Strategic Commercial Leader

7 days ago

Melbourne, Victoria, Australia Frankieone Full time
About the Role

We are seeking a seasoned executive to lead our commercial strategy and drive global revenue growth as Chief Commercial Officer (CCO).

In this critical role, you will be responsible for expanding our market presence, shaping the future of our category-defining company, and fostering a high-performance culture across sales, marketing, and partnerships.

Our enterprise-grade SaaS solutions are creating significant value, and we have already signed three of the top four banks in Australia, along with many leading fintechs globally.

As we continue to make a considerable impact in the financial services sector, your role will be pivotal in acquiring new enterprise business and understanding the needs of our ideal customers.

Key responsibilities:

  • Lead and expand high-performing teams across sales, marketing, and customer success, focusing on hands-on coaching and tactical execution.
  • Develop and execute a commercial strategy that drives significant revenue growth and global market expansion, particularly through innovative and resourceful approaches.
  • Cultivate a culture of accountability, ownership, and high performance, emphasizing customer outcomes, deal success, and long-term sustainability.
  • Build a sustainable pipeline, targeting a 2x-3x increase in annual recurring revenue (ARR), and manage opportunities through our CRM system (Hub Spot).
  • Ensure thorough deal interrogation, with an emphasis on strategic alignment, hands-on execution, and driving measurable results.
  • Build and nurture strong relationships with key stakeholders, including customers and partners, fostering a collaborative and customer-focused environment.
  • Collaborate across functions to align product development, marketing initiatives, and customer feedback, driving cross-functional success.
  • Provide regular performance updates, reporting on key metrics such as sales growth, pipeline health, and customer retention.
  • Develop and implement business plans to achieve year-on-year revenue growth of at least 30%-50%, while setting and tracking meaningful OKRs and KPIs.
  • Empower your sales team through structured training, tactical coaching, and a focus on developing resilience and adaptability.
  • Lead high-stakes negotiations and meetings with decision-makers, including C-suite executives, with a focus on challenger brands and new market entries.
  • Oversee the preparation of proposals and RFP responses, ensuring they align with the overall strategic goals of Frankie One.
  • Generate significant momentum in the enterprise market, driving expansion into new regions and sectors, with a focus on breaking into new accounts and building brand presence from the ground up.
  • Work closely with business leaders on sales forecasting, market analysis, and product strategy to ensure alignment with market demands.

Requirements:

  • Proven success in scaling sales and marketing teams in a high-growth Fin Tech, SaaS, or similar startup environment, achieving substantial revenue growth.
  • Implemented strategic go-to-market plans that resulted in significant revenue increases or entry into new international markets, with a hands-on approach to execution.
  • Built and led high-performance teams, instilling a culture of ownership, accountability, and data-driven decision making, while managing your own quota and being in the trenches.
  • Played a key role in deal interrogation and pursuit, ensuring alignment with strategic goals and achieving at least a 30% - 50% year-on-year revenue growth.
  • Engaged with senior executives, customers, and partners to deliver solutions that enhanced customer satisfaction and reduced churn, especially in environments where the brand had to be established and grown.
  • Thrived in fast-paced, less structured environments where innovation, adaptability, and a willingness to go the extra mile were essential to success.
  • Experience with MEDDIC, Value Selling, Challenger, or SPIN methodologies, demonstrating tangible results, particularly in environments that required breaking down doors and creating opportunities without the backing of a large, established brand.

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