Head of Sales Development

**Our mission**

**Our journey**

We want all our actions and decisions to bring us closer to achieving our vision: building and scaling technologies that make sense to us, to our customers and their end users. Scaleway is the challenger nobody’s expecting.As our business scales, the customers and developers we serve are increasingly diverse and global. Giving them an unbeatable experience is central to our business strategy and value proposition. To better understand them, we've discovered that the best way to deliver the highest value and performance is by incorporating a well-rounded team that leverages diverse perspectives, knowledge, skills, and cross-cultural understanding.

**Our values**
- Singularity_: We do it our own way.
- Community_: One company, one culture
- Adventure_: Level up if you dare, never stop innovating.
- Leadership_: Be the leader you want to follow.
- Excellence_: We want to be customers' first choice as a cloud provider.
- Rock_
- Solid_: You can always count on us

In order to support Scaleway's ambitious international growth, Scaleway is recruiting a Head of Sales Development who will scale our new customer pipeline generation by assisting activation of strategic accounts, uncovering opportunities among new & self-service customers and a targeted account-based outreach program.

We are seeking a Head of Sales Development to inspire, lead, coach and manage a team of Sales Development Representative and Inside Sales Representative. A leader that can be innovative, bold and inspire thanks to a strong emotional intelligence.

**Mission**

As a Head of Sales Development, you own the Top of Funnel sales cycle, as well as our Inside Sales Strategy. On the one hand, we will need you to scale & improve existing Inbound strategy, and on the other hand we will need you to create a strong outbound strategy (e.g, account tiering, outreach, targeting, messaging, sales automation, lead scoring etc).

As a member of the Sales management, you will directly contribute to the growth of our new business revenue and sales pipeline, and you will be specifically accountable for new opportunities created and new additional revenue closed (Net new, upsell and cross sell).

Reporting to our VP Sales, Doreen Pernel, you'll contribute to the team's mission of the growth of our revenue against our revenue forecast but you will be specifically accountable for creating a strong and qualitative pipeline for our strategic accounts as well as upselling our new & self-service customers.

Scaleway counts on you to ramp up quickly by auditing our existing Top of Funnel strategy, processes, tools & pipeline, proposing a short term 30/60/90 plan and long term 12-month roadmap. Once you’re settled in, we’ll look for you to methodically balance improving our existing inbound sales motion and strategically developing sales-led motions.

In addition to being a data-driven leader for your team, you’ll align with other leaders in the Revenue, Marketing, Product & Customer Excellence departments to ensure you are working towards the same goal of building a streamlined customer experience.

**Responsibilities**:

- Lead our Top of Funnel sales strategy to ensure that we are building a solid foundation for targeting, qualifying and Engaging all our potential customers. As well as upselling our current customers.
- Streamline and centralize all of Scaleway’s growth efforts in terms of cold outreach and improvement of Sales Enablement & Playbooks.
- Take accountability for pipeline creation & account expansion.
- Scale, recruit & onboard SDRs and ISRs in order to create an empowered first-class sales team which exceeds targets.
- Develop sales excellence rhythm and career path for all your team members
- Work closely with Customer Acquisition to ensure expansion of our highest potential accounts.
- Create sales automation processes with our Sales operations team to equip your teams with high productivity and ROI.
- Set & maintain ambitious OKRs that draw a direct line between your work's impact and the company's growth strategy.
- Challenge yourself to grow into the role that Scaleway needs tomorrow by pursuing continuous professional development.

**Minimum Qualifications**:

- You have previous SaaS experience in a Business Development leadership role or selling a product with usage-based pricing to a predominantly self-serve inbound audience
- Experience in outbound and/or account-based marketing
- Proven ability to coach a team of 5+ members
- You have a strategic mindset, able to both build for the future and execute in the present in a constantly evolving environment.
- You’re humble enough to know which elements of sales you master and which ones you don’t, but you have a clear vision for how they all work and how to manage impactful teams that are accountable for them.
- You are comfortable with technically-differentiated products, terminology & industry players - we don’t need you to understand 100%