Regional Sales Development Executive

Position Overview :

The Regional Sales Development Executive, South Africa, will spearhead the company's expansion into the South African market by driving a targeted go-to-market strategy. This person will be responsible for owning all aspects of the sales cycle from prospecting through to client onboarding and retention. The role demands strong independence and adaptability, with a focus on building influential networks, attending industry functions, and creating a high-velocity sales cadence across SME and Enterprise opportunities.

Key Performance Areas :

Market Strategy Development & Growth :

• Refine and execute the regional go-to-market strategy for South Africa, ensuring alignment with company-wide objectives.
• Adapt the strategy based on insights from market feedback, competitive analysis, and sales performance.
• Champion the company's brand by consistently delivering a high-quality client experience that fosters trust and ongoing engagement.
• Actively seek and share opportunities for expanding the company's footprint within both established and emerging business communities.
• Utilize and share best practices in prospecting, outreach, and pipeline management to ensure continuous sales improvement and knowledge sharing within the sales team.

Sales Process Management :

• Manage the full sales cycle from lead generation, prospecting, and presenting to negotiation, closing, and onboarding.
• Develop and maintain a steady sales cadence, especially tailored for the SME sector while driving substantial deal flow in the enterprise segment.
• Fully own and manage the sales pipeline, with accountability for meeting or exceeding sales targets.
• Identify and prioritize key market segments, ensuring ongoing expansion within the region.

Relationship and Network Building :

• Establish a robust network in the South African business community, positioning the company as a trusted name in employee engagement.
• Actively represent the company at conferences, networking events, and functions, reinforcing brand credibility and generating new opportunities.

Sales Operations :

• Act as the regional point-of-contact for all sales activities, running a self-sufficient sales process after initial onboarding.
• Leverage CRM tools to track, forecast, and manage pipeline activity with precision, adapting as needed based on performance metrics.
• Report weekly on pipeline status, recent wins, and areas for strategic adjustment (also fully captured and maintained in Hubspot CRM).
• Build the framework for potential expansion of the South African sales team, identifying resource needs and setting up initial processes.

Communication & Collaboration :

• Liaise closely with Marketing and Product teams to align messaging, leverage content resources, and enhance sales effectiveness.
• Serve as the feedback loop from the South African market to the company's broader strategy teams, sharing regional insights and trends.
• Coordinate with Customer Success to ensure smooth onboarding and handover of new clients for long-term retention and satisfaction.
• Strategize with the company's leadership on hiring and training additional team members in accordance with regional and business scaling to ensure continuity and growth.

Key Performance Indicators (KPI's) :

• Revenue Growth : Achieve or exceed revenue targets specific to the South African market.
• Pipeline Velocity : Maintain a consistent pipeline for SME's and enterprise-level deals.
• Network Expansion : Attendance and active participation in industry events and conferences.
• Client Satisfaction : Smooth client onboarding with minimal drop-offs and strong initial engagement.
• Client Net Retention : Ensuring that clients are sold to responsibly so that the potential for retention on renewal is high.

Qualifications and Experience :

• Bachelor's degree in Business, Marketing, or a related field. You’re sharp, strategic, and ready to apply your academic insights to real-world business growth.
• Minimum of 5 years of sales experience (ideally in software) with a proven track record of success. You know the full sales cycle, from prospecting to closing, and can navigate each stage with confidence.
• Mindset : Self-motivated and not afraid to take risks. You bring new ideas to the table, test them out, and learn from every win (and failure) along the way.
• Networking Maven : You have a knack for connecting with others and building networks. You’re comfortable stepping into any room or event and leaving a lasting impression.

Preferred Skills :

• Sales Expertise : Strong knowledge of sales strategies and techniques, with the ability to close deals and meet targets.
• Communication Skills : Excellent verbal and written communication skills to effectively engage with clients, team members, and stakeholders.
• Relationship Building : Ability to build and maintain strong relationships with clients and partners to foster loyalty and drive sales growth.
• Analytical Skills : Proficiency in analysing market trends, sales data, and performance metrics to inform strategy and decision-making.
• Leadership and Team Management : Skills in leading and motivating a sales team, providing training and support, and fostering a positive team environment.
• Problem-Solving : Strong problem-solving abilities to address challenges and find creative solutions in a fast-paced environment.
• Customer Focus : A deep understanding of customer needs and the ability to tailor solutions to meet those needs effectively.
• Negotiation Skills : Proficiency in negotiating contracts and terms with clients to secure favourable outcomes.
• Time Management : Ability to prioritize tasks effectively and manage time to meet deadlines and achieve sales goals.
• Technical Proficiency : Familiarity with CRM software and sales tools to track leads, manage relationships, and analyse performance.
• Market Knowledge : Understanding of the regional market, including competitors and industry trends, to identify opportunities for growth.

Other Experience :

• Must have sold HR Software to medium to large sized businesses and have an existing network.
• Must have sold HR Software for 1-2 years minimum.