning. 
• Growth mindset and strive for continual improvement by actively exploring improvements, implementing structured processes, ongoing analysis and meaningful feedback. 
• Recruit and retain high performers, develop talent, recognize and reward performance, support and provide growth and development guidance to maximize performance. 
• Facilitate regular company meetings to increase team collaboration, discuss issues, share knowledge, celebrate achievements and provide training and direction. 

Compliance with Nearmap values, policies and standards, and ensure compliance with all local statutory requirements:

• Comply with responsibilities of working for a private equity 
• Comply with all local legislative requirements 
• Adhere to company guidelines and the corporate Code of Conduct 
• Act in an ethical way when dealing with company assets and other people 

Experience:

• Demonstrated experience and success in a leadership role within technology in the Saas or Data Analytics company.  
• 3-5 years managing and leading high performing sales team in technology company. 
• Experience embedding a structured sales methodology to enable and up level a sales team, combined with strong coaching capability and a proven track record of team development and leading a team that requires hands-on guidance. 
• Experience in engaging with and leading teams through change. 

Skills:

• Highly developed leadership skills, relationship management and influencing skills 
• Highly developed strategic planning and execution skills 
• Ability to work autonomously, providing leadership and guidance to the segment team within the framework of a global organization 
• Ability to engage with ambiguity, develop flexible solutions that manage risk, is comfortable with a highly dynamic environment and acts with decisiveness  
• Highly developed communication skills with the ability to engage effectively at all levels across the business, from the Board of Directors through operational teams 
• Extensive experience and understanding of geospatial, imagery and analytics technology for decision making 

Personal Attributes:

• Excellent written, verbal and visual communication skills 
• A good brand ambassador 
• Positive, energetic, considered, composed and confident 
• Ability to work in a fast paced, highly dynamic, matrix-based environment 
• Highly trustworthy, direct, honest and transparent, capable of receiving and providing constructive feedback 
• Innate ability to connect with people, work well with others and build trust across the organization. 
• Willing to collaborate across all departments and with our North American division 

Education:

• Bachelor’s Degree in a related business discipline or equivalent business experience 

Additional Information

Some of our benefits:

Nearmap takes a holistic approach to our employees’ emotional, physical and financial wellness. Some of our current benefits include:

• Quarterly wellbeing day off - Four additional days off annually for your 'YOU' Days
• Wellbeing and technology allowance
• Annual flu vaccinations
• Hybrid flexibility for this role
• Nearmap subscription (of course!)
• Stocked kitchen with access to all the snacks you need
• In-office lunch every Tuesday and Thursday at our Sydney CBD office
• Showers available for anyone cycling to work or lunchtime gym-goers!

Why you'll love working at Nearmap:

We move fast and work smart; often wearing multiple hats. We’re proud of our inclusive, supportive culture, and maintain a safe environment where everyone feels a sense of belonging and can be themselves.

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