Commercial Director

ABOUT DECODED

We are Decoded, the pioneers of transformative technology education. We help some of the world’s largest and most technologically progressive organizations up-skill and inspire their employees through training programs and workshops.

We democratize cutting-edge data skills, and help transform traditional businesses into tech companies. We give our learners the skills and confidence to embrace the future of work.

OVERVIEW

Decoded is looking for a Commercial Director to join our Commercial Team! Our Commercial Directors are responsible for ensuring excellence through a wide range of work including revenue growth from net new accounts and existing relationships within an assigned territory. They are accountable for prospecting and closing sales to generate growth for the business in the corporate market space.

Commercial Directors engage with customers via inbound requests and outbound prospecting to develop sales opportunities, identify, penetrate and close target new accounts.

A Commercial Director will be required to be able to effectively communicate internally and externally, and exhibit strong opportunity and pipeline management, forecasting and sales target attainment.

WHAT YOU'LL DO

Be the vital piece of the puzzle that connects us to the millions of businesses that need our help to evolve.

We are looking for an influencer who can show multicultural sensitivity and the ability to sway remote teams to carry out the desired actions. You will take responsibility for executing multiple sales cycles in parallel, working with cross disciplinary teams, and work to a deadline to achieve these within the defined forecasting milestones. You will be accountable and take ownership of the Line of Business deals in your pipeline.

The successful applicant will be a hunter with the aptitude to grow our customer base and create scalable volume business. This includes influencing customers and selling them the relevant product(s) for their needs.

Your ability to influence the decision makers will be paramount to the customer selecting Decoded offerings over the competition.

You will take responsibility for driving increased revenues of our Mindset and Skillset products across a defined territory of accounts, enabling our clients to supercharge their digital transformations.

SPECIFIC ROLE & RESPONSIBILITIES 

As a Commercial Director at Decoded, you’re accountable to:

• Meet and exceed sales quotas
• Close customer contracts ranging in size up to $1M, build and grow pipeline, accurately forecast, and prospect. This role is responsible for both growing existing client accounts and new business acquisition where much of your time will be spent in prospecting new clients in the corporate space.
• Grow your portfolio: Increase sales, develop leads, and close opportunities
• Prospecting, developing, managing and executing a territory plan to support lead generation.
• Establish yourself as a trusted advisor
• Build relationships with customers through all phases of the sales life cycle, identify and care for customer needs. Be able to deliver compelling presentations to senior executives and decision makers.
• Leverage internal and external tools
• Maximize success with sales toolkit (access to Salesforce, Sales Navigator, etc), provide feedback on pre-sales issues and competitive trends, use sales tools to identify and profile new leads. Plus, organize your daily execution while balancing multiple priorities simultaneously.

SKILLS & BEHAVIOURS

Your enthusiasm, knowledge, and customer-centricity will help us become the number one digital technology education company in the world. We also look for:

• Ability to show successful achievement of individual sales targets
• Performance drive and ability to execute
• Competitive edge
• Inspirational leadership and impactful collaboration
• Demonstrable agility through change and transformation in a progressive organization
• Ability to master complexity
• Ability to articulate and credibly discuss industry issues, trends and business solutions with customers / prospects
• Ability to accurately forecast, and successfully close new business
• Business development, prospecting and presentation skills
• Must be able to work with teams to help execute strategies, provide business solutions and be able to assist other Commercial team members towards cross line of business revenue goals
• Ability to analyze, and document potential customers’ requirements and position Decoded solutions to address such needs
• Competitor product knowledge
• Ability to confidently communicate at multiple organization levels – including C-Level
• Proactive, creative and innovative thinker
• Experience negotiating multi-year revenue contracts and sales cycles.
• 3 years of relevant job experience in a similar role, B2B sales or account management within technology or software industry.

WHO ARE YOU?

• A proven ‘Hunter’. Driven, results-focussed and motivated to achieve set objectives. You are relentless in your drive to find and close sales opportunities
• Strategically minded and excited by the thought of being a trusted adviser to clients
• A creative thinker and problem solver
• Collaborative and excited about working cross-functionally with other teams
• Passionate about building strong relationships with others
• Genuinely interested in the world of digital and data, and how the latest trends apply to our clients’ business and industries
• Team Reporting & Structure
• This role will report into our Commercial Managing Partner (Global) based in NYC, while working closely with Regional Commercial and Program Management teams (London, Hong Kong, Sydney)

BENEFITS

• Apart from the above, working at Decoded means you’ll get:
• 20 days of flexible time off, plus additional days off for public holidays and extra tenured holiday enabling team members to gain an additional day for every year you are with us (after the first 2 years) up to a maximum of 8. 
• We also close the office for 2 full weeks at Christmas at Decoded's discretion which does not come out of your holiday allowance
• 100% coverage of our base medical, dental and vision plans
• Retirement plan with a company match
• Flexible work from home and remote working
• Casual dress every day and frequent team social events
• Work with an inquisitive, collaborative and caring team.
• News subscriptions to keep you up-to-date on the tech industry