Director of Customer Sales

Director of Customer Sales - Learning – North America (Remote)

Wherever you find ambitious companies investing in their people, you’ll find Learning Pool

Learning Pool creates learning experiences that deliver extraordinary employee performance outcomes for companies and their people. Global organizations choose Learning Pool for its comprehensive, data-driven digital learning solutions. Learning Pool’s passion for impact, innovation, and people is why they stay.  As a leader in e-learning innovation, we empower over 1,200 organizations globally and millions of learners through our engaging courses, advanced platforms, insightful analytics, and tailored content solutions. 

Our dedication to excellence is demonstrated by accolades such as Platinum Investors in People and triple Gold at the 2024 Learning Technologies Awards. We are also recognized as a Great Place to Work in the UK and North America 2024, and proudly hold B Corp certification, reflecting our commitment to social and environmental responsibility. Be it for onboarding, upskilling, compliance, or the whole business, Learning Pool develops an effective and agile workforce through learning. Wherever you find ambitious companies investing in their people, you’ll find Learning Pool.

So if you’ve got what we’re looking for and the desire to join a team that values creativity and empowerment, then get in touch.

About the role 

We are ready to double-down on our existing go-to-market investment and are looking for an outstanding Director of Customer Sales to lead our Learning product specialism team. This role will report directly to the Director of Global Customer Sales and will be responsible for managing a team of Customer Account Executives (CAEs). 

The ideal candidate will be a seasoned Customer and Sales Manager who is comfortable driving success and scaling the Learning Tech product sales sector in the coming years.  With strong emotional intelligence, you will have the ability to assess situations with everyone in mind: customers, the business, and employees.

What you will be doing

Roles and Responsibilities will include:

• Continually look for ways to improve customer value and growth and support the wider sales leadership team in driving these.
• Retain and grow Learning Pool revenue within our Eastern customer bases.
• Lead and manage the North American CAE team in a way that supports the customer journey and growth outcomes.
• Understand and deliver the Learning Pool go to market strategy in North America as part of the Sales Leadership team.
• Support your team with complex negotiations and the closing of cross sell opportunities.
• Taking personal ownership of your team’s targets and drive the growth strategy for the product sector.
• Assess your team’s sales and renewal management activities and forecasts to determine progress and required improvements, working with the Director/SVP to implement improvements to achieve sales goals.
• Review and manage the state of the North America learning book of business and provide leadership and engagement with strategic customer accounts and programs
• Support appropriate accountability by developing key metrics and managing the team to successful delivery
• In collaboration with other Learning Pool functions, such as Customer Success, Professional Services and Solution Engineering, deliver an outstanding and seamless client experience for customers, including a demonstrable return on their investment
• Provide market insight to the product management function to ensure the Learning Pool solution roadmap remains at the forefront of the e-learning industry
• Ensure that the CAE team utilize customer usage and adoption data (provided by the Customer Success Team) to facilitate growth and renewal generation.
• Develop and execute upgrade and renewal processes and strategies with the global customer sales management team
• Ensure compliance to internal data management and reporting including use of Salesforce.com
• Hiring and developing talent to help achieve a full team who are committed to continuous improvement and perform to the highest levels 
• Support a culture of continuous improvement within the established vision and values of the company and contribute to a “lean startup” style environment of constant experimentation and learning
• Contribute to and deliver with the customer sales management team, a "customer-first" strategy, acting as advocate and growth agent for the business and its customers.

Who we are looking for

The successful candidate will demonstrate:

• A proven track record: You will have extensive sales management experience or have operated in a senior individual contributor capacity (delivering six figure value enterprise level sales) in a SaaS sales organization. Your background will be supporting B2B sales with a recurring revenue model with experience of the learning tech market.
• People Management: You will have extensive experience of managing or mentoring revenue focused teams or individuals through different sales cycles, throughout commercial and enterprise level businesses, while optimizing productive capacity throughout.
  
• Sales expertise: You will be experienced at leveraging the Challenger Sale and MEDDPICC methodologies to help drive consistency in your team’s performance.
• Technical competence: You will have in-depth experience with sales related technology and tools including CRM management and SaaS metric reporting.
• Service orientation: You will be comfortable supporting your team with a hands-on approach to our largest, most important customers.  This will include experience of cultivating and maintaining senior executive relationships.
• Data-driven in making decisions, setting goals, and driving success in the organization, while also embracing ‘hands on’ sales and qualitative metrics of success.
• Adaptability:  You will be comfortable in a fast-paced, ambiguous environment with independence and excellence while managing simultaneous projects
• Leadership: You will be an empathetic leader with the ability to affect change and lead the team in an environment where pace and dealing with ambiguity is important and delivering successful change management is essential.
• Delivering with others: You will demonstrate excellence in building productive and close internal relationships, especially with other teams central to our mission such as Marketing, Customer Sales, Solutions Engineering, and Revenue Operations.
• Critical thinking: You will be skilled in dealing with customer escalations to find solutions which support your team, satisfy the customer and protect the business.
• Commercial acumen: With an understanding of the compliance/learning technology markets, you will have the ability to forecast with pinpoint accuracy, tracking progress and creating a culture of forecasting accuracy within your team. 

Working at Learning Pool

With over 450 people across seven offices globally, the Learning Pool team is filled with people who have a real passion for what they do and a fresh approach to partnering with customers.

Learning Pool is a proud winner of numerous industry awards for our work with clients from institutions including the Queen's Award for Enterprise (Innovation), Learning Technologies, e-Learning Industry, Stevie Customer Service, Brandon Hall, and the Institute of Customer Service. In addition, Learning Pool has been named as an industry "Strategic Leader" by the Fosway Group.

Working Environment:

This job operates in a professional home office environment. It is expected the employee has a separate dedicated working space within their home. This role routinely uses standard office equipment and productivity tools such as computers, phones, email, instant messaging, Google collaborative tools, and project management platforms.

Mental Requirements:

Judgment, reasoning and decision-making, interpersonal interactions, memorization, strong organizational skills, math skills, simple and complex reading and writing, critical problem solving, significant attention to detail, critical thinking, and development of action plans.

Physical Demands:

While performing the duties of this job, the employee is regularly required to see, talk, and hear. The employee frequently is required to sit; stand; walk; use hands to finger, handle or feel; and reach with hands and arms. Long hours working at the computer, using a mouse, and a keyboard.

Learning Pool is an equal opportunity employer.

If you experience any problems with submitting your application, please contact jobs@learningpool.com.

Closing date for receipt of applications is 5:00 PM EST, Monday, August 12, 2024.