Director Of Sales Development (D/F/M)

The Role: How you'll make an impact at Personio

The ideal candidate will excel as a Sales Development leader, showcasing a demonstrated history of achievements in sales leadership roles within pioneering B2B SaaS firms. They should possess experience in constructing and overseeing top-performing Sales Development teams. Moreover, they should exhibit a strong strategic acumen, capable of formulating a clear Go-To-Market (GTM) strategy and be motivated and excited to partner with Marketing and Sales leadership to build a robust sales pipeline, enabling the organisation to scale effectively.

Here is a list of some of your core responsibilities and contributions:

• Leading the pipeline generation efforts globally for Personio, taking responsibility for achieving pipeline growth targets;

• Hiring onboarding and enabling an ever-growing Sales Development Team to ensure they are highly motivated and productive;

• Developing the team of first time sales roles, by developing their skills in sales and creating a future talent pipeline of AEs that can grow with the company in the longer run;

• Monitoring key performance indicators (KPIs) to assess the effectiveness of Sales Development efforts and reporting on them;

• Collaborating with the marketing, partnerships and sales leadership teams to align SDR strategies with the company's overall goals; and

• Optimising for efficiency and lead conversion rates by collaborating with Sales Operations, Enablement and Marketing to create and refine Sales Development processes, workflows and tooling, including leveraging AI to boost productivity.

In the first 12-18 months, success will largely be based on the following:

• Crafting a distinct Sales Development vision, rallying the team around it, driving swift execution, and achieving the intended outcomes;

• Identifying and implementing the right processes and workflows to win at scale;

• Collaborating with Sales, Marketing and Product in establishing - or clearly being on track to establishing - Personio as the clear market leader in core markets;

• Ultimately, showing the necessary signs of having the right Sales Development strategy, plan, team buy-in, and traction in place to be on track to deliver and ideally exceed the ARR Targets for 2024+.

The Director of Sales Development will additionally serve as a trusted advisor for the Chief Revenue Officer (CRO). In a broader context, they will be widely recognised within the senior leadership team and across the entirety of Personio as an individual of great credibility and trust, making them a pivotal asset for the company.

Role Requirements: What you need to succeed

• Proven, inspirational senior B2B SaaS Sales Development leader with a stellar track record of setting and delivering a clear, multi-market GTM Sales Development strategy and vision to deliver against ambitious pipeline and revenue targets - especially where different markets require bespoke approaches.

• Track record of commercial success in category-defining, disruptive, B2B SaaS business(es). Will bring experience of what it takes to succeed in, trailblazing B2B SaaS environments where new, disruptive technology has been sold into clients, and strong relationship-building and education is required. Has a strong understanding of SMB sales and fast paced deal cycles

• Experience with funnel management across multiple channels (inbound, outbound, marketing, partnerships), demonstrating the ability to orchestrate a seamless and cohesive journey for prospects.

• Exceptional people leadership & team management. Will be an inspiring, engaging people leader, able to set a vision and bring people with them. Will have a strong track record of attracting, developing, and retaining high-performing, best-in-class Sales Development teams, pulling them together around a vision and plan, and setting clearly understood goals and objectives. Will be familiar building and leading geographically dispersed and culturally diverse teams across multiple European markets and ensure that they and their team build highly effective cross-functional relationships, especially with Marketing, Customer Success, and Product.

• Customer-centric, with deep product sensibility. Will be highly customer focused, and deeply credible with customers of all sizes and value, and at all levels. Will demonstrate a profound curiosity and understanding of customer needs, profiles, and how to engage them at all stages in their journey.

• High growth & scaling experience/mindset. Will have lived through a successful high-growth journey with a B2B SaaS business that mirrors/resembles the speed, complexity, and dynamics of Personio's growth trajectory and ambition. Will be a game changer in the way that they evangelise and embed a best-in-class approach to structure, process, efficient and effective organisational design, and ways of working that will ensure that Personio's capability, methodology, and team mature from scrappy startup to highly effective and well organised scale-up.

• Strategic, but equally hands on, execution focused & data/KPI-driven. Will be a structured and analytical thinker, able to set and define a clear vision and strategy and ensure that it is effectively communicated and implemented across markets. Will embed - and hold their team accountable to - a strong KPI, and data-led approach.

• Culture, mission & values fit. Will be ambitious, driven, hungry, motivated, and entrepreneurial, with high levels of ownership, EQ and intellectual horsepower, but no ego or politics. Will be scrappy, and a results-driven 'doer'. Will be highly motivated by playing a central role to the success of the business, both financially as well as culturally, and will work relentlessly to achieve strong results.

• European multi-market experience & mindset. Will have a background in selling across multi-European. Will have a strong appreciation for local market sensitivities and be skilled at influencing behaviours and organising teams across geographies and understand the necessary local sensitivities and ways of working to ensure that they and their team are successful. Ideally is fluent in multiple European languages.

Why Personio

Aside from our people, culture, and mission, there are a variety of additional benefits that help make Personio a great place to work! Work with us and receive:

• Competitive compensation package - reevaluated each year - that includes salary, benefits, and pre-IPO equity

• 28 days of paid vacation, plus another additional day after 2 and 4 years (because we love what we do, but we also love vacation!)

• 2 Impact Days you can use to have an impact on the environment and society - one for an individual project of your choice and one for a company-wide initiative!

• Annual personal development budget for you to invest in your development via professional memberships, external certifications, conferences, and more

• Regular company and team events like All Company Culture Week and local year-end celebrations

• High-impact working environment with flat hierarchies and short decision-making processes

• Receive generous family leave, child support, mental health support, and sabbatical opportunities with PersonioCares

• Save money with corporate discounts across brands like Adidas, LG, Bosch, Apple, and more

• Comprehensive healthcare and dental coverage for each permanent employee (excluding taxes)

• Invest in your retirement via the Personio Pension Scheme, with a Personio match of up to 5%

• Access multiple fitness studios and sports facilities across Ireland for €30 per month with a subsidised Gympass membership

Role Responsibilities: What you'll do