Sales Director

About Administrate

Administrate is a training management platform used by hundreds of companies around the world to address the challenges of planning, scheduling, communicating and resolving issues in training for their employees and customers. Our mission is to provide an industry-leading SaaS platform that enables enterprises to run their training function more efficiently and effectively so that they can focus more on the outcome of training, rather than the administration of training.

Our platform has evolved a lot in recent years, taking us up market, squarely into the enterprise tech space supporting some of the top brands in the world. We're delighted with the success we've experienced so far, and we enjoy working together. Our headquarters are in Edinburgh, Scotland's capital city. We also have an office in Bozeman, Montana, and other team members working remotely worldwide.

It's our dream at Administrate to be the Ultimate Human Organization. We might build software, but that's not the only area where we add value to our customers; our people are what make us and our customers successful. We hire great people from various backgrounds, not just because it's the right thing to do, but because we believe it strengthens our company. If you share our values we'd love to hear from you.

Position Overview

As Director of Sales at Administrate, you will lead and scale our global sales organization during a pivotal growth phase as we expand our enterprise presence in the training management platform market. Through our partnership with Revenue Reimagined, we have established a robust sales infrastructure, including defined processes, methodologies, and playbooks. Your focus will be on driving execution excellence and continuous refinement of these proven foundations. Reporting directly to the COO, you will lead day-to-day execution across our sales function, guiding a growing team of sales professionals while contributing to strategic deals. This role offers the unique opportunity to optimize and scale our sales organization with a clear growth path to VP of Sales for the right candidate.

What You'll Own

• Direct leadership of our global sales team (currently 3 members, growing to 5+ within 12 months), with a focus on new business acquisition
• Focus on vertical-specific strategies for key industries (MedTech, Pharma, Corp Training, etc)
• Drive adoption of established sales processes, methodologies (SPICED), and playbooks that can scale with our growth
• Revenue forecasting, pipeline management, and sales analytics to drive data-informed decisions and executive/board reporting
• Partner with COO, CFO, CEO, and VP of Marketing on revenue forecasting
• Build and optimize a multi-channel pipeline generation engine through:
• Outbound prospecting strategies and execution
• Marketing collaboration for inbound optimization
• Partner channel development
• Account-based marketing initiatives
• Active participation in strategic enterprise deals from qualification through close
• Demonstrate and reinforce best practices through direct selling activities
• Work with Partnership team to execute strategies for partner-referral opportunities
• Foster a culture of ownership and accountability through:
• Developing your team through coaching, training, and creating career growth opportunities
• Building strong cross-functional relationships with VP-level leaders and stakeholders
• Ensuring exceptional customer focus and timely response to customer needs
• Leading by example in commitment to extreme ownership of company goals and values

What Success Looks Like

• Building and leading a high-performing sales team that consistently achieves targets
• Driving adoption of repeatable sales processes and methodologies that support our growth trajectory
• Creating predictable pipeline generation through outbound efforts
• Improving sales efficiency metrics and reducing sales cycle times
• Developing future sales leaders within your team
• Contributing to Administrate's evolution as an enterprise software provider

Growth Path to VP of Sales

Potential advancement to VP of Sales will be evaluated based on:

• Demonstrated ability to scale the team from 3 to 5+ members while maintaining or improving key performance metrics
• Successful adoption and optimization of repeatable sales processes the company has invested in
• Consistent achievement of revenue targets across multiple quarters
• Development of a sustainable outbound pipeline generation engine

What You'll Need to Succeed

• 5+ years of enterprise software sales management experience, with a proven track record of exceeding targets
• Demonstrated success in building and scaling sales teams in a high-growth environment
• Strong understanding of enterprise sales cycles and ability to coach complex deal navigation
• Experience selling to multiple stakeholders within large organizations
• Track record of implementing and optimizing sales methodologies (e.g., SPICED, MEDDPICC)
• Data-driven approach to sales management with strong analytical capabilities
• Excellence in sales forecasting and pipeline management
• Strong business acumen and ability to understand and articulate technical value propositions
• Experience with modern sales tech stack and CRM systems (preferably Hubspot)



Who You Are

• A coach who leads by example and isn't afraid to roll up your sleeves
• A natural mentor who takes pride in their craft of developing others
• An analytical mind who uses data to drive decisions
• A strong communicator who can influence at all levels
• A builder who enjoys creating and optimizing processes
• Someone who has experience selling into HR personas
• Someone who aligns with our mission of being the Ultimate Human Organization
• Please note: we will be accepting applications for this role during the festive period and interviews will commence in early 2025.

Please note: we will be accepting applications for this role during the festive period and interviews will commence in early 2025.