UK Director of Sales

Location: Central London

Job Type: Full time

Why join us?

If you love food and technology as much as we do, you’ll love life at Vita Mojo. We’re on a mission to revolutionise the hospitality experience for operators and their customers. Through our smart digital products, we’re powering the digital transformation of your favourite pubs, bars and restaurants. And we want a world where everyone gets the meal they’re hoping for. Each and every time.

Our Vita Mojo DNA

We’re proud to have built an award-winning digital platform. Vita Mojo is a positive, energetic and forward-thinking place to work, and when you become a Moji, you’ll be joining a supportive team who’ve always got your back. Our passion for technology and food is matched only by our support for our people.

About the role

💥Your mission as a Vita Mojo UK Director of Sales is to spearhead our commercial endeavours in the UK, fortifying our position in the UK QSR market and orchestrating our strategic expansion into new verticals such as Casual Dining and Coffee. As a pivotal player in our growth story, you will champion and refine our sales strategies, ensuring they align seamlessly with our overarching business objectives.

Your role will be instrumental in fostering a high-performing sales team, guiding them through dynamic market landscapes and equipping them with the tools to navigate the complexities of vertical expansion.

In this critical position, you will not only be driving revenue but also shaping the trajectory of Vita Mojo's success. As we embark on this journey, your leadership will be indispensable in propelling us to new heights, just as we continue to shape and evolve the sales landscape in alignment with our core values and vision.

The day-to-day

Working in a startup means that things often change and we adapt to the growing and changing needs of the business. We expect the below to be the bulk of the role, but this may change over time depending on how the project develops, your own development needs, aspirations and the makeup of the team.

Pre Pipeline:

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• Coordinate an effective demand generation strategy working closely with the marketing and partnerships teams
  
• Ensure a focus on Tiers 1 & 2 of our ICP, proactive account mapping, unlocking stakeholder engagement, tracking intent and nurturing opportunities
  
• Identify opportunities within our ICP to find areas of growth through trend analysis, competitor review and market evolution
  
• Represent the business in the UK market across conferences, trade shows, building your own network and market presence
  
• Build pipeline ahead of quarters in order to meet revenue targets
  

Pipeline Management:

• Careful management of pipeline with a focus on individual opportunities
  • Constant focus on the relationship between deal stage, confidence weight, MEDDPICC detail and next steps
  
  

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• Effective weekly reporting maintaining accurate forecasting and gap to target analysis
  
• Instil pipeline discipline with reps through coaching on the why and how
  

Deal Management:

• Coach the reps to execute effective and efficient deal management:
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  • Ruthless qualification
    
  • Detailed and empathetic discovery
    
  • Consistent and clear implication of pain and value proposition
    
  • Carefully crafted business cases and ROI data
    
  • Purposeful stakeholder management; champion qualification, unlocking economic buyers etc
    
  • Calm and determined commercial discovery, scoping and negotiation
    
  • Detailed paper process management
    
  
  

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• Focus on the why and how with each rep; coaching and up-skilling
  
• Working closely with cross team squads on large enterprise deals
  
• Engage with with Good Business Forum on commercial framework’s for larger mid market and enterprise deals
  
• Ensure commercial framework is adhered to across all deals
  

Reporting:

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• Weekly reporting on lead and lag metrics (supported by sales ops)
  
• Quarterly review report
  • Analysis of weekly and quarterly data
  
  
  

Cross team collaboration:

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• Work effectively and with curiosity across the commercial team with marketing, partnerships, sales ops and enablement, and solutions engineers
  
• Ensure careful handover of clients to the Client Success teams including detailed SoWs, commercial understanding and maintain strong client relationships
  

Build a high performance team:

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• Work with our sales trainer to identify skills gaps, continuously coach and mentor all reps
  
• Create a radically candid environment, where feedback is welcomed and delivered in an empathetic way
  

About you

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• Thrive on strategic challenges and tangible results.
  
• Unparalleled strategic leadership skills for developing and executing comprehensive, goal-aligned sales strategies.
  
• Proficient in meticulous market research, entry strategy formulation, and establishing a robust international market presence.
  
• Build and lead high-performing sales teams.
  
• Drive revenue growth through effective sales tactics.
  
• Ensure consistent achievement or surpassing of sales targets.
  
• Identify and capitalise on new business opportunities for maximising sales potential.
  
• Uphold and promote Vita Mojo's core culture and values within the sales team.
  
• Collaborate seamlessly with cross-functional teams.
  
• Ensure alignment between sales strategies and broader organisational goals.
  
• Stay informed about industry trends, competitor activities, and market dynamics.
  
• Proactively adjust sales strategies and encourage innovation within the sales team to stay ahead in the competitive landscape.
  
• Establish and monitor key performance indicators (KPIs) for continual enhancement of sales effectiveness.
  
• Employ data-driven decision-making processes.
  
• Play a pivotal role in shaping Vita Mojo's overall success and trajectory.
  
• Inspire and motivate the sales team to achieve and surpass ambitious targets.
  
• Ensure seamless alignment of all sales activities and strategies with Vita Mojo's core values and vision.
  

Work perks and benefits

🏆 We pride ourselves on our fantastic open, honest, inclusive culture that we have built, and continue to build. 🏗️

As a testament to this, Vita Mojo has secured a place as the UK’s Number 1 startup to work for by Tempo.

Our approach. We work on a hybrid model which means that once a week teams come into the office for an optional team collaboration day, and the other four days are spent working from home (or hot-desking in the office if that’s your jam!).

💪 We’re proud of the flexibility that we offer our Mojis (check us out on Flexa’s Global Top 100 companies!) and want to promote a positive work/life alignment. A one-size-fits-all approach won’t work for every Moji and team, and we encourage you to have conversations with your line manager and team to understand your work preferences and team needs.

The aim is to ensure that Mojis are able to maximise their potential, build trust with their teams, establish an effective work/life alignment and also meet the needs of our growing business! 🚀

💻 Your tech kit. We want to supply you with the best hardware to get the job done. We will set you up with your basic kit when you start and anything else you need once you have some time to get your feet on the ground.

🏡 Work from home kit. When you join we’ll work with you to understand your work from home needs, and get you set up to be your most productive while working from home.

🕰️ Your hours. Where possible, you set your own hours to get the work done in line with your team and company needs. If you’re an early riser, come in as early as you like; if you need to do the morning school run, come in a bit later. At the end of the day, the work needs to be done but we also need you to balance that with life.

🌵 Your work environment. Our bright and spacious offices offer lots of natural light, a jungle of plants, and different spaces to relax and focus on what you need to do.

🍑 Food and drink. We stock all the coffee and tea you can drink when in the office and we’re never without snacks!

💳 Your budget. You have a monthly wellbeing and lifestyle allowance available through your own personal wallet. Spend it on anything (within reason!) that will help improve your life.

💗 Your development. We have found that Mojis who thrive at Vita Mojo embrace a growth mindset and are proactive about their development, find ways to contribute and grow in non-linear (and linear!) ways. We offer a L&D allowance to support you in that development and to gain the skills, knowledge and relationships you need to soar, whether at Vita Mojo or later on in your development journey.

🧠 Your mental health. Through our partnership with Spill, you can ask a therapist for advice, schedule a one-off therapy session, or use a series of therapy sessions. We also offer Mental Health Days to use in moments when you need to take a day for some additional space to refocus your energies. Personal coaching is available to all Mojis through our partnership with MoreHappi, to help you grow and reach your goals!

🌴 Your holidays. We believe in finding your work life alignment and want you to take advantage of your 25 days of leave, plus public holidays. Your holiday allowance increases after each complete calendar year of service, up to 28 days.

💚 Carer’s Leave. We understand life happens and you may need to take some time to support your loved ones. Whether that be looking after your sick dog, friends or family members. We offer one week (5 days) paid leave to all Mojis.

🐣 Welcoming a child into your life. We have enhanced Parental leave policies! Parental leave is offered to all Mojis after 3 months at the company. Parental leave is the collective term and includes maternity, paternity, adoption leave and surrogacy. Our leave policy is meant to help you navigate through this time as successfully as possible.

We recognise both the primary caregiver (the person who spends most time with the child) and the secondary (typically this is the non-birthing parent). Primary caregivers receive full pay for the first 16 weeks and 50% pay up to week 32. But need more time off? No problem, you can take up to 52 weeks (statutory) with us!

Secondary caregivers receive full pay for the first 4 weeks and an additional 2 weeks after 36 months of continuous service. It's up to you when you start your leave, we are here to support you through the whole process.

🤒 Your health. We offer 10 days of full pay sick leave.

🥳 Your birthday. We love celebrating birthdays, whether through baked goods or gifts, and you also get the day off on (or around) your birthday every year.

🍾 Your social spirit. We love socialising with our fellow Mojis, whether through monthly drinks in the office, quarterly offsite socials (both virtual and in person), celebrating milestones, or anything else that comes up, we enjoy hanging out with each other!

🐶 Dog friendly. We love our furry friends who visit the office! Calling all responsible pet owners to join us! 😊