ABOUT XCEPTOR
Data is at the heart of everything we do: Xceptor has been designed around data manipulation in its broadest sense. We source data from wherever it flows. We curate, normalise, validate, repair, and enrich that data so it reaches its destination in a reliableand consistent format. Data coming out of Xceptor is data our clients can trust.
We are recognised as an expert in the Financial Services vertical, which strongly aligns with Business Users in Middle and Back-Office teams. We enable these users to solve their data challenges by themselves, rather than through a technology-led project.
Our People are subject matter experts. We understand our client's challenges and we've got the experience and knowledge to solve them. Our talented team has a deep understanding of the unique challenges of the industry - we can empathise, engage, and speak the same language as our clients.
Our Vision is to be the leading platform for automating data flows.
Our Mission is to empower business users within Financial Institutions to build automated processes that deliver trusted data.
Our Values were created by our people, and speak to both who we are, and who we aspire to be. Ambition is in our DNA, and we embrace any opportunities ahead. Our curiosity and desire to grow drives us to learn from our customers and those around us. Our people are empowered, accountable, and deliver. We pull together, step up and focus on outcomes. The brilliance of our people makes a positive difference.
The Role
We are seeking a seasoned sales leader for an exciting opportunity to lead a newly formed new logo sales team. Reporting directly to the Chief Revenue Officer, this will be a critical role in the Revenue leadership team, driving new client acquisition and expanding our market reach. You and your team will be dedicated to generating pipeline and securing new business opportunities within greenfield Capital Markets accounts. This sales function will collaborate closely with Sales Engineering, Marketing & Partnerships to identify and close deals. As a player-coach, you will lead and contribute to Revenue delivery while developing a high-performing team.
Key Responsibilities- Recruit, build, and lead a high-performing sales development team including Business Development Reps and Sales Executives.
- Coach, mentor, and develop team members to deliver independently and raise the bar.
- Foster a collaborative, accountable, and delivery-focused team culture.
- Provide ongoing coaching, mentorship, and performance feedback.
- Create quality pipeline through an enterprise-focused sales approach working with Marketing & Partnerships to generate leads and opportunities.
- Identify, qualify, and close new business opportunities within the Capital Markets sector.
- Exceed annual revenue targets through strategic prospecting and relationship building.
- Collaborate with marketing, partnerships, and sales engineering to optimize sales processes.
- Build and maintain strong relationships with key decision-makers at prospective client organizations.
- Deliver exceptional prospect experiences with a consultative sales approach and tailored solutions.
- Manage complex sales cycles, including RFP/RFI processes.
- Develop and execute strategic sales plans aligned with overall business objectives.
- Analyze market trends and competitive landscape to identify new opportunities.
- Leverage data and insights to optimize sales performance.
- Collaborate with cross-functional teams to drive business growth.
Key Competencies- Proven track record in leading and managing high-performing new business logo sales teams within the Financial Services industry.
- A strong coaching ethos.
- Well-honed strategic thinking and planning skills.
- Exceptional people management and coaching capabilities.
- Solid understanding of the Financial Services and Capital Markets industries, their dynamics, and the technology landscape.
- Proven track record of exceeding sales quotas and revenue targets.
- Strong financial acumen and business analysis skills.
- Ability to build and maintain strong prospect relationships at the executive level.
- Proven success in identifying and closing complex sales opportunities.
- Demonstrated ability to understand and address prospect needs and challenges.
- Expertise in sales methodologies and sales tech stack.
- Strong negotiation and closing skills.
- Ability to deliver compelling product demonstrations and presentations.
- Excellent verbal and written communication skills.
- Strong interpersonal skills and ability to build rapport.
- Effective stakeholder management and collaboration both internally & externally.
Bonus Points For- SDR/BDR team leadership experience prior to managing a sales team.
- Experience selling into capital markets.
- Experience using MEDDICC and coaching with the methodology.
Associated Values and Behaviours- Excellence: We strive for excellence in everything we do, exceeding goals and constantly seeking improvement in ourselves and our team.
- Client Focus: We are passionate about understanding and exceeding our clients' needs, building strong relationships, and delivering successful outcomes.
- Collaborative Spirit: We believe in the power of teamwork and mentorship. We share knowledge, support each other, and celebrate collective achievements.
- Growth Mindset: We embrace continuous learning and development, both for ourselves and our teams.
Salary: $350,000 - $450,000
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This is a great opportunity to join an innovative, fast-paced, highly collaborative, and forward-thinking organisation, during a significant growth phase. Xceptor is an equal opportunities employer and welcomes applications from all sections of society and does not discriminate on grounds of race, religion, or belief, ethnic or national origin, disability, age, citizenship, marital, domestic, or civil partnership status, sexual orientation, or gender identity or any other basis as protected by applicable law.
Please note:
- Xceptor works with clients in financial services and our offers of employment are subject to the satisfactory completion of background checks, which includes criminal record checks, and credit reference checks.
- If you have any employment gaps exceeding three months within the last six years, we will request additional information and evidence to clarify those periods.
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