Sales Lead (Enterprise Retailers)
Today, more than ever, customers need an ally to help them cut through the greenwash. Provenance is a platform that validates and amplifies sustainability credentials for consumer packaged goods, so that customers can make sustainable choices at checkout. 200+ leading CPG businesses use Provenance today to communicate their sustainability credentials - from global enterprises such as Unilever, Holland & Barrett and Arla - to fast-growing independents such as Cult Beauty, The Nue Co, Davines and more.
An exciting and rare opportunity to join a rapidly growing B2B2C SaaS startup creating systemic change in the world. Provenance provides the data infrastructure and framework for businesses to realise their sustainability ambitions and future-proof their market share - setting a new global standard for consumer sustainability. We’re looking for a great mission-aligned, forward-thinking and proactive Sales Lead to specifically drive business development and enterprise sales with target retailers. The successful candidate will also play a leading role in our commercial team, growing our client base and engaging with partners to accelerate our growth.
We are looking to replicate the successes we’ve had with multi-brand retailers, such as Holland & Barrett, Cult Beauty and MECCA, to expand our partnership model to leading retailers in key strategic markets, helping to bring Provenance to thousands of brands. You will be leading on growth with new multi-brand retailers and reporting directly to our Managing Director. You’ll be working closely with the wider commercial team (marketing, brand partnerships, customer success) to deliver on company targets.
Role & Responsibilities
- Topline: Execute our commercial and GTM strategy with a focus on driving ARR growth with multi-brand retailers
- Lead on outreach to, and sales process management of, enterprise retailers
- Manage retailer sales pipeline effectively to consistently hit and exceed company revenue targets, increase conversion rates and reduce sales cycle times
- Own the playbook for how we sell to retailers and use a data-led and strategic approach to mapping target organisations
- Implement innovative & scaleable sales strategies and devise incentives to drive rapid adoption of Provenance
- Navigate decision-making units within target retailers, building consensus to drive the deal forward
- Build a global community of decision-makers within target retailer customers, creating and exploiting network effects to set a new global standard for consumer sustainability
- Ownership of accurate quarterly revenue forecasting
- Work alongside Marketing and Customer Success to create joined-up sales & marketing strategies that help us capture, nurture & close enterprise retailers
- Collaborate with other teams, e.g. Product & Engineering, and with senior management across the business, to ensure long-term success of our retailer and brand customers
Requirements
What we’re looking for:
- Proven B2B SaaS enterprise sales skills and experience
- Experience selling into enterprise-level multi-brand retailers
- Experience within Series A-C start-up/scale-up organisations
- A proven track record of effectively navigating complex organisations with multiple stakeholders (sustainability, marketing, e-commerce / digital)
- International sales experience, having sold in major markets outside of the UK (including North America)
Nice-to-have:
- Qualified sales training, covering methodologies such as SPIN, MEDDIC and Challenger
- Experience with CRMs & other sales efficiency tools, ideally with Hubspot, to manage and automate sales processes
- A ready-made network of contacts across multi-brand retailers in key markets around the world
- A knowledge and understanding of retail media, and retailer growth strategies
- A knowledge and understanding of sustainability in commerce
Salary range: £55k - £65k base salary depending on experience, plus 2x OTE sales commission
About you
We're looking for someone who is:
- Passionate about sustainability, social impact issues and “tech for good” and has a desire to have a purposeful day job doing good for people and the planet
- Adaptable - being able to quickly switch between different selling styles depending on the customer profile
- Able to influence and has good interpersonal skills
- Commercially astute
- Self-motivated, organised and able to meet tight deadlines
- Creative and proactive approach to carving out new growth areas
- Comfortable working in a team and as an individual
- Motivated - and has demonstrable business acumen with evidence of having met or exceeded ambitious sales targets
- Excited to develop their network and attend events representing Provenance
Benefits
Why work at Provenance?
A career at Provenance is an opportunity to help tackle some of our greatest global challenges every day. We’re a small, open and creative team and we pride ourselves on operating with integrity and making saving the world through system change fun!
We offer:
- Employee share option program (so you can own a piece of Provenance)
- 25 days holiday, plus bank holidays and a day off on your birthday
- 2 x days Slow Travel allowance - to encourage and reward more sustainable holiday travel
- Increasing annual leave for long-term service (starting from 2+ years)
- £1,000 annual learning and development budget to support your career growth (e.g. courses, conferences, workshops)
- Individual £50 per quarter wellbeing allowance to support your mental and physical health
- Generous parental leave policy for both primary and secondary care-givers
- Regular team workshops, demos, lunch and learn sessions, and not-to-be-missed socials (from escape rooms and scavenger hunts to terrarium workshops)
- Cycle to Work scheme
- Workplace pension (Statutory - 5% employee contribution, 3% employer)
- Flexible working options (location and times): We are a hybrid team, with an office in Kings Cross, London and team members based across the UK. We are well set up for collaborative remote and hybrid working as well as fun and productive quarterly in-office team days.
We are proud to be a Certified B-Corp and a 2023 Escape the City Top 100 winner, and we’re always looking at ways to foster a collaborative and sociable environment for the team in and outside of work. Read more on our mission here.
We believe in equal opportunities
It takes a diverse and inclusive community of passionate, talented and committed people to build a system to enable commerce to be a force for good. We’re an equal opportunity employer, so we welcome applications from people of all backgrounds, with different outlooks and experiences.
To apply please submit your CV, a cover letter and answer to our application questions through Workable here. We look forward to hearing from you!
Application questions:
- Have you sold SaaS services to enterprise retailers before?
- Do you have experience at Series A-C start-ups / scaleups?
- Have you worked and sold internationally?