Global Head of Sales

Global Head of Sales

Department: Sales

Employment Type: Full Time

Location: USA

Description

About Diffblue

As companies transform into digital businesses there is a raging war to secure the best talent in the software engineering world. There are quite simply not enough developers to write all the code that needs to be written.

Diffblue technology is one of the most powerful use cases for artificial intelligence in the world today. Developers typically spend 25% to 50% of their time writing unit tests and it is not a task most enjoy. Our product Diffblue Cover automatically writes unit tests for Java applications using AI, but working 250 times faster than a human. It never gets bored or makes a mistake and gives developers and their leaders more time to write code that advances the product making them more competitive.

Diffblue spun out of the University of Oxford in 2016 and received the largest AI Series A funding in Europe in 2017. Having just closed our latest round of funding and coming off the back of triple digit growth, we are building out our go-to-market sales & marketing teams.

We promote an environment in which we support and learn from each other. We strongly believe that diversity is important for a modern business, and that when different opinions, backgrounds and life views meet, better results are obtained.

Job purpose

Diffblue is currently searching for an exceptional candidate to lead sales and drive the next phase of growth for our business. This person will lead the strategic direction and management of the sales team to fine-tune, optimise, scale and successfully help the company meet its revenue ambitions.

As a member of our exec leadership team, you will define the vision for how Sales will operate and function on a daily basis, and then execute the plan to make it happen. You will collaborate with the existing team and draw from your experience and past success, bringing new perspectives and solutions to enable exponential growth and greater market share.

This role will suit a hands-on operator who has experience working as part of a successful team in a fast growth early-stage company. You should have B2B sales experience and a successful record of selling to medium-large enterprise IT and/or software customers.

This role is a great opportunity for an accomplished number two in a successful team who is looking for the opportunity to build and lead their own team from the front.

Key Responsibilities

• Define our sales and go-to-market strategy including designing account and territory-based approaches for engaging target customers and meeting the agreed sales targets.
• Personally lead and engage material prospect opportunities of scale, while managing the effective engagement of other significant sales opportunities through the sales team.
• Localise, refine and effectively communicate our value proposition through proposals and presentations, including representing our business at industry events.
• Craft sales and demand generation strategies including programmes to maximise revenue performance from existing and prospective customers.
• Partner and guide our Sales team, and front-line managers to build optimised systems and processes that improve our current sales approaches and analytics.
• Develop, recruit, train and scale necessary resources by attracting the best available talent and equipping them to exceed their personal sales targets.
• Ensure maintenance of accurate sales records for customer organisations and interactions using our chosen CRM platform and maintain a robust and accurate pipeline of business.
• Prepare forecasts and KPI reporting for the CEO for use in financial forecasting, budget setting and strategic planning.
• Working collaboratively across teams - including Product Development, Technical, Marketing and Customer Success.
• Contribute to refining our core technology, value proposition and competitive edge by developing a feedback loop from market engagement to ensure we remain ahead of the field.
• Use market and internal management information data to measure your team's success and progress towards targets, while guiding future decisions for growth.
• As a member of the executive team, contribute to strategy and planning and provide regular updates to your peers and the wider business on progress towards plans.
• Attend board meetings when required to do so and provide updates on revenue performance, market insight and progress towards meeting agreed strategic plans.
• Contribute to the development of product packaging and pricing strategies and ensure the business remains up to date with alternative and competitive products.
• Play a key role in demonstrating our company culture through our company values via an inclusive and collaborative approach.

Skills, Knowledge and Expertise

• 5+ years leading enterprise software sales teams in high growth environments, ideally including experience selling to software development organisations
• A prior track record of successfully growing business from enterprise-level accounts of your own making and consistently exceeding personal revenue targets.
• Good people management and experience in hiring and developing a sales team.
• Hands-on experience growing from single-digit to double-digit millions in ARR.
• Sufficient technical experience on the use of developer tools and the key issues that technical executives encounter.
• A customer orientated relationship builder with a demonstrable track record of working with enterprise-level clients.
• An ability to translate technology into buyer benefits and strong value propositions that solve real customer problems.
• A strong communicator with excellent face-to-face skills who is able to build consensus with clients and internal teams.
• A process-driven individual with excellent attention to detail, high work ethics and who is able to clearly communicate progress against a plan.
• A person who is highly organised and self-motivated who has a disciplined approach to personal time management.
• A team player who actively contributes to building a high-performing team.

• Curious, action-oriented, and optimistic
• High integrity & honesty.
• Numerate with strong attention to detail.
• Highly presentable and professional bearing.
• Analytical approach to selling and deal closing.
• A strong communicator both internally and externally.
• Customer-orientated and strong relationship building skills, including a strong desire to meet customers in-person where possible.
• An intelligent and consultative business approach balanced with an urgency to grow business.

A Bachelor's Degree or equivalent business experience

Experience of working in a fast-paced, high-growth tech scale-up.

Benefits

You'll get to work in one of the hottest tech startups in the world of deep tech AI for code, applying state-of-the-art program analysis and synthesis technology to tough problems faced by development teams at the world's leading companies.

• Competitive package, including share options
• Private health, dental, disability, Vision & Life plans
• Flexible working

We are headquartered in Oxford and we have a small office in Oxford, which includes:

• Beautiful space with lots of natural light.
• Your own dedicated workspace with laptop, dock & monitor (for regulars on-site).
• On-site shower changing and facilities.
• Coffee machine and free snacks and a fully stocked drinks fridge.