Sales Lead

7 months ago

Johannesburg, South Africa UNIFI Full time

**Drive the sales of our platform**
We are on a mission to make sustainability and ESG data work for our clients and are looking for a sales lead to ramp up our client contact in line with our expansion ambitions. Unifi is a fast-growing, tech-enabled services firm who provide data-backed narrative support to medium and large firms. We gather large volumes of financial and non-financial data and use a unifying framework to produce dashboards and storylines for our client’s boards, investors and social stakeholders.

As our first dedicated Salesperson, you have at least 5 years of experience in enterprise software sales and will be responsible for picking up and running with our outbound sales processes and mechanisms to successfully guide prospects through our sales funnel, from qualification to proposal, negotiation and closing in the South African market to begin with - then expanding to the UK and EU. We are building an inbound process, and you will also help us shape that so that when clients start coming to us you can then drive them through the funnel too.

You will help prospects understand how our platform-enabled solutions will assist them to get on top of their ESG & sustainability imperatives. You will already have a strong experience in driving Enterprise-level sales and navigating the complexities that come with that process, and in managing the sales funnel of Software/Platform as a Service (S/PaaS) solutions.

**About Unifi**
Unifi helps companies and value chains connect purpose, profit and impact in a defensible way by unifying data and providing useful analytics in a multi-dimensional platform. Our platform collects and unifies financial and non-financial data in one, easy to use place to meet our client’s strategy, sustainability, ESG and impact needs by supplying decision-ready, contextual, defensible analytics - for them and for their suppliers and customers.

Our platform is an easy-to-switch on service that supports compliance, reporting management and communication needs in the face of new imperatives in our client’s operating context/s. We work with large clients, industry associations and channel partners to better understand, share, and improve their value to society, looking beyond the pure profit motive. Started in South Africa, we are now expanding to serve clients across EMEA.

**What the role offers**
- Space to shape and execute a successful sales process
- A highly saleable offering at good revenues
- Uncapped earnings comprising a market-related basic salary of R960k/a and a sliding scale commission structure from 2% of deals ranging in size from R650k to ~R4m.
- Exposure to a wide variety of organisations as clients and partners
- Be part of creating a genuine shift in how companies operateresponsibly and in a sustainable manner

**Outputs**
- A well-managed sales funnel and pipeline that is nurtured with drive and energy
- Conduct market research, lead generation and qualification to identify potential customers and their needs
- Outbound tele
- Contribute to development of target customer profiles and product-market fit sales collateral

**Expectations**
- Drive and execute sales tactics to achieve revenue targets and expand Unifi's customer base in South Africa to begin with, then expanding to EMEA
- Be the deal owner for all your new deals in the funnel
- Transfer deals to account management after closing
- Continuously provide feedback from prospects to the marketing and product teams
- Leverage CRM data to construct, forecast, and manage sales activity and drive pipeline to meet revenue targets and company goals
- Build strong relationships with customers and partners to enhance the brand and drive customer loyalty
- Work closely with the marketing team to develop sales collateral and promotional materials

**KPIs**
- Sales Qualified Leads (SQL)
- Number of Introductory and Demo Calls
- Deals won against S, M, L & M targets
- MRR (Monthly Recurring Revenue) Growth Rate
- Sales Cycle Length

**Job Types**: Full-time, Permanent

**Salary**: From R80,000.00 per month

**Experience**:

- enterprise software sales: 5 years (required)

**Language**:

- English (required)

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