Robert Walters
Business Development Director - Memberships
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The Role
As Sales Director, you will own a defined territory and be responsible for the sales process from initial engagement through to close. You will work with senior executives across large, complex organisations, developing trusted relationships and demonstrating the value of joining a highly curated executive peer community.
This is a commercially driven role, but success will depend equally on your ability to build credibility, understand executive priorities and navigate multiple stakeholders within large organisations. You will have support from internal teams responsible for appointment setting and member experience, allowing you to focus heavily on high-quality sales conversations, relationship development and closing new business.
Key Responsibilities
- Identify and win new members within a defined territory, with a particular focus on large multinational organisations.
- Build relationships with senior executives and C-suite decision-makers, including CIOs, CMOs, CFOs, CISOs and equivalent leaders.
- Lead high-quality discovery and consultative sales conversations, understanding the strategic challenges facing senior executives.
- Articulate a compelling value proposition around peer networking, executive insight and community.
- Own the sales process from initial conversation through to close.
- Develop and maintain a robust pipeline of qualified opportunities.
- Navigate complex organisational structures and multi-stakeholder buying processes.
- Build relationships across different levels of an organisation and create internal champions.
- Work closely with internal stakeholders to progress opportunities and maximise the likelihood of successful conversion.
- Maintain strong CRM discipline, ensuring opportunities, next steps, decision dates and forecasts are accurate and up to date.
- Consistently achieve and exceed revenue and new-business targets.
- Develop a deep understanding of target industries, executive priorities and the broader commercial environment.
- Contribute to the ongoing development of sales processes, tools and best practice as the organisation continues to scale.
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What We're Looking For
We are looking for an established enterprise/new business sales professional with a strong track record of selling to senior executive audiences. You will ideally bring:
- A proven track record of consistently achieving or exceeding sales targets.
- Significant experience winning new business rather than primarily managing existing accounts.
- Strong experience selling directly to C-suite and senior executive stakeholders.
- Experience operating within large, complex organisations, ideally multinational businesses.
- European market experience, alongside strong UK exposure.
- The ability to manage a territory independently and take genuine ownership of the sales cycle.
- Strong commercial acumen and an understanding of how large organisations make decisions.
- Experience navigating complex stakeholder groups and building relationships across an organisation.
- Excellent presentation, communication and written skills.
- The confidence and credibility to engage senior leaders as a trusted commercial partner.
- Experience selling a consultative, solution-led, service-based or intangible proposition where trust and credibility are central to the buying decision.
- Strong pipeline management and forecasting skills.
- Experience using CRM systems; Salesforce experience would be advantageous.
- A highly proactive, entrepreneurial and resilient approach to new business development.
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Experience & Background
- Ideally 10+ years' experience in corporate/enterprise sales.
- Demonstrable experience of closing new business and managing a territory through the full sales cycle.
- Strong evidence of personal ownership of pitches, negotiations and deal closures.
- A consistent record of revenue performance and commercial achievement.
- Bachelor's degree or equivalent professional experience.
Robert Walters Operations Limited is an employment business and employment agency and welcomes applications from all candidates.
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