Head Of Sales

 

Description:

Typsy is a global EdTech company focused on delivering engaging and scalable online learning solutions for the hospitality industry. With a rapidly expanding client base worldwide, our platform empowers businesses and individuals alike to access world-class training anytime, anywhere.

 

Role overview:

 

We are seeking a highly motivated and experienced Sales Manager to lead our global team of enterprise sales representatives and develop our Sales Development Representative (SDR) function. This role is based in Melbourne and will oversee a team of enterprise reps located across multiple time zones. The Sales Manager will be responsible for driving new business revenue, ensuring the team meets and exceeds sales activity targets, and delivering strategic growth aligned with our company’s objectives.

 

Key responsibilities:

 

1. Leadership & Management:

● Lead, mentor, and manage a global team of enterprise sales reps, ensuring alignment with company goals and adherence to Typsy’s documented sales processes.

● Develop and build a high-performing SDR team responsible for generating outbound leads through calls, emails, and other outreach initiatives.

 

2. Sales Strategy & Execution:

● Develop and drive a comprehensive sales strategy for the team that aligns with the broader company objectives and market opportunities.

● Own the achievement of monthly, quarterly, and annual sales targets across the enterprise sales team.

● Drive sales rep performance through coaching on SPIN methodology, ensuring consistent high-quality discovery, stakeholder, and proposal alignment calls.

● Ensure the team logs all interactions and updates within Salesforce and Gong, maintaining accurate data and insights for better decision-making.

 

3. Training & Development:

● Conduct regular sales training and development sessions to continuously improve the skills and performance of both enterprise reps and SDRs.

● Provide tailored coaching and support based on individual performance metrics, driving a culture of continuous learning and development.

 

4. Sales Operations & Process Management:

● Monitor team adherence to Typsy’s sales systems, processes, and methodologies, identifying areas for improvement and optimization.

● Collaborate with cross-functional teams (e.g., Marketing, Customer Success) to align strategies and maximize growth opportunities.

 

5. Reporting & Accountability:

● Regularly report on sales performance, pipeline status, and key metrics to senior leadership.

● Hold the sales team accountable for both activity (e.g., call volume, meeting targets) and outcome-based (e.g., revenue, SQLs) metrics.

 

Key results:

 

● Achievement of monthly/quarterly/annual sales budgets.

● Attainment of monthly Sales Qualified Lead (SQL) targets generated by the SDR team.

● High levels of engagement and adoption of sales technologies (Salesforce, Gong) across the team.

 

Required qualifications:

 

● Proven experience in managing and scaling an enterprise sales team.

● Strong understanding of B2B sales processes, with expertise in SPIN methodology.

● Experience in building SDR teams and programs.

● Proficiency in Salesforce and Revenue Intelligence tools, like Gong.

● Ability to manage across different time zones, including early morning or late evening availability for calls as needed.

● Occasional overseas travel for client meetings, conferences, and team support.

● Exceptional leadership, communication, and strategic thinking skills.

 

Preferred qualifications:

 

● Experience in the EdTech, Hospitality or SaaS industries.

● Experience leading global teams.