Inside Sales - Team Lead

About Dubber

Dubber is the world's leading conversation platform used by some of the world’s largest communication networks. We are proud to offer innovative products that enable any business to unlock the potential in every conversation through AI-enriched conversational data. 

Already adopted as core network infrastructure by hundreds of global communications services and applications worldwide, Dubber is specifically designed to help service providers to differentiate, drive new revenues and improve customer retention.

Dubber is listed on the Australian Stock Market (ASX:DUB) with offices in Melbourne, Sydney, London, Oxford, and Dallas.

Role Overview

This is an exciting role working within a growing team, you will manage the Partner Enablement Team (PET) , working alongside Dubber Partner Managers, Customer Success and Marketing teams to expand Dubber sales globally. 

A key focus of this role will see you become a trusted advisor to the sales teams of Dubber partners accelerating Dubber and our partners growth by ensuring that Dubber is always top of their minds when engaging with their customers. As an expert on Dubber you will coach and support our partners on understanding the benefits of including Dubber in their pitches and the value to their customers.

You will be the ultimate player coach, leading by example managing your own Dubber partners, you will also oversee and manage the team of Partner Development Representatives . You will be responsible for tracking their activity, ensuring they are building and following up on leads and pipeline, and ensuring the team reaches or exceeds their goals. You will take a very hands-on approach to both relationship management and consistently driving customer opportunities by evangelizing Dubber’s value to key influencers within our partners. All of this will see success for Dubber, our partners and your own personal growth!

The Role

You will be a part of a team reporting to the VP Sales Americas, as the Inside Sales Team Lead you will have the same responsibilities as the team you manage but with a few extra key tasks;

• Developing relationships with the sales teams and channels of Dubber partners 
• Driving the sale of Dubber subscription packages through partners 
• Coach and assist sales teams and channels of Dubber partners in the method to sell and win Dubber subscription business
• Monitor and track the activity and metrics of the Inside Sales team, ensuring they meet growth objectives within their targeted, and report on performance to the Sales Leadership 
• Achieve (or even better.. exceed!) monthly targets in revenue, profitability and channel enablement by smashing out your activity
• Showcase and demonstrate to Dubber partners the value impact to their revenue size 
• Understand the products, packages, incentives of the core products sold by sales teams and channels of partners and then demonstrate how Dubber subscription packages can dramatically improve their results
• Create long-lasting relationships with sellers with partner and their channels
• Hunt for new sellers of Dubber at our Partners 
• Provide support to our Partner Sellers to help them close deals with Dubber included
• Satisfy the sales activity expectations within the role and manage the activity of the team 
• Forecast and report on growth within the territory on a monthly basis.

What You’ll Bring 

• You will have 5 years previous sales experience - preferably in the Telecommunications Industry
• You will have 3+ years Channel sales experience with a focus on growing accounts 
• You have 3+ years experience in leading and developing an Outbound sales team
• Understanding  on how to communicate and drive compelling conversations via phone, email, social or other channels available. 
• Ability to learn new software packages such as Salesforce.com (or other CRM platforms)
• Ideally, exposure to a start-up, rapid growth style environment .
• Although not a technical role, ability to understand basic technical requirements is a must.
• Experience selling SaaS based services is required.

About You!

• You have excellent communication skills across a broad array of personality types.
• You are persistent, resilient, with a high energy & can-do approach.
• Curious, rapid learner with the ability to consume & contextualize large amounts of new information.
• You are highly resourceful combined with an ability to work independently.
• You are a strong team player and player coach.
• You have a complete belief in the amazing power of the Cloud.
• You are Responsible, Adaptable, Kind, Empathetic, Respectful and Accountable

Why Dubber?

• Competitive salary, bonus and share options on offer!
• 20 days paid vacation leave annually, with an extra 5 days after 1 year!
• Generous Paid Parental Leave options!
• Growing SaaS company where no two days will be the same with limitless opportunities!
• Global locations with flexible working options!
• Collaborative and supportive teammates!

Next steps

We will be reviewing applications as they come in so don't wait to apply, and please reach out to [email protected] for a confidential chat or if you have any questions.

We are a 2024 Circle Back Initiative Employer – we commit to respond to every applicant.