Mimecast on cord

Mimecast

Senior Sales Manager, Customer Development

External position
London, UK
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Posted
2 weeks ago
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15 hours ago

Skills & Experience

Job roles: Business Development Manager
Experience level: Senior, Lead
Core skills considered: Account Management, Business development, CRM, Salesforce
Other skills considered: Pipeline management, Customer service, Customer support, Data Analysis

Logistics

Base salary: £140K - £210K
Employment type: Permanent
Remote working: Hybrid (up to 3 remote days p/w)
Visa sponsorship: Not available

Job Description

Customer Development is looking for a Senior Sales Manager to lead, coach and develop a team of Commercial Account Managers responsible for protecting and growing revenue across Mimecast's existing customer base in EMEA. This is a high-velocity, data-led sales environment focused on upselling our expanding product portfolio, mitigating downsell and churn, and driving incremental growth.

Reporting to the Director, Customer Development EMEA, you'll be a customer-centric sales leader who delivers against quota through others. You'll establish a disciplined, evidence-based operating rhythm-rigorously inspecting pipeline, forecasting accurately, coaching live deals and holding the team to a consistent sales methodology-while developing talent and building strong customer and partner relationships.

This role is based from Mimecast's London, UK headquarters, with a minimum of two days per week in the office and travel for customer and account reviews throughout the year.


What You'll Do

  • Own and deliver the team's monthly, quarterly and annual upsell revenue targets across the assigned book of business, while actively managing downsell, churn and net revenue retention.
  • Drive sales of new technology into the existing customer base, identifying cross-sell, whitespace, account-penetration and incremental growth opportunities.
  • Build and execute territory and account plans in partnership with Channel and Partner Development teams.
  • Deliver accurate rolling six-month forecasts for upsell, downsell and churn, maintaining clear commit and best-case discipline at representative and team level.
  • Run structured bi-weekly pipeline inspections, identifying stalled opportunities, testing qualification and driving clear next steps.
  • Maintain strong CRM discipline and analyse week-over-week pipeline movement-including stage changes, close-date pushes, forecast changes and ARR movement-to identify and address risk early.
  • Embed an end-to-end sales methodology and qualification framework, using call intelligence and CRM data to coach live opportunities and address the root causes of deal slippage.
  • Set clear performance goals and lead a consistent coaching cadence through weekly one-to-ones, team meetings and enablement sessions.
  • Attract, retain, train and motivate a diverse, high-performing team, developing talent from within and inspiring performance through words and actions.
  • Build strong relationships with key customers, partners and cross-functional stakeholders, while providing accurate KPI reporting and management information to leadership.

What You'll Bring

  • Demonstrable IT or SaaS sales and people-leadership experience, with the ability to lead direct, indirect and remote sales teams to revenue targets; experience in email, messaging, security or storage is helpful but not essential.
  • A proven record of achieving revenue quota through others in a high-velocity, customer-focused commercial environment.
  • Strong data literacy and forecasting rigor, with the ability to interrogate CRM and pipeline analytics-such as Salesforce and Snowflake dashboards-to inspect deals and drive decisions.
  • Fluency in a recognised sales methodology and qualification framework, such as Force Management, MEDDPICC or similar, and the ability to embed it consistently across a team.
  • Strong pipeline-management instincts, including the ability to identify risk early, maintain healthy coverage and lead accurate commit and best-case calls.
  • An emotionally intelligent, coaching-led leadership style that sets clear expectations, holds people accountable and develops talent.
  • Strong business and commercial acumen, including an understanding of corporate IT teams and buying processes.
  • Excellent written and verbal communication skills, with the ability to collaborate effectively across functions and build credibility with customers and partners.
  • A resilient, customer-centric and results-oriented approach, with the confidence and humility to operate in a fast-paced, evolving environment.
  • Degree-level education is preferred but not required.
  • Eligibility to work in the UK and the ability to work from Mimecast's London headquarters at least two days per week.
Senior Sales Manager, Customer Development at Mimecast
Position posted 2 weeks ago

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Starling Bank on cord

Starling Bank

Full Stack Engineer (ML Ops)

London, UK
FinTech · Banking · Finance
A better bank for everyone
Active
over 6 months ago
Responds to
0% of requests
Responds in
1h 55m
Requests
7 pending

Skills & Experience

Job roles: Full Stack
Experience level: Mid, Senior
Core skills considered: Java, React, Redux, AWS, JavaScript

Logistics

Base salary: £70K - £110K
Employment type: Permanent
Remote working: Hybrid (up to 2 remote days p/w)
Visa sponsorship: Not available

Job Description

Starling is the UK’s first and leading digital bank on a mission to fix banking! Our vision is fast technology, fair service, and honest values. All at the tap of a phone, all the time.

Starling is the UK’s first and leading digital bank on a mission to fix banking! We built a new kind of bank because we knew technology had the power to help people save, spend and manage their money in a new and transformative way.

We’re a fully licensed UK bank with the culture and spirit of a fast-moving, disruptive tech company. We’re a bank, but better: fairer, easier to use and designed to demystify money for everyone. We employ more than 3,000 people across our London, Southampton, Cardiff and Manchester offices.

Our technologists are at the very heart of Starling and enjoy working in a fast-paced environment that is all about building things, creating new stuff, and disruptive technology that keeps us on the cutting edge of fintech. We operate a flat structure to empower you to make decisions regardless of what your primary responsibilities may be, innovation and collaboration will be at the core of everything you do. Help is never far away in our open culture, you will find support in your team and from across the business, we are in this together!

The way to thrive and shine within Starling is to be a self-driven individual and be able to take full ownership of everything around you: From building things, designing, discovering, to sharing knowledge with your colleagues and making sure all processes are efficient and productive to deliver the best possible results for our customers. Our purpose is underpinned by five Starling values: Listen, Keep It Simple, Do The Right Thing, Own It, and Aim For Greatness.

Hybrid Working

We have a Hybrid approach to working here at Starling - our preference is that you're located within a commutable distance of one of our offices so that we're able to interact and collaborate in person. We don't like to mandate how much you visit the office and work from home, that's to be agreed upon between you and your manager.

Our Data Environment

Our Data teams are excited about the value of data within the business, powers our product decisions to improve things for our customers and enhance effective and agile decision making, regardless of what their primary tech stack may be. Hear from the team in our latest blogs or our case studies with Women in Tech.

We are looking for talented data professionals at all levels to join the team. We value people being engaged and caring about customers, caring about the code they write and the contribution they make to Starling. People with a broad ability to apply themselves to a multitude of problems and challenges, who can work across teams do great things here at Starling, to continue changing banking for good.

Requirements

We have built our entire banking platform in house and mostly in Java. We are looking for people who want to work on building the tooling that is used by our engineers on a daily basis.

We are looking for people who are truly full stack, and are as comfortable polishing their javascript front end as they are debugging the innards of their java applications database interactions, or standing up infrastructure with terraform. We are looking for people who can:

  • Design REST apis.
  • Code backend services, ideally using Java, or another other server side compiled language.
  • Develop modern front ends, ideally using React and Redux.
  • Get their code into the cloud and support it there, ideally on AWS.
  • Believe in clean coding, simple solutions, automated testing and continuous deployment.
  • Like to take ownership of a feature from the original idea through to live.
  • Think (like us) that a small number of empowered developers is the right way to deliver software.

Company Benefits

  • 33 days holiday (including flexible bank holidays)
  • An extra day’s holiday for your birthday
  • 16 hours paid volunteering time a year
  • Part-time and/or flexible hours available for most roles
  • Salary sacrifice, company enhanced pension scheme
  • Life insurance at 4x your salary
  • Hybrid/remote working
  • Private Medical Insurance with VitalityHealth including mental health support and cancer care. Partner benefits include discounts with Waitrose, Mr&Mrs Smith and Peloton
  • Generous family-friendly policies
  • Varied social groups set up and run by our employees
  • Perkbox membership giving access to retail discounts, a wellness platform for physical and mental health, and weekly free and boosted perks
  • Access to initiatives like Cycle to Work, Salary Sacrificed Gym partnerships and Electric Vehicle (EV) leasing

Full details are available on our careers site

Interview Process

Interviewing is a two way process and we want you to have the time and opportunity to get to know us, as much as we are getting to know you! Our interviews are conversational and we want to get the best from you, so come with questions and be curious. In general you can expect the below, following a chat with one of our Talent Team:

  • Stage 1 - 30 mins with one of the team
  • Stage 2 - Take home challenge
  • Stage 3 - 90 mins technical interview with two team members
  • Stage 3 - 45 min final with an executive and a member of the people team
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