ZellerHead of Sales
About Zeller
At Zeller, we’re champions for businesses of all sizes, and proud to be a fast-growing Australian scale-up reimagining business banking and payments.
We believe in a level playing field, where all businesses benefit from access to smarter payments and financial services solutions that accelerate their cash flow, help them get paid faster, and give them a better understanding of their finances. So we’re hard at work building the tools to make it happen.
Zeller is growing fast, backed by leading VCs, and brings together a global team of passionate payment and tech industry professionals. With an exciting roadmap of innovative new products under development, we are building a supportive and high performing team to inspire change in the outdated banking solutions. If you are passionate about innovation, thrive in dynamic environments, embrace new possibilities, hate bureaucracy, and can’t think of anything more exciting than evolving the status-quo, then read on to learn more.
As we approach Zeller’s next phase of growth, we are recruiting for a hands-on, growth-oriented and strategic Head of Sales to manage our growing national team of BDRs, Sales Account Executives, and Regional Sales Managers. This is an impactful, senior leadership position which is accountable for deal bookings and revenue contribution from our sales funnel.
You’ll set the strategy and direction for your team to achieve your KPIs through recruiting, motivating, coaching, and performance management. You will spend your time continually reviewing and optimising sales funnel performance from inbound / outbound lead generation to conversion, through to negotiation and winning deals. A competitive drive, natural leadership skills, analytical mindset (in particular for funnel performance and AE motivations) and hunger to win are essential skills to your success.
This is an incredibly exciting role for an up-and-coming sales leader looking to take the next step in their career. We're excited to meet hard-working, high-performing sales leaders who are passionate about growing and developing an incredibly talented team of sellers as they work together to strengthen Zeller's position as Australia's fastest growing payment solution.
Role responsibilities
- Direct management of territory based Regional Sales Managers, and indirect management of a national team of Account Executives, BDRs, and Outbound Lead Generation Specialists
- Ownership of all combined KPIs across the Sales team (Outbound Deal Creation, Bookings, Revenue, Profitability, Retention)
- Define and execute the optimal sales strategy to accelerate merchant acquisition, maximise margin and profitability, drive retention and product utilisation of one ore more Zeller payment products
- Recruitment, onboarding, coaching, and performance management of individual team members, ensuring 100% attainment to individual, regional, and team KPIs
- Develop and deliver ongoing sales coaching to improve performance and outcomes of your wider team
- Review and implementation of sales enablement, tooling, and product training to ensure your team are efficient in their roles
- Consistent analysis of team and individual performance to identify opportunities for improvement and gaps creating risk to target attainment
- Maintain and grow the sales book of business, ensuring revenue realisation and profitability for new and existing clients
- Be a role model to your wider team, showcasing your ability to engage with senior client decision makers, connect Zeller’s product to their needs, and win sound commercial deals
- Advocate on behalf of our merchants to ensure their needs are captured on the Zeller product roadmap
- Implement regular team operational checkpoints and meeting structures (including SKOs, sales meetings, pipeline generation activities, and team / individual performance checkpoints)
- Implement a culture of feedback and performance management across all areas of sales
- Ensure operational excellence by generating regular sales team performance reports and forecasts, including profitability, revenue generation, sales insights, KPIs, and growth levers.
- Collaborate with marketing, risk and compliance, support, account management, and product teams to develop and improve cross-functional and operational architecture — including merchant onboarding, merchant support and product go-to-market initiatives
Qualifications and experience
- 5+ years of direct sales experience and at least 2+ years of experience leading a high-performing sales team of 5+ sellers
- Proven experience in coaching, mentoring, and performance managing team members at a variety of levels
- A strategic thinker with strong analytical and problem solving skills
- Success, growth, and outcome-oriented
- Someone who works collaboratively with people at all levels
- Excellent written and succinct verbal communication and presentation skills
- Experience engaging with and influencing customer stakeholders at all levels and across all functions
- Sound commercial acumen, including ability to create commercial proposals, negotiate effectively, and maximise margin
- Self-starter who can proactively identify and prioritise opportunities to focus on based upon business need
- A positive attitude, desire for teamwork, and willingness to engage in tasks outside of the role’s core responsibilities to meet business needs in an agile scale-up environment
- Relevant tertiary education, or relevant, demonstrable experience that shows you don't need it
How we work
At Zeller, we thrive on the energy and fast pace that comes from in-person collaboration and this role is based in our Melbourne CBD office with a general expectation of 4 days on-site per week with an option of 1 day WFH.
Like the rest of the team, you’ll benefit from
A competitive salary package, including equity;
A balanced, progressive, and supportive work environment;
Excellent parental leave and other leave entitlements;
A fantastic office environment;
Endless learning and development opportunities;
Plenty of fun and social opportunities - we love to come together as a team;
An ability to influence and shape the future of Zeller as our company scales both domestically and globally;
Being part of one of Australia’s most exciting scale-ups.
At Zeller, we celebrate diverse perspectives and experiences, and strongly encourage people of all backgrounds and identities to apply to join our team.
We want you to be able to show up at your best during the recruitment process. Please, let us know if you require any accommodations during your interview process with us.