The Field Service Management (FSM) market is currently worth $6 billion globally and is projected to grow to $17 billion by 2030 at a CAGR of 15%. An independent industry analyst noted earlier this year that “…software vendors operating in the FSM market should expect opportunities for lucrative growth over the next 5 years.” Totalmobile are making significant moves to become the world’s leading specialist FSM vendor. There’s undoubtedly a gap in the market here and following a flurry of eight strategic acquisitions in the last six years. Now that we are owned by Five Arrows PE and merging with Solvares, we’re convinced that Totalmobile is now finely poised for an exciting phase of rapid growth. This exciting growth journey is already well underway: revenue has grown by 450% over the last 3 years through a combination of M&A and organic growth. We’re looking for a dynamic Account Director to help us execute this growth journey, keeping up with and driving market demand for Totalmobile’s broad (and growing) portfolio of solutions. You will be part of a talented, innovative, high-performing sales team. We pride ourselves on dreaming big, working together and with an unwavering commitment to excellence, all of which ensures we remain focused on: Delighting our customers by making work and the lives of mobile workers better Accelerating Totalmobile’s journey to doubling revenue Achieving our personal and professional dreams! We never forget that our technology is used by humans, we’re passionate about making a difference for them. We improve their working lives by tackling their frustrations, providing for their needs, and ensuring their time spent working delivers value. We do this by providing an extensive suite of highly usable and integrated solutions that solve operational challenges, simplify processes, and deliver transformational value. Experience Required & Offered Ability to demonstrate a consistent track record of overachievement in an enterprise sales environment, ideally selling complex SaaS-based solutions Ability to build a business and territory plan designed to drive incremental ARR growth in a territory of named accounts within a verticalised sales team – accounts will be a blend of existing accounts (for up-sell) and carefully-selected new logo targets Ability to collaborate effectively with management, colleagues, and a supporting ecosystem to maximise success (e.g., marketing, business development, pre-sales, sales operations, professional services) Ability to adopt, follow and innovate within a world-class, proven sales process – with a mantra of ‘value-based selling’ and proper adoption of MEDDIC as a qualification framework Ability to diagnose customer needs and recommend value-based solutions that reflect a clear understanding of Totalmobile’s products and services, primary differentiators, customer segments, and key competitors’ offerings Ability to ‘wow’ your customers and prospects with the quality of your engagements, your in-depth meeting preparation and your production of world-class customer-facing documentation Ability to leverage sales best practices, knowledge of industry trends and market dynamics to differentiate in a repeatable sales process Ability to construct, negotiate and sell commercial deals that represent good business for both Totalmobile – demonstrating strong commercial acumen and creativity Ability to close business and forecast accurately Desirable traits You are a real new business hunter who can demonstrate success in winning new logos You will have in-depth experience managing complex environments and be skilled at forecasting and territory planning You are a persuasive communicator, able to articulate a vision that resonates with the customer and demonstrates value You have an entrepreneurial spirit and a start-up mentality Ideally, you will have formal sales training (MEDDIC, Miller-Heiman, Sandler, Solution Selling etc. Here at Totalmobile, we want our employees to feel valued, appreciated, and free to be who they are at work. We are committed to an inclusive workforce that fully represents diverse cultures, backgrounds, and viewpoints. We are dedicated to supporting inclusion and diversity at Totalmobile. We actively celebrate colleagues’ different abilities, sexual orientation, ethnicity, faith, and gender. Everyone is welcome and supported in their development at every stage of their journey with us.