As we approach Zeller’s next phase of growth, we are recruiting for a hands-on, growth-oriented and strategic Head of Sales to manage our growing national team of BDRs, Sales Account Executives, and Regional Sales Managers. This is an impactful, senior leadership position which is accountable for deal bookings and revenue contribution from our sales funnel.

You’ll set the strategy and direction for your team to achieve your KPIs through recruiting, motivating, coaching, and performance management. You will spend your time continually reviewing and optimising sales funnel performance from inbound / outbound lead generation to conversion, through to negotiation and winning deals. A competitive drive, natural leadership skills, analytical mindset (in particular for funnel performance and AE motivations) and hunger to win are essential skills to your success.

This is an incredibly exciting role for an up-and-coming sales leader looking to take the next step in their career. We're excited to meet hard-working, high-performing sales leaders who are passionate about growing and developing an incredibly talented team of sellers as they work together to strengthen Zeller's position as Australia's fastest growing payment solution.

Role responsibilities

• Direct management of territory based Regional Sales Managers, and indirect management of a national team of Account Executives, BDRs, and Outbound Lead Generation Specialists
• Ownership of all combined KPIs across the Sales team (Outbound Deal Creation, Bookings, Revenue, Profitability, Retention)
• Define and execute the optimal sales strategy to accelerate merchant acquisition, maximise margin and profitability, drive retention and product utilisation of one ore more Zeller payment products
• Recruitment, onboarding, coaching, and performance management of individual team members, ensuring 100% attainment to individual, regional, and team KPIs
• Develop and deliver ongoing sales coaching to improve performance and outcomes of your wider team
• Review and implementation of sales enablement, tooling, and product training to ensure your team are efficient in their roles
• Consistent analysis of team and individual performance to identify opportunities for improvement and gaps creating risk to target attainment
• Maintain and grow the sales book of business, ensuring revenue realisation and profitability for new and existing clients
• Be a role model to your wider team, showcasing your ability to engage with senior client decision makers, connect Zeller’s product to their needs, and win sound commercial deals
• Advocate on behalf of our merchants to ensure their needs are captured on the Zeller product roadmap
• Implement regular team operational checkpoints and meeting structures (including SKOs, sales meetings, pipeline generation activities, and team / individual performance checkpoints)
• Implement a culture of feedback and performance management across all areas of sales
• Ensure operational excellence by generating regular sales team performance reports and forecasts, including profitability, revenue generation, sales insights, KPIs, and growth levers.
• Collaborate with marketing, risk and compliance, support, account management, and product teams to develop and improve cross-functional and operational architecture — including merchant onboarding, merchant support and product go-to-market initiatives

Qualifications and experience

• 5+ years of direct sales experience and at least 2+ years of experience leading a high-performing sales team of 5+ sellers
• Proven experience in coaching, mentoring, and performance managing team members at a variety of levels
• A strategic thinker with strong analytical and problem solving skills
• Success, growth, and outcome-oriented
• Someone who works collaboratively with people at all levels
• Excellent written and succinct verbal communication and presentation skills
• Experience engaging with and influencing customer stakeholders at all levels and across all functions
• Sound commercial acumen, including ability to create commercial proposals, negotiate effectively, and maximise margin
• Self-starter who can proactively identify and prioritise opportunities to focus on based upon business need
• A positive attitude, desire for teamwork, and willingness to engage in tasks outside of the role’s core responsibilities to meet business needs in an agile scale-up environment
• Relevant tertiary education, or relevant, demonstrable experience that shows you don't need it