Sales Director - SMB/MM (Position located in Melbourne, Australia)

knowbe4

Melbourne, Victoria, Australia · Melbourne · Australia

Posted Dec 13, 2022

Other
Revenue

Job description

KnowBe4 empowers the modern workforce to make smarter security decisions every day. Trusted by more than 70,000 organizations worldwide, KnowBe4 is the pioneer of digital workforce security, securing both AI agents and humans. The KnowBe4 Platform provides attack simulation and training, collaboration security, and agent security powered by AIDA (Artificial Intelligence Defense Agents) and a proprietary Risk Score. The platform leverages 15-years of behavioral data to combat advanced threats including social engineering, prompt injection, and shadow AI. By securing humans and agents, KnowBe4 leads the industry in workforce trust and defense.

To learn more about our team and office culture in Melbourne, Australia, visit the following links.
Careers Page: https://www.knowbe4.com/careers/locations/melbourne
Glassdoor: https://www.glassdoor.com/Location/KnowBe4-Melbourne-Location-EI_IE969384.0,7_IL.8,17_IC2264754.htm

The Director of Sales (SMB/MM) (International) is responsible for leading a team of Account Executive and Account Manager representatives to drive sales efforts to meet and exceed Annual Recurring Revenue (ARR) targets from Small-Medium and Mid-Market-sized companies within a specified Area. This is an extremely hands-on role that will actively manage their teams by close monitoring of statistics, conducting pipeline reviews and tagging in on deals to assist in closing opportunities.

Responsibilities:

Mentor and coach a team of Account Executive and Account Managers to exceed segment KPIs and ARR targets.
Monitor the statistics for the Account Executive and Account Managers within the assigned Area and identify any discrepancies in reporting.
Support sales team by assisting with deal negotiations, objection handling and closing.
Conduct weekly pipeline reviews with sales teams to discuss deal constructs, ensure proper account and lead follow up and accurate forecasting and staging.
Identify areas of improvement within the sales team and suggest training to increase production.
Be the first line of support to teams to answer questions and direct on best practices.
Collaborate with the Director of the Area to discuss Area specific sales strategies, review KPI performance and refine processes and programs to achieve operational excellence.
Conduct role play drills with potential sales candidates to assist in building a world class sales team, if needed.
Cooperate with People Operations to manage all HR-related issues within your team e.g. interviewing new candidates, helping with career development for high potential employees, and managing average and low performers.

Minimum Qualifications:

Minimum 3 years Small-Medium and/or Mid-Market sales experience required
Previous people management experience, desirable
Bachelor degree or equivalent higher education experience, desirable
Experience collaborating with Partner businesses and Channel sales teams, desirable
Familiarity with standard concepts and practices within the IT, Security or Cybersecurity industry, desirable
Experience with Salesforce, a plus
Experience with Gmail and Google Docs
Experience with MS Office (Word and Excel)
Experience with web browsers (Chrome, Internet Explorer, etc.)
Strong verbal and written communications
Excellent time management and organization skills
Excellent problem solving and analytical skills
Infectious positive, can-do attitude
Possess strong negotiation experience and strategies
Ability to provide productive feedback and coaching to sales teams

Our Fantastic Benefits

We offer company-wide bonuses based on monthly sales targets, employee referral bonuses, adoption assistance, tuition reimbursement, certification reimbursement, and certification completion bonuses - all in a modern, high-tech, and fun work environment. For more details about our benefits in each office location, please visit www.knowbe4.com/careers/benefits.

Note: An applicant assessment and background check may be part of your hiring procedure.

Individuals seeking employment at KnowBe4 are considered without prejudice to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, sexual orientation or any other characteristic protected under applicable federal, state, or local law. If you require reasonable accommodation in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please visit www.knowbe4.com/careers/request-accommodation.

No recruitment agencies, please.