Sales Manager: Growth

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About InsideOut

InsideOut, a multi-award-winning, ground-breaking mental health tech start-up, is on a mission to revolutionise the way mental health care is provided in the workplace, supporting 10m people globally. Partnering with renowned brands, we are dedicated to providing ground-breaking new innovative and accessible solutions that empower employees to take control of their mental health journeys. With a strong, cohesive team and a trailblazing mindset, we're inching closer to achieving product-market fit every day.

What the job involves:

Are you ready to elevate your career and be part of something remarkable? We're seeking an exceptional Growth Lead to focus on driving sales and delivering our GTM (go-to-market) strategy, who has an entrepreneurial mindset and wants to transform workplace mental health.

Join InsideOut as our Growth Lead to spearhead sales drive our revenue to new heights. Reporting to the CEO/founder who is the vision behind the business, you'll work closely with the leadership team to shape our GTM strategy, drive revenue growth, design marketing campaigns/strategies and support our existing clients, ensuring they successfully renew their contracts..

This is not just a job; it's an opportunity to have a lasting legacy, lead growth experiments, optimise and sales and GTM processes that propel our success. Your strategic insights and innovative thinking will be the driving force behind our achievements.

About you

You will be passionate about tech and innovation. We are looking for someone extremely special to join our team who is determined to take InsideOut to the next level. You will need both time and commitment, and the energy and enthusiasm to be hands-on in leading our drive for developing the best product in the market. You will be driven by doing what it takes and going the extra mile to get the job done. We are looking for someone who is laser-focused to support our journey to product market fit.

You will thrive on building relationships with HR, Wellbeing and Occupational Health Directors and Senior Leadership teams, putting InsideOut at the forefront of their minds.

Responsibilities

New Business Development:

• Go to Market Strategy: Refine, maintain and execute our go-to-market strategy, delivering our growth plans (sales and marketing) as defined in the strategy, managing the end to end sales cycle.

• Lead Generation: Develop, grow and manage the sales pipeline using our CRM tool (Hubspot), continuously reviewing conversion and failure rates to optimise our sales using proactive engagement and smart sales strategies
• Nurture Leads: Ensure qualified sales leads are nurtured and taken through our sales process and pipeline, engaging via video, phone calls and in-person meetings
• Close Deals: Support the founder on the closing of deals through to the contract stage of the Sales process to ensure that both parties are ensured a mutually beneficial but profitable outcome
• Build Partnerships: Build strategic partnerships in the medium-term with other healthcare providers, insurers and mental health service providers to expand our distribution base. This will become an increasingly important part of the role
• Market Positioning: Devise and deliver on a plan that ensures InsideOut is positioned as the #1 global mental health and wellbeing provider in the market
• Marketing and Sales Collateral: Develop materials and assets including but not limited to landing pages, sales decks, proposals, business cases, responses to tenders and case studies, which effectively communicate the InsideOut proposition.
• Marketing activities: Define and run growth experiments that drive Marketing Qualified Leads, which contribute to the growth of the sales pipeline, attend networking events and conferences and organise HR events for industry leaders e.g. networking breakfasts.
• Team members: Grow and manage the SDR team and a pool of freelancers where specialist skills are needed.
• Reporting Metrics: Supporting the Executive Team to deliver on its aims, objectives and KPI
• Market analysis: Identify target markets and stay up to date and abreast of industry trends and insights

Existing Business:

• Relationship Management: Build and manage relationships with existing customers, making sure that all customers renew their contracts through proactive account management
• Revenue Growth: Identify opportunities to both upsell and cross-sell additional services as and when these will benefit the customer
• Referral Programme: Set-up and deliver the referral programme to existing customers, managing the end to end sales process for new leads that arise

Requirements

We are looking for someone who is:

• Entrepreneurial and innovative in mindset: Your fresh, out-of-the-box thinking has been a cornerstone in previous roles. You face problems head on and find creative solutions. You don't just react to changes in the market; you anticipate and lead the charge
• Hungry for success: You want to be part of a highly successful team and join our mission to scale InsideOut to 10m globally. You are relentless and won't take no for an answer. You bash down doors and are determined to win and will go after every deal. You are driven by hitting your numbers and never give up
• Highly-motivated and hard working: You're a self-starter who takes initiative and ownership of their own work, but can also work well as part of a team. You do what it takes to get the job done
• Data-driven: You base your strategies and decisions on data and insights, not just instincts and have strong analytical skills
• A collaborative team player: You understand that the best products are built through a collective effort. You are trustworthy and build strong relationships with team members
• An excellent communicator: Exceptional verbal and written communication skills to articulate visionary insights, strategies, and plans to cross-functional teams and stakeholders
• Highly organised: You are motivated by deadlines, have strong time management skills and a keen eye for detail.
• Passionate: You're deeply committed to enhancing mental health and want to improve the lives of others.

Qualifications, Skills & Experience

• 7+ years working for a B2B SaaS start-up/scale-up with a proven track record in B2B sales
• able to demonstrate sales (with an ACV of £100k+), ideally selling to employee benefits/HR teams
• able to demonstrate significant experience in developing and delivering GTM strategies that have resulted in substantial revenue growth of £1m+ ARR
• able to evidence managing the end-to-end sales process; growing leads, managing deals and successfully closing the sales pipeline
• able to evidence sales targets were not only met, but exceeded
• experience negotiating contracts, especially with larger business partners, and be able to navigate any blockers and mitigate objections
• proven track record in running growth experiments across sales and marketing functions and able to demonstrate ROI
• experience of presenting to board level executives, inspiring them to purchase InsideOut's products and solutions
• experience in developing, growing and managing a sales and marketing team
• excellent written and verbal communication skills, excellent IT skills and be 100% confident when presenting
• proficient in the use of G-Suite tools, CRM tooling and other reporting software needed for the job.

Benefits

Benefits - What's In It For You:

• The chance to be a part of a transformative journey in the mental health tech space
• A collaborative and inclusive team culture that values every voice
• Competitive salary based on experience, with a £150K OTE dependent on performance
• Share options available
• Pension available
• Hybrid working options available
• 25 days annual leave
• Your birthday off
• Annual volunteering day
• Regular team socials and wellbeing events
• Annual team retreat