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About us

Were an award-winning, fast-growth, enterprise software company, recognised as Scotlands fastest growing tech company in the Deloitte Technology Fast 50 awards for three consecutive years. Were 100+ dedicated, hard-working people, committed to improving our and our customers' working lives through better workforce planning.

Dayshape is an enterprise-focused advanced resource management solution, incorporating AI and intelligent automation to help professional services firms optimise their workforce like never before. Its built to handle large, complex, and ever-changing requirements.

Our customers include some of the worlds biggest names in Accountancy and were now expanding into broader sub-industries of Professional and Business Services (initially management, IT & tech consulting). Dayshape is used every day by tens of thousands of users in more than 15 countries across four continents.

As a company, we live our values every day and we're committed to our friendly and inclusive environment.

About the role

Our US team (covering US & Canada) has grown from a standing start to now 10% of the company headcount. This is in response to increasing demand for our best-in-class solution, evidenced by recent key customer wins and significant pipeline growth.

This all builds on the success weve had globally over the past five years, establishing Dayshape as an innovative and market-leading resource management solution in the large and enterprise Accountancy space.

Our very experienced Sales and Presales teams (based around the country) are in need of dedicated leadership, management, support, and coaching... and thats where you come in!

You will report to our Chief Commercial Officer (CCO), based in the UK, who oversees Marketing, Sales, and Account Management globally, and who currently leads the US Presales and Sales teams.

What youll do

People/Team/Structure

Motivate and manage the Sales and Presales teams; provide coaching and deal support
Run regular sales pipeline meetings to provide guidance and ensure best practice is being followed
Attend sales meetings when required, virtually and in-person
Support the sales team when negotiating pricing and contract terms
Guide sales team on contract negotiations and review/authorize changes
Maintain our competitive place in the market, while maximizing revenue opportunities and our premium price
Develop training plans for the sales team as required, based on the companys and the individuals needs
Analyse team performance using CRM data and consultative sessions with team members
Produce a hiring plan to meet sales goals and manage recruitment processes

Reporting/Data/Process

Work with CCO to set revenue targets based on the companys objectives
Manage and report on team and individual KPIs
Produce detailed monthly pipeline reports on net new targets and strategic account penetration
Produce monthly revenue forecasts and annual projections
Manage the sales process and ensure it remains optimal (for us and the prospect)
Manage and forecast sales budgets
Responsible for contract management in your region, including NDAs, supplier agreements, partnership programs, etc.

Market

Maintain a thorough understanding of the market and identify opportunities and trends that create growth opportunities
Maintain detailed knowledge of the competitive landscape and provide a feedback loop into Marketing and Product
Represent the company at industry events and trade shows nationwide and internationally when required
Contribute towards GTM plans when required, in line with company growth plans

X-dept.

Work closely with Marketing to provide feedback and input on content and ideas and needs
Work closely with Professional Services to ensure smooth and thorough handovers once a customer is secured

About you

Detailed knowledge of the Professional Services industry, with a bias towards Accountancy
Well networked and able to lead by example when it comes to generating new business opportunities
Results-driven, eager to get involved and knows what it takes to get the job done
At least 10 years in a sales leadership role, leading experienced enterprise salespeople well versed in Solution Selling, MEDDIC, and Challenger.
A proven enterprise software sales background prior to moving into a leadership role
Sold complex, multi-module systems, or point solutions that require integrations (i.e. complex software with long implementations processes which require in-depth config, not self-serve and/or off-the-shelf products)
Fluent in sales best practices and passionate about helping your team utilize them, able to cite various sources of knowledge to help your team develop and therefore a natural Multiplier
An engaging leader and inspiring coach your team actively bring you in because they know youll help them win deals

Bonus points if you have

Established and managed partnerships with global software vendors
Been involved in a start-up or spinout where the cross-functional team is small (10-15 people)

What youll get

Highly competitive salary
Generous PTO allowance of 20 days plus public holidays on top.
Share options.
Comprehensive healthcare plan.
Dedicated 401k for US employees.
At least $1,000 per year to spend on professional and personal development.
Monthly team events (sometimes in-person, sometimes virtual).
Access to well-being offerings, such as our dedicated counselling service.
Innovation Week twice a year - a chance to experiment and work off-project.
At least one trip per year to our Edinburgh HQ, in Scotland.

Working Details

This is a full-time role, working remotely and with travel required to meet with the team at least once per quarter and to attend sales meetings and conferences throughout the year as required. You will have the opportunity to visit our Scotland headquarters in Edinburgh at least once a year.

Join the team!

Equality of opportunity is more than just a responsibility: we believe its a huge advantage to welcome a variety of experiences and perspectives into the team. Diversity is a great asset and, as such, we strongly encourage applications from any background.

This is your opportunity to really influence how we get things done, and how we continue to grow and achieve our ambitions in North America as part of the overall global growth strategy. We're doing well, but there's lots more to do in order to maintain the high bar and pace that we've set. If that sounds like something youd like to be part of, wed love to see your application. The deadline for applications is Thursday 1st June 2023, with interviews taking place soon thereafter.

Dayshape

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