About WSO2
Founded in 2005, WSO2 is the largest independent software vendor providing open-source API management, integration, and identity and access management (IAM) products. WSO2's products and platforms—including our next-gen internal developer platform, Choreo—empower organizations to leverage the full potential of APIs for secure delivery of digital services and applications, enabling thousands of enterprises in over 90 countries globally to drive their digital transformation journeys. Our open-source, API-first approach frees developers and architects from vendor lock-in, enabling rapid digital product creation. Recognized as leaders by industry analysts, WSO2 has over 800 employees worldwide with offices in Australia, Brazil, Germany, India, Sri Lanka, the UAE, the UK, and the US, with nearly USD100M in annual recurring revenue. Visit https://wso2.com to learn more.
About the Role
As the Head of Global Sales at WSO2, you will play a pivotal role in driving our company's growth by developing and executing a clear, data-driven sales strategy that aligns with our goals for Annual Recurring Revenue (ARR) growth. You will be responsible for driving Net Dollar Retention (NDR) of 120% by reducing churn, increasing cross-sell and upsell activities, and growing both new business acquisition and existing account expansion.
The candidate will be responsible for working with regional sales leaders to come up with sales processes/methodologies to help scale out the current sales motion to grow significantly beyond $100M in ARR.
This role demands a seasoned sales leader with a proven track record of scaling businesses, and must have experience in building an enterprise software business from $100M to $500M particularly within the SaaS, integration, API management, and identity access management (IAM) spaces.
Your Key Responsibilities
Sales Strategy Development:
- Develop and implement a clear, data-driven global sales strategy aligned with WSO2's objectives for ARR growth.
- Identify and target new markets and verticals to achieve 50% growth in new logo business.
- Create strategies to drive NDR of 120% by reducing churn and increasing cross-sell and up-sell activities.
Global Sales Organization:
- Build and scale a high-performing global sales organization that can support the company's ambitious growth goals.
- Develop and mentor a worldwide sales team, ensuring alignment with company values and principles.
- Implement sales processes and operational efficiencies that optimize performance and scalability.
Sales Operations and Efficiency:
- Improve sales operational efficiency by optimizing sales processes, leveraging data-driven insights, and implementing best practices.
- Monitor and analyze key sales metrics to ensure consistent improvement in performance.
Culture and Leadership:
- Foster a results-driven sales culture that encourages accountability, growth, and resilience.
- Instill a strong sense of responsibility and dedication within the sales team while adhering to the company's values and principles.
Customer and Market Insights:
- Stay ahead of market trends and customer needs to inform and adjust the sales strategy.
- Utilize deep knowledge of the integration, API management, and IAM spaces to build tailored solutions that resonate with potential customers.
Revenue Growth and Profitability:
- Lead the way in negotiating multi-million dollar deals with C-suite executives, ensuring profitable sales motions.
- Adapt and improve existing sales systems to enhance overall efficiency and cost-effectiveness.
Required Skills and Experience:
Strategic Growth Leadership:
- Proven track record of building a business from $100M to $500M in ARR.
- Hands-on experience in understanding customer needs, market trends, and using this knowledge to drive business growth.
- Deep understanding of the integration, API management, and IAM space, with a strong preference for experience in SaaS businesses.
Sales Excellence:
- Experience in building and executing strategies for capturing market share and driving displacement campaigns, particularly in SaaS.
- Proven ability to negotiate and win multi-million dollar deals, with experience selling into the C-suite.
- Strong communicator with the ability to influence key stakeholders and drive results.
Global Sales Management:
- Experience in onboarding and managing global sales teams of over 100 people.
- Proven experience in working effectively with diverse, worldwide teams to achieve sales targets.
Operational Efficiency and Profitability:
- Demonstrated ability to run profitable sales motions and optimize existing systems for greater efficiency.
- Deep understanding of cost structures and efficiency indicators, with a proven ability to adapt and improve established processes.
Personal Attributes:
- Highly energetic with a “can-do” attitude, capable of motivating and leading teams in a fast-paced, dynamic environment.
- Resilient, adaptable, and capable of thriving in challenging situations while maintaining a positive outlook.
In Addition to a Competitive Compensation Package, WSO2 Offers:
- A work culture and environment where we value both hard work and flexibility.
- Flexible vacation/leave policy that fits your needs.
- Health insurance for you and your family.
Diversity Drives Innovation:
We've built our business on a commitment to diversity and inclusion. We believe it's important to foster an environment that values and respects each individual's strengths, perspectives, and ideas. Doing so not only drives innovation; it also ensures that we can create superior experiences for our customers, partners, and employees worldwide. We value the diversity of our team regardless of race, ethnicity, religion, gender, age, national origin, disability, sexual orientation, or veteran or marital status, and we do not tolerate any form of discrimination.