Senior VP of Sales

London, UK

The Senior Vice President of Sales is responsible for establishing the sales targets to meet the company objectives.  They are also responsible for developing strategic sales plans based on the company goals that will promote sales growth and customer satisfaction for the organization.

We are an equal opportunities employer and welcome applications from all suitably qualified persons regardless of their race, sex, disability, religion/belief, sexual orientation or age.

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VP of Sales

Key Duties

  • Achieve or exceed assigned EBITDA, Monthly Recurring Revenue, Services, and revenue quotas
  • Meet 100% of sales revenue targets and maintain forecast projections within +/-20% of objectives
  • Provide strong leadership, develop and set individual and departmental performance goals plus objectives and key results in line to deliver the OKRs that have been set
  • Work with the Chief Commercial Officer to develop:
    • Territory development plans
    • Account development plans
    • A process for acquiring new customers that increase the probability of success and decreases the length of the sales cycle
    • A process for increasing sales to established customers that increases the probability of success and decreases the length of the sales cycle
    • Effective lead generation programs that significantly improve the productivity of our sales professionals
  • Consistently add value that increases individual sales productivity through the following:
    • Individual performance goal setting, accountability, and evaluation
    • Coaching on strategy and tactics for key accounts and major sales opportunities
    • Coaching individuals on professional, career, and skill development
    • Establishing relationships with key customer executives and personally contributing at critical steps in the sales process
    • Building high team morale, motivation, and loyalty by leading proactively, providing clear strategic direction, and ensuring effective team communications
  • Manage information tools and sales support to consistently increase the productivity of our sales organization including:
    • Sales pipeline management
    • Forecasting
    • Proposal and quote creation including configuration and pricing
    • Sales automation technology, including access to information such as:
      • Sales performance by individual, team, business unit, geography, channel, product, service, and customer segment
      • Customer data base
      • Competitive data base
      • Product and service directory
    • Lead generation programs
  • Develop, clearly define, and use consistently and effectively throughout the organization the following processes and programs that will enable you to effectively recruit, develop, retain and motivate the sales team:
    • Sales recruiting and selection process
    • New hire training and orientation program
    • Sales compensation programs
    • Communications programs that keep all team members well informed and build strong teamwork
    • Sales culture consistent with the company’s vision, values, and culture
  • Ensure that the Supplier Management Policy is applied against the take on of any new vendors or business partners and any associated risk is reported at the monthly Executive Business Performance Review meeting

Typical Activities Include

  • Execute the sales strategy to meet the agreed milestones and timescales
  • Meet and exceed sales activity targets (KPIs)
  • Participate in weekly meetings with all direct reports, prepared to discuss status of funnel, forecast, pending projects, proposals, and challenges
  • Prepare and submit weekly sales forecasts
  • Oversee effective CRM use and reporting mechanisms
  • Work with Legal Counsel to ensure contractual aspects of Calligo’s services are applied
  • Produce monthly management information on the status of sales activity
  • Act as an escalation point of contact for Calligo clients within the jurisdiction
  • Support the development, initiation, maintenance and revision of policies and procedures relating to all Company Compliance Standards
  • In conjunction with the Security & Compliance team, ensure that the Managed Team understand their roles and responsibilities in relation to compliance disciplines
  • Spend a significant amount of time interacting directly with customers

Skills and Experience

  • 10+ years relationship management experience
  • 10+ years commercial experience
  • 10+ years strategic consultancy and operational management experience
  • 5+ years Sales Management experience with a proven track record of meeting targets
  • Deep visual awareness of business processes


  • Problem solving and analysis
  • Business acumen
  • Strategic thinking
  • Results driven
  • Communication proficiency
  • Highly self-motivated, organised and disciplined
  • Creative and innovative
  • Strong customer service orientation
  • Able to prioritise and execute in a high-pressure environment
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