We are a rapidly growing insurtech software company founded in London. In 2017, the three founders of Send had a vision to reshape and enhance the underwriting processes of commercial insurers by fusing advanced technology and deep expertise. Fast forward 5 years and we have implemented our SaaS Underwriting Workbench platform in both the UK and North America. We now have over 60 staff members, report year-on-year growth and have a growing pipeline of opportunities in multiple geographies.
If you believe in big ideas and pushing the boundaries of what's possible, you'll fit right in with our close-knit, collaborative team. Our working environment nurtures inspiring ideas and thrives on diverse perspectives, both of which provide the capabilities and ultimately the digital solutions needed to tackle our biggest challenges.
The company:
- Tripled in size during 2022
- Strong focus on culture and organisational health
As our Head of Sales Operations, you will take responsibility for building a Sales Operations function that forms the foundation to deliver against Send's sales and revenue targets. This is a hands-on role to start that will build a team over time to support the building of a sales engine and playbook that is defined, repeatable and scalable.
- Build a sales engine and playbook that is defined, repeatable and scalable.
- Organise data and generate deep customer insights to enhance sales team productivity and effectiveness.
- Supporting the sales team with key planning and operations tasks.
- Contribute to team goal setting, territory definition & analysis, and designing sales incentives that align the team towards our objectives.
- Provide pricing support to deliver the sales team with high-quality and competitive proposals.
- Provide contract support throughout the sales life cycle through to closure and including renewals.
- Monitor and analyse key sales and business performance indicators and trends to drive strategic and tactical business decisions and ensure the accuracy of sales forecasts
- Onboarding and ongoing training of sales employees to make it easier for sales representatives to target and close more of the right deals, faster.
- Ensure the CRM (HubSpot) and other sales tools are optimised to support the sales process and revenue targets. Integrate automation where appropriate that allow sales representatives to spend more time selling, and less time on administrative work.
- Reporting on pipeline, win/loss metrics, sales stages, average deal length etc
- Service Level reporting
- Tracking reports against targets
- Management reporting by region and Company level including board reporting
- Identify best practice / process and create documentation and training material. Ensure employees are informed of the value of Send's products and product developments and the incremental value these deliver.
- Identify skill gaps in the team to inform hiring, and act as a coach for new and existing team members
- Collaborate with the other members of the Send team to align sales activities with marketing, the product strategy, the product roadmap and customer success
- Be a representative for sales across the rest of the organisation
- Be comfortable working in a small (but powerful!) sales team, and get scrappy if necessary
- You have demonstrable experience in building sales or revenue operations functions in a B2B sales environment
- You have in-depth knowledge of the London, European and North American commercial insurance markets.
- You have helped develop and execute successful sales playbook strategies with a demonstrable impact on growth, such as pricing, sales incentives, territory definition
- You have deep experience with sales tools, and a knowledge of the best tools on the market to benefit the sales process.
- You're excited by the opportunity to get your hands dirty building sales strategies as an individual contributor, and over time moving into a player/coach role as the team grows.
- You have strong communication skills with the ability to build both internal and external lasting relationships.
- Remote-first environment - We also have an office near Monument station in London if you prefer that
- Private health & dental insurance
- Access to Perkbox for employee discounts and wellbeing support
- Dedicated learning budget