Scope of Work
- Product Sales Leadership
• Take the lead in building and driving the company’s product sales strategy from the ground up.
• Introduce proven sales practices, tools, and processes for selling digital or technology-based products in B2B markets.
• Collaborate with senior leadership to define product positioning, pricing, and go-to-market plans.
• Provide insights and guidance to internal teams as the organization transitions toward a product-focused sales model. - Client Acquisition & Market Development
• Identify, engage, and convert high-potential leads into paying customers for the company’s product offerings.
• Leverage personal networks and industry experience to accelerate market entry and adoption.
• Conduct product demos, presentations, and solution walkthroughs that align with customer needs.
• Develop sales pipelines and maintain high-quality leads using structured outreach campaigns and CRM tracking. - Strategic Selling & Revenue Generation
• Achieve and exceed sales targets related to product revenue, client acquisition, and market share.
• Understand customer pain points and align product value propositions accordingly.
• Negotiate commercial terms and close deals that support long-term client success and company growth.
• Work with marketing and pre-sales teams to refine messaging and improve conversion rates. - Customer Onboarding & Success
• Collaborate with delivery and technical teams to ensure a seamless onboarding experience.
• Act as the customer advocate during the early stages of product adoption to ensure satisfaction and retention.
• Identify opportunities for upselling and renewals based on customer usage and feedback.
• Monitor product engagement and coordinate interventions if adoption risks are identified. - Internal Enablement & Knowledge Sharing
• Educate internal teams on product features, market trends, and client needs to align delivery with customer expectations.
• Share sales wins, obstacles, and customer insights with cross-functional teams to improve the product and sales approach.
• Help shape internal sales training materials and tools to support future sales team growth. - Commercial Oversight During Delivery
• Stay engaged post-sale to ensure commercial terms, billing milestones, and contract obligations are aligned with client expectations.
• Act as the escalation point for any issues related to scope, pricing, or delivery affecting customer satisfaction.
• Support contract variations, renewal negotiations, and commercial adjustments as required. - Reporting & Forecasting
• Maintain accurate records of leads, opportunities, meetings, and sales outcomes using CRM tools.
• Prepare and present regular performance reports, forecasts, and recommendations to the Chief Commercial Officer.
• Provide feedback on market trends, competitor positioning, and buyer behavior to inform future product and sales strategies.
Qualifications
• Bachelor’s degree in Business, Marketing, Technology, or a related field.
• Minimum 5 years of proven experience in B2B product sales, preferably in digital platforms, SaaS, cloud services, or technology-based solutions.
• Demonstrated success in developing and executing product go-to-market strategies and sales playbooks.
• Experience in introducing product sales functions or scaling early-stage product sales efforts within an organization is highly valued.
• Strong understanding of the full sales cycle—from lead generation and qualification to deal closure and account growth.
• Ability to translate product features into clear business value for different buyer personas.
• Excellent interpersonal, presentation, and negotiation skills, with a consultative and solution-based selling approach.
• Comfortable working in a fast-evolving environment with minimal structure; able to independently set priorities and deliver results.
• Strong commercial acumen and experience dealing with pricing, contract terms, and revenue forecasting.
• A collaborative mindset with the ability to work cross-functionally with product, marketing, delivery, and executive teams.
Working Conditions
• Occasional travel to client locations, industry events, or networking engagements may be required.
• Flexibility to work outside standard business hours when necessary to accommodate client schedules or business opportunities.