Global Head of New Business Sales

3 weeks ago

London, Greater London, United Kingdom Xceptor Full time

About Xceptor

Xceptor is a leading platform for automating data flows. We empower business users within Financial Institutions to build automated processes that deliver trusted data.

We are seeking a seasoned sales leader to lead a newly formed new logo sales team. This critical role will drive new client acquisition and expand our market reach. The successful candidate will be responsible for generating pipeline and securing new business opportunities within greenfield Capital Markets accounts.

Key Responsibilities

  • Recruit, build, and lead a high-performing sales development team.
  • 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.
  • 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.
  • Previous experience of selling to capital markets clients.
  • Proficiency in languages, with French & German being a plus.
  • 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.

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