Director of Sales

MyPass Global is a multi-award-winning workforce compliance software company. Our cutting-edge technology helps companies in high-stakes industries reduce risk, save up to 70% on back-office costs, and create safer work environments through our digital workforce solutions.

With our industry-first digital Skills Passport, workers can seamlessly manage their training and competency information. In essence, we are building a global worker credentialing platform designed to create safer, more connected, and agile workplaces. As we rapidly expand with offices worldwide, we are seeking the next generation of innovative MyPassers to join us in shaping the future of our industry.

The role:

• Working closely with the CEO, the key purpose of this role is to lead our Acquisition team by developing and executing strategic sales initiatives to drive our sales pipeline and add new recurring revenue. The successful candidate will have a trust-based approach to winning new clients, focusing on building strong relationships and solving problems.
• You will be instrumental in shaping our company's growth strategy and establishing a strong foothold in existing and new markets. Your role will involve identifying growth opportunities, forging strategic partnerships, and driving market expansion. This is a leadership position with significant influence on our market penetration and future success
• Building & maintaining a repeatable, predictable and scalable sales process is essential. You will understand the end-to-end customer impact journey and the process for getting customers to recurring impact: full customer lifecycle process design, from awareness through selection, commitment, onboarding, retention, and expansion. You will empower your Sales team to achieve defined KPIs and to close deals.
  
  
  

Day to day:

• Conduct thorough market research to identify trends, opportunities, and customer needs in current markets (Australia and the Pacific)
• Understand MyPass solution and its fit in current markets
• Analyse customer needs, pain points, and business challenges for effective positioning
• Support Go-To-Market plans, including product positioning, pricing, and distribution channels
• Coordinate cross-functional teams for market expansion initiatives
• Build and maintain strong relationships with key customers and stakeholders
• Collaborate on identifying potential strategic partners
• Devise effective lead-generation strategies in collaboration with marketing
• Lead sales strategy and operations in Australia & the Pacific
• Recruit, train, mentor, and motivate a high-performing sales team
• Drive revenue growth through new customer acquisition and upselling
• Monitor sales performance metrics and implement strategies to maximise productivity and profitability
  
  
  

Our ideal MyPasser:

• You will have experience working with a wide variety of internal and external stakeholders, to build trust and confidence with prospective clients, and understand key buying personas and their drivers in order to demonstrate the return on investment for utilising MyPass.
• Experience in demonstrating software solutions to prospective clients
• Experience working with mining, energy or resources customers
• Experience in mapping out key stakeholders, including buyers and influencers
• Excellent communication, negotiation, and interpersonal skills, with the ability to build rapport and influence key stakeholders.
• Demonstrated ability to develop and execute strategic sales plans, drive revenue growth and exceed sales targets. Strong leadership and team-building skills, with the ability to inspire and motivate a sales team to achieve outstanding results.
• Deep understanding of sales processes, methodologies, and best practices, with a focus on customer-centric selling using a trust-based approach.
• Analytics mindset with the ability to interpret sales data, identify trends, and make data-driven decisions.
• Proficiency in sales management tools and CRM software (preferably Hubspot).
• Experience in developing high-quality and timely proposals
• You should be driven, able to effectively self-manage your work, creative with your approach and able to balance delivering results with learning and self-improvement.
  
  
  

Measures of Success:

• Sales conversions to agreed timelines, volumes and revenue size
• Achieving weekly targets for outbound calls, booked meetings, completed meetings and other sales activity targets.
• Meeting ARR growth targets on a monthly, quarterly and annual basis
• Size and health of the sales pipeline on a weighted deal basis
• Conversion rates for each stage of the sales funnel (eg MQL to SQL to SAL to close)
• Time to close - from initial contact to verbal commitment, initial contract, purchase order received, and finally to implementation commencement.
• Average deal size and deal value (ie. 3 yrs vs 5 yrs etc)
• Return on investment for implemented sales initiatives
  
  
  

Life at MyPass:

• Extra time off – 20 days annual leave, plus 3 additional days during our Christmas shutdown, birthday leave, study leave, and volunteer leave each year
• Hybrid and flexible – Work from home or our CBD-based, pet-friendly office
• Wellbeing focus – Free subscription to the WithU health app, office yoga and pilates, and a wellbeing policy that supports what works for you
• Learning that works for you – $1,000 annual learning budget and access to online and in-person development opportunities
• Support when you need it – Access to our Employee Assistance Program (EAP)
• We value great people – A generous referral program when you help us find new talent