VP of Sales

Role Purpose & Context

Role Summary

The VP of Sales, in this context, is responsible for driving new business acquisition within a defined territory or segment. You'll be the person who finds, qualifies, and closes deals, directly impacting our top-line revenue. You'll work at the intersection of customer needs and our product offerings, translating complex business problems into clear, value-driven solutions that clients are eager to buy. When this role is done well, you'll be consistently hitting (and ideally exceeding) your personal sales targets, bringing in new, happy customers, and building a robust pipeline for future quarters. When it's not, we'll see missed revenue targets, a stagnant pipeline, and ultimately, a direct hit to our growth ambitions. The challenge here is the sheer grind of consistent prospecting, navigating complex client organisations, and handling inevitable rejections. The reward, though, is immense: the thrill of closing a significant deal, the satisfaction of solving a real client problem, and the direct financial benefit of your hard work.

Reporting Structure

• Reports to: Sales Manager
• Direct reports:
• Matrix relationships: Account Executive, Sales Specialist, Business Development Manager, Client Relationship Manager,

Key Stakeholders

Internal:

• Sales Manager (your direct boss)
• Sales Operations (for CRM support and reporting)
• Marketing Team (for lead generation and campaign feedback)
• Product Team (for feature requests and understanding the roadmap)
• Customer Success (for smooth client handovers)

External:

• Prospective Clients (from mid-market to enterprise)
• Existing Customers (for potential expansion or referrals)
• Industry Partners (occasionally, for joint opportunities)

Organisational Impact

Scope: Your direct contribution to new revenue is critical. You're essentially the engine for our growth, bringing in the deals that keep the lights on and allow us to invest in new products and people. Missed targets here directly slow down the entire business.

Performance Metrics

Quantitative Metrics

1. Metric: Individual Quota Attainment
2. Desc: The percentage of your assigned revenue target you achieve each quarter and annually.
3. Target: 100%+
4. Freq: Monthly & Quarterly
5. Example: If your quarterly target is £250,000 and you close £275,000, that's 110% attainment. Simple as that.
6. Metric: Pipeline Coverage
7. Desc: The ratio of your current pipeline value to your remaining quota. This shows if you have enough potential deals to hit your target.
8. Target: 3x - 4x (Pipeline Value / Remaining Quota)
9. Freq: Weekly
10. Example: If you have £750,000 in pipeline and £250,000 remaining on your quota, that's 3x coverage. We want to see you consistently above 3x.
11. Metric: New Business Won
12. Desc: The total revenue generated from entirely new clients, rather than expanding existing ones.
13. Target: 80%+ of total quota
14. Freq: Quarterly
15. Example: Out of a £250,000 quota, at least £200,000 should come from new logos. We're in growth mode, so new clients are key.
16. Metric: Average Deal Size
17. Desc: The average value of the deals you close. We're looking for quality over just quantity.
18. Target: Consistent with segment average, with a push to increase by 5-10% year-on-year
19. Freq: Quarterly
20. Example: If the team average is £25,000, we'd expect yours to be around there, and ideally, you're always trying to find those slightly bigger opportunities.

Qualitative Metrics

1. Metric: CRM Hygiene & Data Accuracy
2. Desc: Keeping your Salesforce records spotless: opportunities updated, next steps logged, accurate close dates and probabilities.
3. Evidence: Your Sales Manager can pull any deal from your pipeline and immediately understand its status, next steps, and potential blockers. No 'happy ears' in the notes. Forecast calls are quick and accurate because the data is reliable.
4. Metric: Deal Strategy & Execution
5. Desc: How well you plan and execute your sales cycles, from initial outreach to negotiation and close. Are you running a process, or just winging it?
6. Evidence: You can clearly articulate your strategy for key deals, identify all relevant stakeholders, and anticipate objections. You're bringing your manager into deals at the right time, not just when things are going sideways. Your win rates on competitive deals are solid.
7. Metric: Customer Relationship Building
8. Desc: Your ability to build genuine rapport and trust with prospects, positioning yourself as a credible advisor.
9. Evidence: Clients are happy to take your calls, they refer you to others, and they see you as a problem-solver, not just a salesperson. You're getting honest feedback, good or bad, because they trust you.
10. Metric: Proactive Learning & Self-Improvement
11. Desc: Your commitment to continuously improving your sales craft, learning from wins and losses, and adopting new techniques.
12. Evidence: You're asking for specific feedback after calls, actively listening to Gong recordings, and sharing insights from books or podcasts. You're not making the same mistakes twice and you're always looking for an edge.

Primary Traits

• Trait: Relentless Prospector
• Manifestation: You don't wait for leads to come to you; you go out and find them. This means consistently using LinkedIn Sales Navigator, making cold calls, and crafting personalised emails, even when the pipeline feels full. You see a 'no' as a 'not yet' or 'not this way', and you're always looking for another angle. Frankly, you enjoy the hunt.
• Benefit: Our growth depends on a constant influx of new opportunities. If you're not actively building your own pipeline, you're relying solely on Marketing, and that's a dangerous game. A strong pipeline is your safety net, and it's built through consistent, proactive effort. Without it, you'll struggle to hit your quota, and the team will feel the pinch.
• Trait: Commercially Astute Deal Maker
• Manifestation: You understand the numbers behind a deal—not just the top-line revenue, but the profit margins, the cost of implementation, and the long-term value for both us and the client. You can negotiate effectively, knowing when to push for a better price and when to walk away. You're not afraid to talk about money, and you can articulate the ROI clearly.
• Benefit: It's easy to sell on features, but real value comes from understanding the client's business and how our solution impacts their bottom line. We need people who can craft deals that are a win-win, not just a quick sale. Getting this wrong means leaving money on the table, or worse, closing deals that aren't profitable for us or successful for the client, which just creates churn down the line.
• Trait: Resilient and Gritty
• Manifestation: You bounce back quickly from rejection. A lost deal, a tough quarter, or a client ghosting you doesn't send you into a spiral. Instead, you analyse what went wrong, learn from it, and get straight back on the phone. You're not easily discouraged by the inevitable ups and downs of sales.
• Benefit: Sales is tough, honestly. You'll hear 'no' far more often than 'yes'. If you take every rejection personally or let a bad week derail your entire month, you won't last. We need people who can shake off the tough moments and maintain a positive, determined attitude, because consistency is key to hitting your numbers over time.

Supporting Traits

• Trait: Empathetic Listener
• Desc: You genuinely listen to understand a client's problems, not just to wait for your turn to speak. You can put yourself in their shoes and tailor your message to their specific pain points.
• Trait: Organised & Disciplined
• Desc: You manage your time effectively, keep your CRM updated, and follow through on commitments. You're not scrambling at month-end because you've been consistent all along. This means blocking out time for prospecting, managing your calendar, and keeping your pipeline clean.
• Trait: Curious & Coachable
• Desc: You're always asking 'why?' and 'how can I do this better?'. You actively seek feedback from your manager and peers, and you're keen to try new approaches and refine your technique. You're not afraid to admit you don't know everything.
• Trait: Clear Communicator
• Desc: You can articulate complex ideas simply and persuasively, both verbally and in writing. Your emails are concise, your presentations are engaging, and you can handle tough questions on the fly.

Primary Motivators

1. Motivator: The Thrill of the Close
2. Daily: You get a genuine buzz from moving a deal forward, from a successful discovery call to a signed contract. You're energised by the chase and the satisfaction of winning.
3. Motivator: Direct Impact & Recognition
4. Daily: You love seeing your name on the leaderboard and the direct correlation between your efforts and your earnings. You thrive on hitting targets and being recognised for it.
5. Motivator: Solving Customer Problems
6. Daily: You genuinely enjoy understanding a client's challenges and finding a solution that makes their life easier or their business better. You get satisfaction from being a trusted advisor.

Potential Demotivators

Honestly, this role isn't for everyone. If you need a perfectly predictable day, you'll struggle. There's a lot of grunt work, a fair bit of rejection, and sometimes, deals just fall apart for reasons completely out of your control. If you're not comfortable with ambiguity and constant pressure, this probably isn't your cup of tea.

Common Frustrations

1. Chasing unresponsive prospects for weeks on end—it's soul-destroying sometimes.
2. Internal processes that slow down deal momentum, like legal reviews or slow product updates.
3. Losing a deal at the last minute to a competitor, especially after putting in months of work.
4. Dealing with a 'dirty' CRM where you can't trust the data, making forecasting a nightmare.
5. Having to spend hours on administrative tasks when you'd rather be selling.

What Role Doesn't Offer

1. A fixed, predictable 9-to-5 schedule; some days are longer, some are shorter, but the pressure is constant.
2. A role where you're primarily managing people or strategy; this is about individual contribution and hitting your own target.
3. A quiet, solitary work environment; you'll be on calls, in meetings, and constantly interacting with people.
4. A job where you can avoid confrontation or difficult conversations; negotiation and objection handling are daily occurrences.

ADHD Positives

1. The fast pace and constant novelty of sales can be highly stimulating and engaging, preventing boredom.
2. The direct feedback loop of wins and losses can be very motivating.
3. Hyperfocus can be an asset when deep-diving into a complex deal or researching a key account.
4. The need to quickly pivot between tasks (prospecting, calls, emails, admin) can suit a mind that thrives on variety.

ADHD Challenges and Accommodations

1. Maintaining consistent CRM updates and administrative tasks can be challenging; using AI tools for automation and setting strict calendar blocks for admin can help.
2. Distractions during calls or focused work can be an issue; a quiet workspace or noise-cancelling headphones are crucial.
3. Managing a large pipeline with many moving parts requires strong organisational systems; visual dashboards and task management tools are important.
4. Impulsivity in negotiations might lead to premature concessions; practicing negotiation strategies and having a manager review key deal terms can provide a safety net.

Dyslexia Positives

1. Strong verbal communication skills often found in dyslexic individuals are highly valuable in sales calls and presentations.
2. Creative problem-solving and 'thinking outside the box' (genuinely, not as a cliché!) can help in crafting unique deal strategies.
3. Excellent spatial reasoning can help visualise complex sales processes or client organisational structures.

Dyslexia Challenges and Accommodations

1. Written communication (emails, proposals, CRM notes) can be time-consuming; using AI drafting tools, spell-checkers, and having a colleague proofread important documents is helpful.
2. Reading long contracts or product documentation might be difficult; using text-to-speech tools or requesting summaries can assist.
3. Organising information in CRM can be tricky; visual CRM layouts or dictation features can make data entry easier.

Autism Positives

1. A logical, systematic approach to the sales process can be highly effective, especially in complex B2B sales.
2. Direct and honest communication, when delivered appropriately, can build trust with clients.
3. Deep expertise in specific product areas or industries can be a significant advantage.
4. A strong focus on data and facts can lead to highly persuasive, evidence-based sales pitches.

Autism Challenges and Accommodations

1. Navigating social nuances in client interactions or internal team dynamics can be challenging; role-playing scenarios and clear feedback on communication styles can help.
2. Unexpected changes in deal terms or client requirements might be unsettling; clear communication about potential changes and structured escalation paths are beneficial.
3. Sensory overload in open-plan offices or busy client environments; providing a quiet workspace or allowing remote work options can be crucial.
4. Interpreting unspoken cues or subtle body language during negotiations; relying on explicit verbal communication and pre-agreed negotiation frameworks can be more effective.

Key Responsibilities

Experience Levels Responsibilities

1. Level: Mid-Level Professional (2-5 years experience)
2. Responsibilities: Generate new business opportunities through consistent outbound prospecting (cold calls, emails, social selling) within your assigned territory. This isn't just waiting for inbound leads; you'll be actively hunting. Expect to spend roughly 30-40% of your time on this.
3. Run comprehensive discovery calls with prospects to deeply understand their business challenges, pain points, and strategic objectives. This means asking smart questions and truly listening, not just pitching.
4. Present tailored solutions that clearly articulate our value proposition and demonstrate how our product solves the client's specific problems. You'll need to be able to adapt your message on the fly.
5. Manage the entire sales cycle from initial contact through to contract negotiation and close. You'll be the single point of contact for your deals, guiding clients through each stage.
6. Maintain accurate and up-to-date records in Salesforce for all opportunities, activities, and client communications. Frankly, if it's not in Salesforce, it didn't happen, and your forecast will be off.
7. Collaborate with internal teams, like Marketing for campaign feedback or Product for specific feature discussions, to ensure client needs are met and we're always improving.
8. Participate in weekly pipeline reviews with your Sales Manager, providing clear updates on deal status, next steps, and any blockers. You'll need to be prepared to defend your forecast.
9. Supervision: You'll have weekly check-ins with your Sales Manager to discuss pipeline, deal strategy, and any challenges you're facing. For routine tasks, you'll work independently, but for complex deals or new situations, you'll be expected to bring your manager in for guidance and support.
10. Decision: You'll have autonomy over your daily prospecting activities and the initial qualification of leads. You can offer standard discounts up to 5% without approval, but anything beyond that or significant contract changes will need your Sales Manager's sign-off. You'll decide on the best approach for managing your individual deals, but you're expected to consult your manager on strategic decisions for larger opportunities.
11. Success: Consistently hitting 100%+ of your quarterly and annual sales quota. Maintaining a healthy pipeline coverage (typically 3-4x your remaining quota). Delivering accurate forecasts that your manager can rely on. Building a strong reputation for being a reliable, proactive, and effective salesperson who genuinely cares about client success.

Decision-Making Authority

• Type: Discounting on Deals
• Entry: No authority; all discounts require manager approval.
• Mid: Authority to offer up to 5% discount on standard terms without approval. Anything above 5% requires Sales Manager approval.
• Senior: Authority to offer up to 10% discount. Larger discounts or non-standard terms require Director of Sales approval.
• Type: Deal Strategy & Progression
• Entry: Follows prescribed sales process; manager reviews all key steps.
• Mid: Independently defines and executes deal strategy for individual opportunities. Consults Sales Manager on complex or high-value deals (e.g., above £50K).
• Senior: Full autonomy on deal strategy for all deals within their segment. Informs Director of Sales on critical, strategic deals.
• Type: Client Communication & Outreach
• Entry: Uses approved templates; manager reviews outbound messaging.
• Mid: Designs and executes personalised outreach strategies. Manager provides feedback on overall approach, but not individual messages.
• Senior: Defines best practices for client communication and may mentor others. Represents the company at industry events.
• Type: Resource Allocation (Internal)
• Entry: Requests support from manager for any internal resources.
• Mid: Can directly request support from Sales Operations or Product for specific deal-related needs (e.g., demo requests, technical questions), informing manager.
• Senior: Can influence resource allocation for their deals, negotiating with internal teams for priority support.

Competency Requirements

Foundation Skills (Transferable)

These are the bedrock skills that every successful salesperson needs, regardless of their level. They're not just 'nice-to-haves'; they're essential for building rapport, understanding client needs, and managing your time effectively.

• Category: Communication & Interpersonal
• Skills: Active Listening: Genuinely hearing and understanding a prospect's needs and concerns, rather than just waiting to talk.
• Verbal Persuasion: Articulating value propositions clearly and convincingly, adapting your message to different audiences.
• Written Clarity: Crafting concise, professional, and impactful emails and proposals.
• Rapport Building: Quickly establishing trust and a connection with new people, making them feel at ease.
• Category: Problem-Solving & Strategic Thinking
• Skills: Needs Analysis: Identifying the root cause of a client's problem, not just the symptoms.
• Solution Design: Tailoring our offerings to directly address specific client challenges.
• Objection Handling: Skillfully addressing concerns and pushbacks from prospects, turning negatives into positives.
• Deal Strategy: Planning out the steps and tactics needed to move a specific opportunity forward to a close.
• Category: Organisation & Execution
• Skills: Time Management: Prioritising tasks, managing your calendar, and ensuring you hit deadlines (especially your quota!).
• Pipeline Management: Keeping your opportunities moving, identifying stalled deals, and knowing what to do next.
• Self-Motivation: Driving yourself to hit targets and perform, even on tough days, without constant external pushing.
• Adaptability: Adjusting your approach based on client feedback, market changes, or new product features.

Functional Skills (Role-Specific Technical)

These are the specific sales techniques, tools, and industry knowledge you'll need to apply day-to-day to be successful in this role. It's about knowing how to sell, what to sell, and how to use the systems that support you.

Technical Competencies

• Skill: Sales Methodologies (e.g., MEDDPICC, Challenger Sale basics)
• Desc: Understanding and applying a structured sales framework to qualify opportunities, identify key decision-makers, and understand client pain points. You'll use this to guide your sales conversations and deal progression.
• Level: Intermediate
• Skill: Value Selling
• Desc: Focusing conversations on the business outcomes and ROI our solution delivers, rather than just listing features. It's about connecting our product to the client's strategic goals and financial impact.
• Level: Intermediate
• Skill: Prospecting & Lead Qualification
• Desc: The ability to identify potential target accounts, find relevant contacts, and effectively qualify them to ensure they're a good fit for our solution before investing too much time.
• Level: Advanced
• Skill: Negotiation Skills
• Desc: The ability to discuss pricing, terms, and contract details effectively, aiming for a mutually beneficial agreement while protecting our commercial interests. This isn't just about discounts; it's about value.
• Level: Intermediate

Digital Tools

• Tool: Salesforce (Lightning)
• Level: Intermediate
• Usage: Logging all activities, updating opportunity stages, creating contacts, running basic reports on your own pipeline, and keeping your forecast accurate. It's your single source of truth for all client interactions.
• Tool: Outreach / Salesloft / Groove (Sales Engagement Platform)
• Level: Expert
• Usage: Building and running multi-touch sequences for prospecting and follow-up, managing your daily tasks (calls, emails), and tracking engagement with your outreach. You'll live in this platform for outbound activities.
• Tool: LinkedIn Sales Navigator
• Level: Intermediate
• Usage: Identifying target accounts, finding relevant contacts, researching prospects' backgrounds and interests for personalised outreach, and monitoring industry news.
• Tool: Gong / Chorus.ai (Revenue Intelligence)
• Level: Basic
• Usage: Reviewing your own recorded sales calls for self-coaching, identifying key moments in client conversations, and preparing for follow-up meetings by reviewing previous interactions.
• Tool: ZoomInfo / Lusha (Data & Prospecting)
• Level: Intermediate
• Usage: Finding accurate contact information (email, phone numbers) for key decision-makers and enriching your lead lists for targeted campaigns.

Industry Knowledge

• Area: Our Product & Services
• Desc: A deep understanding of our specific product features, benefits, and how they address common client challenges. You need to be able to demo it effectively and answer technical questions (or know who to ask).
• Area: Target Market & Buyer Personas
• Desc: Understanding the industries we serve, the typical roles of our buyers, their common pain points, and how they make purchasing decisions. This helps you tailor your message and identify good-fit prospects.
• Area: Competitive Landscape
• Desc: Knowing who our main competitors are, what their strengths and weaknesses are, and how to position our solution effectively against them. You'll need to handle competitive objections gracefully.

Regulatory Compliance Regulations

• Reg: GDPR (General Data Protection Regulation)
• Usage: Understanding the basics of data privacy, especially when handling prospect and customer data. You'll need to know how to legally collect and store contact information and respect opt-out requests for marketing and sales communications.
• Reg: Company Sales Policies & Procedures
• Usage: Adhering to our internal rules regarding discounting, contract terms, expense reporting, and ethical sales practices. This ensures we operate consistently and legally.

Essential Prerequisites

• Proven track record of hitting or exceeding individual sales quotas in a previous role for 2+ years.
• Demonstrable experience managing a full sales cycle from prospecting to close.
• Solid understanding of common sales methodologies and how to apply them in practice.
• Proficiency with Salesforce (or a similar CRM) and a sales engagement platform (e.g., Outreach, Salesloft).
• Excellent verbal and written communication skills, with a knack for building rapport quickly.

Career Pathway Context

We're looking for someone who's already proven they can sell and wants to take their individual contribution to the next level. You won't be starting from scratch; you'll be building on a solid foundation of sales experience.

Qualifications & Credentials

Emerging Foundation Skills

• Skill: AI-Assisted Sales Workflow Integration
• Why: Competitors are already using AI to automate tasks, generate insights, and personalise outreach at scale. If you're not using these tools, you'll be left behind, spending more time on manual tasks while others are closing deals faster.
• Concepts: [{'concept_name': 'Prompt Engineering for Sales', 'description': 'Learning how to write effective prompts for generative AI to draft emails, summarise calls, or generate personalised icebreakers.'}, {'concept_name': 'AI-Powered CRM Features', 'description': 'Understanding how to use predictive forecasting, lead scoring, and next-best-action recommendations built into CRM systems.'}, {'concept_name': 'Ethical AI Use in Sales', 'description': "Knowing the boundaries and best practices for using AI to maintain trust and avoid 'sounding like a robot' or misrepresenting information."}]
• Prepare: This month: Experiment with ChatGPT or Claude to draft follow-up emails and refine your messaging. See what works.
• Next quarter: Actively participate in any internal training on new AI features in Salesforce or your sales engagement platform.
• Month 3-6: Identify one repetitive task in your sales cycle (e.g., research, data entry) and explore how AI could automate or assist it.
• Ongoing: Read industry articles and listen to podcasts on AI in sales to stay informed about new capabilities.
• QuickWin: Start using AI to summarise your call notes immediately after a meeting. It'll save you 10-15 minutes per call and ensure nothing important is missed.
• Skill: Data-Driven Deal Strategy
• Why: Sales is becoming increasingly analytical. Relying purely on gut feeling isn't enough anymore. Buyers expect data-backed insights, and managers expect data-driven forecasts. Those who can use data to inform their strategy will win more.
• Concepts: [{'concept_name': 'Pipeline Analytics', 'description': 'Understanding metrics like sales cycle length, win rates by stage, and deal velocity to identify bottlenecks and optimise your process.'}, {'concept_name': 'Customer Insights from Data', 'description': 'Using client usage data, support ticket history, and other internal data points to tailor your value proposition and identify expansion opportunities.'}, {'concept_name': 'A/B Testing Sales Messaging', 'description': 'Experimenting with different email subject lines, call scripts, or value propositions and using data to see which performs best.'}]
• Prepare: This month: Dive deeper into your Salesforce dashboards. Understand what each metric means for your pipeline health.
• Next quarter: Ask your Sales Manager to walk you through how they analyse team performance data. Learn what they look for.
• Month 3-6: Take an online course on basic sales analytics or data interpretation. It doesn't need to be complex; just enough to be dangerous.
• Ongoing: Make a habit of reviewing your own win/loss data to identify patterns and areas for improvement.
• QuickWin: Start tracking which of your email subject lines get the highest open rates and adjust your prospecting strategy accordingly. It's simple A/B testing for immediate impact.

Advancing Technical Skills

• Skill: Advanced CRM Optimisation
• Why: As you handle larger, more complex deals, you'll need to get more out of Salesforce. This means not just entering data, but using custom reports, dashboards, and automation features to manage your pipeline more effectively and gain deeper insights.
• Concepts: [{'concept_name': 'Custom Report & Dashboard Creation', 'description': 'Building your own specific reports in Salesforce to track metrics that are most important to your individual performance and deal progression.'}, {'concept_name': 'Workflow Automation Basics', 'description': 'Understanding how simple automations (e.g., email alerts, task creation) can be set up in Salesforce to streamline your daily routine.'}, {'concept_name': 'Data Quality Management', 'description': 'Recognising and proactively addressing data inconsistencies or gaps in Salesforce to ensure reliable reporting and forecasting.'}]
• Prepare: This month: Ask Sales Operations for a quick 'power user' session on Salesforce reporting.
• Next quarter: Challenge yourself to build one new custom dashboard that helps you manage your pipeline better.
• Month 3-6: Explore Salesforce Trailhead modules on advanced reporting and dashboard features.
• Ongoing: Actively participate in discussions about CRM improvements, offering suggestions based on your daily use.
• QuickWin: Create a custom report in Salesforce that shows all your opportunities with no 'next step' logged. This will quickly highlight deals that need your attention.
• Skill: Multi-Channel Engagement Mastery
• Why: Buyers are everywhere, and they expect to be engaged on their preferred channels. Relying solely on email or phone isn't enough. You'll need to seamlessly integrate social selling, video messaging, and other digital channels into your outreach strategy.
• Concepts: [{'concept_name': 'Personalised Video Messaging', 'description': 'Using tools like Vidyard or Loom to create short, personalised video messages for prospects to stand out in their inbox.'}, {'concept_name': 'Social Selling Strategies', 'description': "Leveraging platforms like LinkedIn to build your personal brand, engage with prospects' content, and identify buying signals."}, {'concept_name': 'Integrated Outreach Sequences', 'description': 'Designing and executing sequences that combine email, phone, social, and video touches in a strategic, non-spammy way.'}]
• Prepare: This month: Start regularly engaging with prospects' content on LinkedIn before sending a connection request.
• Next quarter: Experiment with sending a personalised video message as part of your follow-up sequence for a few key deals.
• Month 3-6: Take an online course or attend a webinar on advanced social selling techniques.
• Ongoing: Share examples of successful multi-channel outreach with your team and learn from others.
• QuickWin: Record a short, personalised video message for your next important follow-up. It's a quick way to stand out and show you've put in effort.

Education Requirements

• Level: Minimum
• Req: A-Levels or equivalent vocational qualifications (e.g., NVQ Level 3/4 in Sales or Business)
• Alts: We're more interested in your proven sales ability than your specific degree. If you've got 2-3 years of solid, quota-hitting sales experience, that's often more valuable than a university degree alone. Relevant certifications (like a BTEC in Business or Sales) are also great.
• Level: Preferred
• Req: Bachelor's degree in Business, Marketing, or a related field.
• Alts: While not strictly necessary, a degree can give you a broader business perspective, which is helpful in understanding complex client challenges. That said, we've seen plenty of incredibly successful salespeople without one.

Experience Requirements

You'll need roughly 2-5 years of experience in a quota-carrying sales role, ideally in a B2B environment. This means you've consistently managed your own sales pipeline, executed full sales cycles, and have a demonstrable track record of hitting or exceeding your individual sales targets. We're looking for someone who knows how to sell and has the results to prove it, not someone who's just starting out.

Preferred Certifications

• Cert: Salesforce Administrator Certification
• Prod: Salesforce
• Usage: Shows you're serious about mastering our core CRM and can troubleshoot basic issues, making you more efficient and less reliant on Sales Ops for simple fixes.
• Cert: MEDDPICC or Challenger Sale Certification
• Prod: Various (e.g., Force Management, Challenger Inc.)
• Usage: Demonstrates a structured approach to sales and an understanding of advanced qualification and deal strategy. It shows you're committed to a proven methodology.
• Cert: Professional Selling Skills (PSS) or similar
• Prod: Various (e.g., Miller Heiman Group)
• Usage: Indicates a foundational understanding of core sales competencies and a commitment to professional development in sales.

Recommended Activities

• Regularly reading sales books and industry publications (e.g., 'The Challenger Sale', 'Fanatical Prospecting').
• Listening to sales podcasts (e.g., 'Salesman Podcast', 'Sales Success Stories').
• Attending sales webinars and virtual conferences to stay updated on best practices and new technologies.
• Actively seeking mentorship from more senior salespeople within the organisation.
• Participating in internal sales training sessions and role-playing exercises.

Career Progression Pathways

Entry Paths to This Role

• Path: Sales Development Representative (SDR)
• Time: 1-2 years
• Path: Junior Account Executive (AE)
• Time: 1-3 years
• Path: Internal Sales Specialist
• Time: 2-4 years

Career Progression From This Role

• Pathway: Senior Account Executive (L3)
• Time: 2-3 years in current role
• Pathway: Sales Manager (L4)
• Time: 3-5 years in current role (or Senior AE)

Long Term Vision Potential Roles

• Title: Director of Sales (L5)
• Time: 5-8 years from current role
• Title: VP of Sales (L6 - actual leadership role)
• Time: 8-12 years from current role
• Title: Sales Enablement Lead
• Time: 6-10 years from current role

How Zavmo Delivers This Role's Development

DISCOVER Phase: Skills Gap Analysis

Zavmo maps your current competencies against all requirements in this job description through conversational assessment. We evaluate your foundation skills (communication, strategic thinking), functional skills (CRM expertise, negotiation), and readiness for career progression.

Output: Personalised skills gap heat map showing strengths and priorities, estimated time to competency, neurodiversity accommodations.

DISCUSS Phase: Personalised Learning Pathway

Based on your DISCOVER results, Zavmo creates a personalised learning plan prioritised by impact: foundation skills first, then functional skills. We adapt to your learning style, pace, and neurodiversity needs (ADHD, dyslexia, autism).

Output: Week-by-week schedule, each module linked to specific job responsibilities, checkpoints and milestones.

DELIVER Phase: Conversational Learning

Learn through conversation, not boring modules. Zavmo uses 10 conversation types (Socratic dialogue, role-play, coaching, case studies) to build competence. Practice difficult QBR presentations, negotiate tough renewals, and handle churn conversations in a safe AI environment before facing real clients.

Example: "For 'Stakeholder Mapping', Zavmo will guide you through analysing a complex enterprise account, identifying key decision-makers, and building an engagement strategy."

DEMONSTRATE Phase: Competency Assessment

Zavmo automatically builds your evidence portfolio as you learn. Every conversation, practice scenario, and application example is captured and mapped to NOS performance criteria. When ready, your portfolio supports OFQUAL qualification claims and demonstrates competence to employers.

Output: Competency matrix, evidence portfolio (downloadable), qualification readiness, career progression score.