Manager, Direct Sales

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Are you actively looking for a new opportunity? Or just checking the market? Well… you might just be in the right place!

Lightspeed UK are recruiting for a Manager, Direct Sales (Hospitality) to fully manage, engage and develop a team of high-performing new business team of Account Executives and Sales Development Reps to support the team to develop valuable relationships with new potential customers. 

Job Responsibilities 

• Manage a team of Hospitality Account Executives who are responsible for converting qualified leads, helping them understand, plan, and get the full Lightspeed solution. The team will be responsible for welcoming customers onto our platform through being able to understand different customer needs, effectively communicating our value proposition, and building out a fully scoped solution for them to be successful.
• Manage a team of Hospitality Sales Development Representatives (SDRs) who are the first point of contact for potential customers, responsible for building initial relationships and delivering qualified leads to Account Executives (AEs). They understand customer needs, communicate our value proposition, and ensure smooth handovers to AEs. By qualifying leads and setting up AEs for success, SDRs help customers understand and implement the full Lightspeed solution, ensuring tailored and successful outcomes.
• Manage the overall pipeline of new customers from start to finish and through both the SDR & AE teams.
• Collaborate and build connections between the SDR team and AE team to ensure the handover process from lead to deal is as smooth and effective as possible.
• Refine and optimise current sales processes including all tools used to connect and close new customers. 
• Hire, coach, and develop a team of high performing Account Executives & SDR’s
• Coach & develop each team member to increase adoption of the platform and payments across new customers. 
• Ensuring clear communications between the rest of the sales team - Collaborate with the team to ensure Setup checklists are completed and customers are handed over properly
• Continue to grow the mid-market customer base by looking at market opportunities and developing our team to effectively provide solutions to those customers. 
• Ensure the team exceeds its monthly MRR and KPI targets.
• Analyse sales forecasts, call volume and pipelines for overall team and individuals.
• Develop and hire team members for current and future opportunities.
• Listen to calls and demonstrations and provide feedback to the team.
• Creating new strategies to help grow revenues streams for the new business team..
• Manage high level deals with large organisations as well as well known brands.

Key KPIS:

• Provide consistent call & demo coaching and feedback
• The team reach and exceed their SQL targets & Net New MRR targets.
• You Reach and exceed your personal Net New MRR targets.
• The Avg MRR of our new Customers increases over time.
• Our Discount and Credit usage remains within acceptable limits.

The ideal candidate will have:

• Extensive experience selling SaaS, ideally within the hospitality industry.
• Relevant work experience in an industry like IT solutions, software sales, e-commerce, point of sale, hospitality or technology.
• Experience in leading teams.
• 2 years experience in sales leadership

What’s in it for you?

Come live the Lightspeed experience...

• Genuine career opportunities in a company that’s creating new jobs every day;
• Work in a team big enough for growth but lean enough to make a real impact;
• Exposure to modern and proven technology;
• Opportunity to learn and expand your skillset;
• Become a valued part of the diverse and inclusive Lightspeed family.

… and enjoy a range of benefits that’ll keep you happy and healthy:

• Lightspeed share scheme (we are all owners)
• Pension fund
• Axa Health insurance
• Health and wellness benefit of £400 year
• Mental health online platform and counselling & coaching services
• Flexible PTO
• Paid leave and assistance for new parents
• LinkedIn Learning license
• Volunteer day
• Public transport benefit of £225 per month

Last updated on Aug 2, 2024