Want to establish and lead a global sales force helping enterprise clients to solve the most valuable information gap they face?

Are you someone who is as excited about being a self-starter as much as you are about being a big hitting closer? 

At XY Sense, we’ve engineered a new kind of AI-powered sensor and data analytics SaaS platform to create safer, smarter workplaces. Having recently closed a $A6M seed funding round (backed by Blackbird Ventures), we are ramping up our global growth and seeking an experienced Sales Leader in the USA.  

The Role

As the Head of Sales you will be developing and managing our global GTM strategy in partnership with the XY Sense executive team and board of directors. With an exceptionally high (+90%) conversion rate from pilot > license, continuous account upsizing, and a solution that is gaining great popularity with some of the world’s largest employers, you can be sure you are offering customers a highly valued solution to one of their most pressing corporate challenges. 

This customer solution is not just about state-of-the-art hardware and data reporting. The XY Sense offering includes high powered data analytics enabling management of national and global portfolios, and real-time operational insights. The value and offering to customers is long-term and becomes integragral in their corporate real estate strategy. 

This role is equally about closing large deals, developing a sales strategy and operational processes, and laying the foundations for expansion in North America. You will have responsibility and ownership of the full sales life cycle with support from our marketing and customer success functions, and strategic partners. 

A competitive remuneration package for your efforts will be on offer and the long-term potential is significant. 

The work you’ll do

This is an executive level role that will require you to be equally a thinker and a doer. You will have leadership in designing and modelling strategic thinking and delivering high quality work to your direct reports and the broader team. 

Key areas of responsibility are; 

Sales Strategy & Delivery:

• Develop growth and regional GTM strategies.

• Lead the development and establishment of company presence and operations in North America.

• Establish and coordinate the implementation of new standards for sales outreach across sales channels, customer success and marketing/communications. 

• Leverage customer and market insights to provide strategic leadership across the revenue cycle and brand positioning.

• Ownership of revenue forecasting, and establishment of strategies to continuously monitor territory and channel revenue forecasts. 

• Oversee channel and Partner development by creating strategies and processes to onboard and enable existing partners. 

Team Leadership:

• Recruit, grow and lead a world-class sales and GTM team. 

• Manage and provide a model of best-practice data driven reporting against sales and targets, and coordinate incentive plans according to these metrics. 

• Provide guidance on contracts/agreements, and negotiation mentorship to regional reps.

• Support a “lean startup” environment under which team members are encouraged to experiment and move fast. 

What you’ll need to bring

First and foremost, you need to be a specialist closer of enterprise level sales. This will likely stem from;

• A proven track record as a sales leader. 10+ years experience navigating B2B enterprise sales - owning and exceeding your targets. You know how to work a complex client and a complex offering in a competitive landscape. 

• Proficiency in sales reporting/forecasting and the use of CRM and financial reporting tools.

• Contract and Procurement experience. You’re comfortable negotiating terms and have a fine eye for detail in reseller agreements/strategy, and maximising close speed.

• A background in strategic sales, management consulting, or partnerships - or a unique combination of all three.

• Ideally you are highly networked across the corporate real estate industry in the US. Alternatively you will have enterprise level client relationships and the relationship skills to enable you to quickly establish a network in the CRE sector. 

• Professional maturity, allowing you to deliver a good balance of risk taking and judgment and confidence in your approach. 

• Integrity. You walk your own talk and consistently demonstrate credibility, moral and ethical behavior, and character. 

As a person you are;

• A self starter with a can-do attitude. As our first senior sales hire in the USA, you’re not afraid of executing (a.k.a getting your hands dirty). 

• Highly energetic and motivating. You lead your team from the front. 

• Customer-centric. You have a strong understanding of the customer experience and account management.

• A critical thinker. You think strategically and you are highly analytical when it comes to territory and account planning.

• An excellent communicator with great interpersonal and communication skills.

• Empathetic and can channel different points of view. You are able to establish and maintain excellent relationships and credibility quickly. 

What we will offer in return

• A competitive remuneration package (base + uncapped commission) and benefits 

• Flexible work arrangements to balance work and life

• A team that values equality, respect and helping each other thrive at work  (a.k.a We give a $h1t about our team)

• A chance to be an early team member in a truly exciting Australian startup that has deep experience and a track record of success 

A bit more about us 

We’re on a mission to use smart sensors and AI powered analytics to create workplaces people love. 

Founded in 2016 by Alex Birch and Luke Murray, XY Sense is a Melbourne headquartered technology startup who has created the world’s most advanced workplace sensor. It’s private by design (protecting people’s privacy), has the longest range of any sensor on the market, collects data passively and best of all delivers highly accurate workplace utilisation analytics in real-time. 

Why should you care? 

We built this ‘first-of-its-kind’ solution because companies around the world are spending billions of dollars every year on empty, un-loved and under-utilised office space. The struggle to find a free meeting room, a desk, or a place to make a phone call, is real and offices are nowhere near as effective as they should be. Our sensor is changing that. Helping companies use data to better plan space, save money, deliver better workplace experiences and in the era of COVID, keep those offices safer. 

Plus we’re doing all of that by leveraging really cool tech to build something that’s truly new. 

Our founders have previously founded/successfully exited other proptech companies so we know what we’re doing. Our investors think so too. We’re backed by Blackbird Ventures, Australia’s most prominent venture capital fund (Canva, CultureAmp, SafetyCulture). 

Sounds good? Let's get started.

To get started, pop your email on the top right of this page.

You’ll answer some questions that are related to your day-to-day job. After the job closes, your answers will go through our sift process: all answers will be anonymised, randomised and then reviewed by a panel of reviewers.

If you are shortlisted, we’ll invite you to the next step, which includes an initial phone discussion before a more formal interview (virtual or in-person).

Expected duration of this application process: 4-6 weeks

We are an equal opportunities employer

We are committed to a policy of Equal Employment Opportunity and are determined to ensure that no applicant or employee receives less favourable treatment on the grounds of gender, age, disability, religion, belief, sexual orientation, marital status, or race, or is disadvantaged by conditions or requirements which cannot be shown to be justifiable.