Job Overview
PitchBook seeks a leader to serve as the Director for APAC Inside Sales who will oversee the inbound & outbound opportunity creation targeting both prospective and existing clients in their region. The Director of APAC Inside Sales will be responsible for leading a team of Sales Development Representatives, Business Development Associates and Account Development Representatives to achieve monthly and quarterly performance goals and ultimately building a high-performance sales team with an emphasis on ongoing professional development.
Team Overview
PitchBook's Inside Sales organization drives new opportunity creation with prospective clients as well as growth and engagement with our existing customers and prospective users. The team focuses on booking demos with prospective PitchBook users through both inbound and outbound channels: while the main objective of our SDRs and BDAs is to create opportunities for our Business Development Representatives to bring on new logos, the ADR team is laser focused on booking opportunities for Account Managers to grow their book of business. This collective Inside Sales organization is a highly visible team that makes a direct and significant impact on our business.
Outline of Duties and Responsibilities
- Inspire and lead the APAC Inside Sales team to achieve and exceed sales goals by creating an environment that empowers personal and organizational growth.
- Recruit, manage and lead a team of managers and individual contributors to achieve sales goals, measured on a monthly, quarterly, and annual basis.
- Identify and exploit synergies across the SDR, BDA and ADR teams.
- Use data to measure and communicate performance with the ability to identify root-cause and link to specific solutions.
- Work with regional teams to identify process improvement opportunities and implement best practices optimized for the APAC region. Collaborate with RevOps, Marketing and other teams to execute.
- Conduct regularly scheduled meetings to update team on best practices, performance metrics and continuing expectations.
- Maintain a regular cadence of 1:1s with each direct report to recap performance, identify improvement opportunities and support career development.
- Collaborate with Managers, Directors, Managing Directors, Strategy Leads, and executive leadership in developing overall Inside Sales strategy including compensation plans, headcount and budget planning, opportunities for growth and development, and maintaining team morale.
- Work with the Learning & Development team to provide feedback and assist with design for ongoing trainings related to inside sales roles, financial markets, and product releases.
- Participate and contribute to Leadership meetings.
- Support the vision and values of the company through role modeling and encouraging desired behaviors.
- Participate in various company initiatives and projects as requested.
Experience, Skills and Qualifications
- Bachelor's degree or equivalent experience required.
- 6+ years of experience in either customer success, account management or sales.
- 4+ years of professional sales management experience with increasing responsibility.
- Experience with inbound and outbound inside sales functions.
- Team player who enjoys working as part of a global, close-knit team
- Recruiting and team development experience.
- Proficient with Salesforce or similar CRM preferred.
- Passionate about coaching, career development, and training of a top performing inside sales team.
- Have excellent verbal and written communication skills with a keen eye for detail.
- Demonstrated experience using Outreach or similar sales performance management tools.
- Ability to operate with a strong sense of urgency and deliver results.
- High emotional intelligence, able to modify management style to be effective with a diverse group of employees.
- Proficiency with the MS Office suite including in-depth knowledge of Outlook, Word, and Excel with the ability to pick up new systems and software easily.
Working Conditions
The job conditions for this position are in a standard office setting. Employees in this position use PC and phone on an on-going basis throughout the day. Limited corporate travel may be required to remote offices or other business meetings and events.
