Zearch are working with a Seed Stage DevOps/DevSecOps business that are backed by one of the most revered VC’s on the planet. The big aim for Q3 is to hire the first ever Product Marketing Manager.
This person will play a pivotal role in driving the adoption and success of our client’s DevOps/DevSecOps solution by effectively communicating its value proposition to the target audience(SRE teams/DevSecOps/Developers). They will work closely with cross-functional teams including product management, engineering, and sales to develop and execute go-to-market strategies that resonate with developers, security and compliance teams and anyone looking to maintain and secure their cloud infrastructure whilst also enhancing productivity.
The right person will:
- Develop and execute comprehensive go-to-market strategies for our client’s solution, including new product launches and feature releases.
- Craft compelling messaging and positioning that clearly articulates the benefits of our client’s platform.
- Collaborate with product management and engineering teams to gain deep insights into product capabilities, competitive landscape, and customer needs.
- Create high-impact marketing collateral including product messaging, website content, blog posts, whitepapers, case studies, and solution briefs.
- Conduct thorough market research to identify market trends, customer pain points, and competitive intelligence.
- Work closely with the sales team to develop effective sales enablement materials and programs, including presentations, battle cards, and demo scripts.
- Analyze marketing and sales data to measure the effectiveness of marketing programs and campaigns and identify opportunities for optimization.
- Represent our client at industry events, conferences, and webinars, and actively engage with prospects, customers, and partners.
About you:
- Experience spearheading the development of product and company messaging and establishing competitive positioning from the ground up.
- Ability to spearhead initiatives with a proactive, hands-on approach, thriving in a dynamic startup environment.
- Demonstrated reliability as a dependable team player with strong initiative, adept at navigating high-growth scenarios.
- A skilled problem-solver who is relentless in pursuing solutions to challenges.
- Ability to multitask with exceptional organizational abilities, consistently delivering results promptly.
- Experience at Seed, Series A or Series B start-ups.
- Understanding of the DevOps, DevSecOps space.
Qualifications:
- Bachelor’s degree in marketing, business, computer science, or a related field
- 4+ years of experience in product marketing, preferably in the software or technology industry, with a strong understanding of cloud computing, DevOps, and security.
- Proven track record of developing and executing successful go-to-market strategies for B2B SaaS products.
- Technical experience positioning solutions to SRE’s would be bonus.
- Track record of customer-centric delivery and a passion for translating key product features into simple value propositions for customers
- Ability to position products to both technical and corporate audiences.
- Experience designing and overseeing sales enablement programs.
- Outstanding oral and written communication skills
Zearch are working exclusively with a high growth PaaS company that have a unique PLM/Data platform that are hiring for a VP Marketing following some recent investment.
This is a key hire, reporting directly to the C-Suite and will be responsible for the global messaging, leading a small team and driving new ABM, Product Marketing and Content strategy on a global basis.
This role would suit a real ‘Doer’ as the business is in a huge transition so Start-Up & Established Vendor experience would be ideal.
Role Responsibilities:
- Develop and implement a comprehensive marketing strategy, encompassing digital, content, white paper/thought leadership, and event marketing, with a specific focus on cultivating and overseeing lead generation and ABM funnels.
- Manage ABM strategies and lead generation funnels, ensuring targeted marketing efforts align with business objectives and yield high-quality lead acquisition.
- Evaluate and report on the efficiency of marketing initiatives using both qualitative and quantitative/data-driven approaches, including monitoring the impact of marketing expenditure on lead volume, SQLs, MQLs, average deal size, bookings won, and other critical KPIs.
- Coordinate strategies and objectives with the sales team, with a focus on optimizing the sales funnel for effectiveness.
- Collaborate with sales leadership on specialized campaigns and strategies for specific outcomes, such as product- or industry-specific initiatives.
- Supervise and judiciously allocate the marketing budget to achieve maximum return on investment.
- Provide guidance, mentorship, and development for the marketing team, providing an environment conducive to professional growth and excellence in achieving business objectives.
- Lead the generation of content/messaging for key internal meetings, and culture-building events including town halls, sales kickoffs, President’s Club etc.
- Spearhead content creation to narrate the company story to external stakeholders and marketing participants, making improvements to the corporate website and collaborating with product marketing to produce market research, pitch decks, and similar collateral for customer and partner interactions.
Key Qualifications:
- Bachelor’s degree in marketing, Business, or similar; a master’s degree is preferred.
- Expertise in content, event and digital marketing, ABM, and lead generation strategies.
- Experience working collaboratively with sales teams and aligning marketing strategies with sales objectives.
- Demonstrated experience in a senior marketing role, preferably within a B2B SaaS, Data, PLM or Cyber environment.
- Outstanding leadership skills with a track record of managing and supporting a marketing team.
- Proficiency in utilizing data analytics tools for marketing insights and campaign optimization.
- Solid understanding of budget management and proficiency in ROI analysis.
- Exceptional communication and interpersonal skills.
Zearch are working exclusively with a high growth, B2B SaaS/Data company that are experiencing some great success and gearing up for a strong 2024.
Our client have been through some strategic changes and are hiring for a new Global RevOps/Sales Ops leader to report directly to the C-Suite. – This role would really suit someone data driven and who ‘has done it before’ in both smaller and larger Cyber/SaaS or Data companies.
Key Responsibilities:
- Work cross functionally across teams including Marketing, Product, and Finance, to ensure cohesive go-to-market strategies and successful product launches.
- Work closely with finance to align with financial goals and evaluate revenue forecasts.
- Leverage data-driven insights and monitor key performance metrics to make well-informed decisions to identify revenue opportunities.
- Manage documentation relating to the company’s sales compensation plans. Ensure accuracy in calculations and payouts and provide support to sales representatives in understanding the function and outcomes of the comp plans.
- Implement best practices and supervise sales operations, including sales processes, forecasting, pipeline management, and deal governance to enhance operational efficiency and effectiveness.
- Implement, and optimize the technology stack, including tools like SFDC, SPIFF, and PowerBI, to enhance workflow efficiency and increase automation of processes.
- Provide analytical support to the sales team, offering guidance for annual and ongoing headcount, territory development, incentive strategy, and quota setting.
- Equip the sales team with essential tools, resources, and training to maximize performance and achieve revenue targets.
- Build and lead a high-performing Revenue Operations team, cultivating a culture of, responsibility, ownership, and continuous improvement.
Qualifications:
- Bachelor’s degree in business, Finance, or similar (MBA preferred).
- Demonstrated success in Revenue Operations leadership roles within B2B Cyber Security/SaaS tech companies, with a focus on contract-based deals.
- Experience enhancing SFDC for improved data hygiene and leveraging funnel data in governance, forecasting, and other processes.
- Track record of simplifying processes and deploying dashboards to optimise and automate processes.
- Excellent communication and collaboration skills, with the ability to work effectively cross-functionally.
- Data-driven and analytical mindset and highly skilled in data analysis tools and techniques.
- Experience leading, inspiring, and motivating a team
- Strategic thinker with a proven ability to execute revenue growth strategies.
- Committed to achieving targets.
Please apply to learn more.
Zearch are working with a leader in the ML/AI space that are scaling aggressively towards their next round of funding. A Key role that has opened due to growth is VP Sales role reporting directly to the CRO.
The Role
This key leadership role will manage a team of 20+ AE’s and 3 Sales Directors as well as global responsibility for CS and much of the revenue. This person will have ability to hire, retain and train a high performing team. Our client is going through rapid expansion and requires a strong leader, with good longevity and a clear track record of; building and leading top performing teams at high growth; Data, AI, ML, DevOps or API companies
What you’ll do
- Build and lead a top performing team positioning AI solutions to top Global accounts.
- Generate net new revenue through developing current accounts and securing new customers.
- Delivering sales strategies working both directly and via key partners.
- Drive messaging in the market working closely with BD and Marketing teams.
- Identify and accelerate revenue opportunities within top Enterprise accounts, crafting a strategy that delivers on/ ahead of, plan.
- This person needs to be customer facing, lead by example and able to develop C level relationships.
- Align with the exec team, and key partners and GTM.
- Lead a sustainable and predictable revenue strategy that consistently delivers on, or ahead of, plan.
What you need to succeed
- 8+ years 2nd / 3rd line sales management experience.
- Proven track record of leading at a high tempo, high growth disruptive AI/Data/API/DevOps company
- Strong relationships with C level execs in top enterprise companies
- Strong Influencing, negotiation and commercial skill.
- Natural sales instinct and ability to build sales engine for predictability and consistency.
- Great people leadership skills; proven track record of influencing and drive.
- Success in building teams by engaging and growing talent pools.
- Proven large, complex deal experience.
- Inspiring, top performing leader.
If you want to join the most disruptive player in the hottest space in the world right now. Please click apply now.
Zearch is working exclusively with a high growth, leading CPaaS/API company that are scaling rapidly and seeking an EMEA RSD to lead the region as the company grows. This will grow to be a 2nd/3rd line sales leadership role and will own everything revenue generating.
Our Client are recognized by Gartner and have enjoyed a huge 2022 in the US and EMEA is following the same trend in early 2023. Hence the need for a decorated leader in region.
If you are a successful regional leader who has led other Pre-IPO SaaS or CPaaS or API vendors through hyper growth in the Benelux, Nordics or Northern Europe generally and is seeking a new challenge, please apply now.
The Role
Your primary responsibility will be to build out and directly lead EMEA. You will support and drive the sales team to accurately identify, qualify, structure and close opportunities. You will also be the figurehead of the region, being both the senior business leader to the local team and be the senior external face of our client to customers, partners and prospects etc. You will work hard to retain, train an nurture talent but also look to hire and energize a high performing sales org.
Capabilities
- Build and maintain a pipeline of suitable sales opportunities across enterprise and strategic accounts.
- Deliver strong, predictable quarterly sales execution.
- Hire, retain and support high quality AEs 6-8 currently – growing to 20+ quickly
- Able to grow 2nd -> 3rd line Management
- Lead a team of BDR’s + AE’s.
- Work with the CRO to develop and execute on the strategy for the region.
- Execute against corporate KPIs, such as vertical, new business or product line strategies.
- Identify, conceive, model and execute revenue-generating business plans.
- Lead dedicated resources (sales development, pre-sales, sales, services) within the region.
- Develop, analyse and present business-related metrics including operating results, forecasts, and other key performance indicators.
- Work with the Customer Success team to develop a proactive approach to supporting Net € Retention through handling renewals & upsell opportunities with existing customers.
Who You Are
- A dynamic, high-energy executive with a demonstrable track record of successfully building new business in the region, preferably in a SaaS/CPaaS or API environment and/or with innovative solutions that challenge the status quo.
- Demonstrable success winning seven-figure, complex enterprise projects, dealing with multiple senior stakeholders and working alongside regional and global Systems Integrators.
- Flexible and creative thinking, but ultimately with a “do what it takes” mind-set to win business
- Someone who can demonstrate a high level of intellect to enable the execution of sophisticated sales engagement processes and to introduce complex business transformational positions to customers.
- An inspirational leader of people. Leading from the front, this person will naturally take the team with them and a ‘high-octane’ drive to success
- Entrepreneurial, inquisitive, and curious about their customer’s business.
- Analytical
- A strong but engaging personality (“presence”) that encourages cross-functional collaboration. Able to lead through showing not just strength and confidence but humility and integrity as a foundation
- Natural gravitas when dealing with senior executives both internally and externally.
Zearch are working with a leading PaaS Vendor that operate in the AI space that are hiring for a new Country Manager / VP Sales in the DACH territory.
This person will lead the region and hire/scale a sizable team of Direct and In-direct sales professionals, with regional leadership across Marketing and Sales Engineering. Our client have some strong key logos already in the region and want to build off the initial success in the DACH.
The right person will:
- Uncover and manage new Mid-Market / Enterprise opportunities in Germany.
- Develop relationships and rapport with C-level executives across business and IT units for named accounts.
- Implement sales processes that thoroughly validate and qualify the customer’s technical and business requirements to close successfully.
- Articulate the value proposition and be familiar with ROI and TCO tools at a business level to provide to Business Stakeholders
- Lead a team of circa 20-30 high performing individuals in the region
- Work closely with key partners.
- Negotiate contracts, up-sell, and cross-sell, build rapport with customers.
- Achieve sales quotas in a territory on a quarterly and annual basis by developing a sales strategy in the allocated territory with a target prospect list, and a regional sales plan to include selling with and through partners.
- Prospect, effectively qualify, and develop new sales opportunities and ongoing revenue streams from new and existing accounts.
- Have an independent, enthusiastic, and entrepreneurial personality.
- Have ability to build, grow and scale a business.
What we ask:
- At least 7+ years in Sales Management/(Director, VP, Country Manager) of sales in a high growth SaaS or PaaS business.
- At Least 15+ years in complex enterprise sales
- Strong technical sales background with the ability to articulate business value to executives, and extensive experience managing complex sales processes.
- Successful track record with named account selling models.
- Skilled in identifying customer requirements and presenting suitable solutions.
- Credibility and experience selling to CxO and senior IT & business managers, with a talent for building strong partner relationships.
- Excellent skills in qualifying leads and closing deals.
- Ability to excel in an independent, fast-paced startup environment.
- Willingness to travel as needed.
- Good spoken and written understanding of the German and English language
Zearch has been retained by a hugely disruptive Restaurant technology platform and are hiring for a new VP WW Sales to build, drive and grow a world class Sales team.
This person will NEED to have ‘done it’ before. IE Build, Scale, Hire, Retain and Close in a high velocity, new business sales environment. This person would ideally be coming for a SaaS, E-Commerce or Payments background and be used to selling to SMB customers. And be ready to build in the NYC office.
Your mission
The VP Sales will play a critical role in our clients journey. You will accelerate the go-to-market sales strategy and build a world-class sales team to drive execution across North America and beyond. To be outstanding in this role, you should be a player/coach resource with first-hand volume sales experience and people management skills who isn’t afraid to get involved in the process.
You have a proven track record of recognizing ability, scaling and managing sales teams in a fast-moving environment. You will have the capability to collaborate with product and marketing to recognise opportunity and build new revenue opportunities.
Key responsibilities
- Collaborate closely with CRO to develop and execute strategies and processes to achieve sales targets and company revenue goals
- Oversee sales strategy and execution in office, in NYC
- Manage a team of circa 40 Reps with 3 Sales Directors
- Continue to establish and grow the go-to-market strategy framework including pricing, new vertical expansions, expanding product reach, and pricing
- Collaborate interdisciplinary across departments, including marketing, engineering and customer success to share product feedback, generate leads and collateral and ensure customer success.
- Establish and maintain partnerships and relationships with key customers
- Build a strong in office culture of high energy SMB internal sales folk.
- Take ownership of sales reporting, forecasting and KPI reporting for your team and QBR’s and pitch these results to c level executives and board members. Analysing the data for use in organizational planning, financial forecasting, budget setting, and strategic planning
- Evangelize the product and directly help close enterprise deals
- Have an eye for great talent
- Create an environment that fosters innovation and creativity by leading with curiosity
- Create a culture of accountability by leading by example
- Have a proven record of building a framework for growth to support sales goals and existing clients
Skills we are looking for
- 12+ years of B2B SaaS sales experience
- 5+ years in B2B sales leadership (Ideally as a VP Sales, SVP sales)
- Have worked in a pre-IPO environment
- Exposure to SaaS, Payments, POS and E-Commerce
- Demonstrated track record closing business in the hospitality/restaurant space
- Experience hiring, retaining and developing a scaled team. You are an excellent motivator and can also have tough conversations when needed.
- Strong emotional intelligence (EQ), empathetic with the ability to communicate effectively as a player/coach
- Excellent written and oral communication, as well as presentation skills and the ability to express thoughts logically and succinctly
Zearch has been retained by a hugely disruptive, Series D SaaS company that are hiring for a new CRO to continue to build, drive and grow a world class Sales team.
This person will NEED to have ‘done it’ before. IE Build, Scale, Hire, Retain and Close. Ideally at a Unicorn company that has enjoyed a successful IPO / Significant Exit!
Your mission
The new CRO will play a critical role in our clients company journey. You will accelerate
the go-to-market sales strategy and build a world-class sales team to drive execution across the globe. The ideal candidate will have experience at another high velocity enterprise Software/SaaS company, great people management skills and someone who isn’t afraid to make strategic changes quickly. You should have a proven track record of recognizing ability, scaling and managing global Sales/CS teams in a fast-moving environment. You will have the capability to collaborate with product and marketing to recognise opportunity and build new revenue opportunities.
Key responsibilities
- Report directly to the CEO to develop and execute strategies and processes to achieve sales targets and company revenue goals
- Oversee sales strategy and execution
- Continue to establish and grow the go-to-market strategy
- Hire, Retain and nurture
- Collaborate interdisciplinary across departments, including marketing, engineering and customer success to share product feedback, generate leads and collateral and ensure customer success.
- Establish and maintain partnerships and relationships with key customers
- Establish sales plan, attracting prospects and converting them into leads
- Lead revenues towards the $1Bn mark
- Take ownership of sales reporting, forecasting and KPI reporting for your team and QBR’s and pitch these results to c level executives and board members and partners. Analysing the data for use in organizational planning, financial forecasting, budget setting, and strategic planning
- Assist on Key deals
- Enhance the sales process.
- Build, manage and scale a high-performance team
- Manage all regions and numerous VP’s
- Have an eye for great talent
- Create an environment that fosters innovation and creativity by leading with curiosity
- Create a culture of accountability by leading by example
- Have a proven record of building a framework for growth to support sales goals and existing clients
Skills we are looking for
- 15+ years of B2B SaaS sales leadership experience, (Ideally as a VP Sales, SVP sales, CRO)
- Have worked in the Series C, Series D environment
- Guided an Enterprise software business to a successful IPO/ Significant Exit
- Demonstrated track record owning and scaling sales organization at a mid stage Enterprise Software company
- Relevant Enterprise sales experience including management of Sales and Customer Success functions
- Experience hiring, retaining and developing a scaled team. You are an excellent motivator and can also have tough conversations when needed.
- Strong emotional intelligence (EQ), empathetic with the ability to communicate effectively as a player/coach
- Excellent written and oral communication, as well as presentation skills and the ability to express thoughts logically and succinctly
- ability to work globally
Zearch has been retained by a hugely disruptive SaaS Supply Chain Platform that are hiring for a new VP WW Sales/VP Sales to build, drive and grow a world class Sales team.
This person will NEED to have ‘done it’ before. IE Build, Scale, Hire, Retain and Close. Ideally at another Supply Chain Software company.
Your mission
The VP Sales will play a critical role in our clients company journey. You will accelerate
the go-to-market sales strategy and build a world-class sales team to drive execution across the North America and beyond. To be outstanding in this role, you should be a player/coach resource with first-hand volume sales experience and people management skills who isn’t afraid to get involved in the process. You have a proven track record of recognizing ability, scaling and managing sales teams in a fast-moving environment. You will have the capability to collaborate with product and marketing to recognise opportunity and build new revenue opportunities.
Key responsibilities
- Collaborate closely with CEO to develop and execute strategies and processes to achieve sales targets and company revenue goals
- Oversee sales strategy and execution
- Continue to establish and grow the go-to-market strategy framework including pricing, new vertical expansions, expanding product reach, and pricing
- Collaborate interdisciplinary across departments, including marketing, engineering and customer success to share product feedback, generate leads and collateral and ensure customer success.
- Establish and maintain partnerships and relationships with key customers
- Establish sales plan, attracting prospects and converting them into leads
- Lead revenues from ~$8M+ to ~$50M+ in revenues.
- Take ownership of sales reporting, forecasting and KPI reporting for your team and QBR’s and pitch these results to c level executives and board members. Analysing the data for use in organizational planning, financial forecasting, budget setting, and strategic planning
- Evangelize the product and directly help close enterprise deals
- Provide complete visibility at each stage of the sales pipeline to support team to visualize sales process.
- Enhance the sales process for outreach, onboarding, engagement, and upsell.
- Build, manage and scale a high-performance team from 5-25 and beyond.
- Have an eye for great talent
- Create an environment that fosters innovation and creativity by leading with curiosity
- Create a culture of accountability by leading by example
- Have a proven record of building a framework for growth to support sales goals and existing clients
Skills we are looking for
- 12+ years of B2B SaaS sales experience, 5+ years in B2B sales leadership (Ideally as a VP Sales, SVP sales)
- Have worked in the Series A, Series B or Series C environment
- Exposure to Supply Chain Management or ERP or SCM or Logistics
- Demonstrated track record owning and scaling sales organization at an early-stage SaaS company
- Relevant Enterprise sales experience including management of Sales and Customer Success functions
- Experience hiring, retaining and developing a scaled team. You are an excellent motivator and can also have tough conversations when needed.
- Strong emotional intelligence (EQ), empathetic with the ability to communicate effectively as a player/coach
- Excellent written and oral communication, as well as presentation skills and the ability to express thoughts logically and succinctly
