Portcast - Head - Sales

About us:

Our mission is to transform international supply chains to be more resilient by helping logistics companies realise the full potential of their data. We cater to both shipping lines and cargo airlines. This covers 90% of the world trade volume that travels via ocean and 35% of world trade value that travels via air. We use proprietary machine learning algorithms and real-time external market data (such as economic indices, marine weather, satellite-based data, etc) to predict how much cargo will be shipped, when it will arrive and deliver actionable insights.

We are excited to be a fast-growing team of software engineers, data scientists and industry experts. Based out of Singapore, we- ve been building together since 2018, and are backed by some of the leading investors including Wavemaker Partners, Entrepreneur First, SGInnovate and Investigate VC.

We are looking for bright and talented individuals who can help build the Portcast vision and product - and change the way cargo moves across the world.

What to expect:

Being the Enterprise Sales Director, you will be leading the Sales and Marketing team at Portcast. You would be responsible for building the sales pipeline, defining the sales processes, tracking the right metrics and building a rockstar sales team. This role is part of the senior leadership team of Portcast.

As an ambitious sales leader and hunter, you will focus on hunting key stakeholders at Global 1000 companies in logistics and manufacturing. Focus on qualifying leads, prospecting accounts and building the funnel and processes in the short term and as the team grows, the role focus will evolve to more responsibilities on commercial strategy, partnerships and team building than hands-on execution. We are looking for a self-starter who is able to deal with ambiguity and operate in a high growth environment.

- Hunting and sales execution (hands-on) - 50%

- Full sales cycle from prospecting, researching target accounts to pitching, leading POCs with Customer Success team and helping close deals

- Build & refine the sales funnel process, qualification process, CRM workflow, understand conversion ratios and process to improve the same

- Define the sales metrics to be tracked

- Lead marketing team and define inbound sales, lead generation process and targets as well the other marketing levers like content marketing, events/ webinars, etc.

- Work closely with the Product team to define marketing strategies needed to reach different customer segments and co-ordinate product launch dates, campaigns and pricing strategy to drive sales.

Team management - 30% :

- Define sales and marketing best practices

- Build the sales and marketing team, define org structure, work with business teams to define OKRs

- Identify the skillset needs, support hiring the right talent and culture within the sales team

Commercial strategy and positioning - 20% :

- Communicate Portcast's vision and value proposition with Senior Executives and C/VP/Director level decision makers

- Be an external evangelist and expert on Portcast products

- Help define the product roadmap, funnel back customer feedback to the product team and leadership

Requirements:

- Proven sales experience, with 5-10 years selling B2B technology, SaaS experience is a must

- Success selling into multi-million dollar businesses with $1M+ ARR quota

- Courage and skill to build rapport with new customers and senior stakeholders

- Leadership skills to build the Portcast sales team

- Understanding of digital marketing to enables sales

- Understanding of metrics and tools required to build sales team and understand customer feedback eg. CRM, lead generation tool, google analytics, HotJar, NPS, etc.

- Tech savvy with a passion for SaaS applications

- Strong hunter mentality, self-starter

- Familiarity with product marketing strategies is a plus

- Supply chain / logistics / management consulting experience is a plus