Director Of Sales

MyPass Global is on a mission to empower safe, agile &
connected communities.

Our workforce onboarding and compliance management software is centered around a digital Skills Passport, designed to help organisations reduce their risk and cost of operations. Our vision is to become the trusted industry 'source of truth' for organisations and people. We don't limit ourselves to a single sector or location;
rather, we strive to establish a global standard.

Our company values set the standard for the behaviours and mindset we expect from every "
MyPasser"
. Our values include:

BRING OUT THE BEST

We connect and empower people to build a safer future.We strive to create a positive and enduring impact, no matter how small.

CHALLENGE THE NORM

We pursue innovation by practising curiosity and always asking 'why'. We challenge assumptions by seeking opportunities for growth and improvement.

TREAT PEOPLE WELL

We treat our customers, employees and partners as equals. We foster meaningful relationships through trust, compassion and respect.

WALK THE WALK

We are accountable for our goals, actions and collective vision. We work with integrity and are true to our word, fostering a culture of open communication.

Position Purpose Statement:

Working closely with the CEO, the key purpose of this role is to lead our Acquisition team by developing and executing strategic sales initiatives to drive our sales pipeline and add new recurring revenue. The successful candidate will have a trust-based approach to winning new clients, focusing on building strong relationships and solving problems.

You will be instrumental in shaping our company's growth strategy and establishing a strong foothold in existing and new markets. Your role will involve identifying growth opportunities, forging strategic partnerships, and driving market expansion. This is a leadership position with significant influence on our market penetration and future success.

Building &
maintaining a repeatable, predictable and scalable sales process is essential. You will understand the end-to-end customer impact journey and the process for getting customers to recurring impact:
full customer lifecycle process design, from awareness through selection, commitment, onboarding, retention, and expansion. You will empower your Sales team to achieve defined KPIs and to close deals.

Key Responsibilities:

• Conduct thorough market research to identify trends, opportunities, and customer needs in current markets (Australia and the Pacific).
• Understand MyPass solution and its fit in current markets.
• Analyze customer needs, pain points, and business challenges for effective positioning.
• Support Go-To-Market plans, including product positioning, pricing, and distribution channels.
• Coordinate cross-functional teams for market expansion initiatives.
• Build and maintain strong relationships with key customers and stakeholders.
• Collaborate on identifying potential strategic partners.
• Devise effective lead-generation strategies in collaboration with marketing.
• Lead sales strategy and operations in Australia &
  the Pacific.
• Recruit, train, mentor, and motivate a high-performing sales team.
• Drive revenue growth through new customer acquisition and upselling.
• Monitor sales performance metrics and implement strategies to maximise productivity and profitability.

Key Requirements:

• You will have experience working with a wide variety of internal and external stakeholders, to build trust and confidence with prospective clients, and understand key buying personas and their drivers in order to demonstrate the return on investment for utilising MyPass.
• Experience in demonstrating software solutions to prospective clients
• Experience in mapping out key stakeholders, including buyers and influencers
• Excellent communication, negotiation, and interpersonal skills, with the ability to build rapport and influence key stakeholders.
• Demonstrated ability to develop and execute strategic sales plans, drive revenue growth and exceed sales targets.Strong leadership and team-building skills, with the ability to inspire and motivate a sales team to achieve outstanding results.
• Deep understanding of sales processes, methodologies, and best practices, with a focus on customer-centric selling using a trust-based approach.
• Analytics mindset with the ability to interpret sales data, identify trends, and make data-driven decisions.
• Proficiency in sales management tools and CRM software (preferably Hubspot).
• Experience in developing high-quality and timely proposals.
• You should be driven, able to effectively self-manage your work, creative with your approach and able to balance delivering results with learning and self-improvement.

Measures of Success:

• Sales conversions to agreed timelines, volumes and revenue size
• Achieving weekly targets for outbound calls, booked meetings, completed meetings and other sales activity targets.
• Meeting ARR growth targets on a monthly, quarterly and annual basis.
• Size and health of the sales pipeline on a weighted deal basis
• Conversion rates for each stage of the sales funnel (eg MQL to SQL to SAL to close)
• Time to close - from initial contact to verbal commitment, initial contract, purchase order received, and finally to implementation commencement.
• Average deal size and deal value (ie. 3 yrs vs 5 yrs etc)
• Return on investment for implemented sales initiatives

Information Security Accountabilities

- Determine and allocate the resources required to maintain and continuously improve the ISMS

- Ensure information Security requirements are communicated and understood across all levels of the business

- Ensure business activities support the security of information

- Promote the continuous improvement of information security

- Ensure changes to the ISMS are effectively communicated to the business and stakeholders