Nov 16, 2022

Director, Service Provider Acquisitions

  • Dubber
  • London, England, United Kingdom

Job Description

Dubber

Dubber is the world’s leading unified call recording and Voice AI platform that enables every conversation to be captured and transformed into voice data to improve business performance. Voice data as a Service is revolutionizing how service and solution providers engage customers to improve revenue and retention and how businesses satisfy critical needs ranging from compliance to sales and service performance improvement and documenting crucial conversations.

Dubber is listed on the ASX (DUB) with offices in Melbourne, Sydney, Brisbane, London, Oxford, Atlanta and Dallas. Dubber continues to outperform all its competitors and exceed all revenue and growth targets every quarter. With over $100m in the bank to fund this growth, and a team of some of the best talent in the industry there is never a better time to get on the Dubber journey and be part of something incredibly special.

The Opportunity

We are looking for the best talent in the industry to join our existing team of service provider and telco sales professionals to drive our acquisition strategy across EMEA. With already over 180 service provider customers, this is an exciting opportunity to build on our incredible success and win new service provider and telco customers across the EMEA region. This is a phenomenal opportunity to join a clear market leader in hyperscale mode and create wealth through a very generous, uncapped compensation plan and a significant Dubber ZEPO package.

The Role

This is a truly exciting individual contributor role reporting directly into the Senior Vice President in EMEA. With a laser focus, you will engage with and win new service provider and telco customers across the EMEA region and drive the adoption of Dubber services on our cloud platform across as many networks as possible. It really is as simple as that. Leveraging existing relationships and forging new ones, you will work with and be supported by a world-class team of colleagues to lead Dubber to the table in key target accounts across the region, and drive revenue and subscriber growth in line with the companies goals and strategy.

Your Responsibilities

Sales Strategy: Working with the SVP, EMEA and the Dubber senior leadership team you will create and then execute on a strategy designed to acquire incremental service provider and telcos across the EMEA region.

Achieve targets: This goes without saying. By successfully delivering and executing on the above, you will drive sales strategies and tactical growth initiatives to consistently achieve revenue, subscriber growth, ARPU, retention and profitability targets across the EMEA service provider market.

Develop strong relationships: In conjunction with the SVP EMEA, you will cultivate relationships with key leaders the EMEA S, Telco, SI and Unified Communications platform providers across the region and work with analyst groups and the Dubber eco-system partners to identify opportunities and target prospects.

Pipeline & forecast management: Develop & provide detailed pipeline data, sales forecasts, contact information as well reports on the projected growth of the Dubber user base across the EMEA service provider and telco market. Dubber uses SFDC to drive its business and you will ensure that all activity across you target accounts is reflected accurately and in a timely manner.

The face of the business: As and when required, you will represent the Dubber brand at key industry customer events, conferences and Dubber roadshows.

Capture industry feedback: You will constantly provide feedback to the Dubber product, marketing & technology teams regarding the changing needs of the EMEA market.

About You

You are superhuman and winning service providers and telcos is your superpower. Herding cats is a strong second choice.

You are a leader of people. At Dubber, we firmly believe in the adage that “leadership drives culture and culture drives performance” therefore an ability to lead by example is essential.  

You can wear two hats at the same time. Whilst our clients are some of the world’s largest telecommunication carriers, with a current headcount of circa 250 team members, Dubber is a relatively small business, albeit one on a rapid trajectory. Therefore, you will need to have had exposure to the nature of a small, high growth start up/scale out business whilst at the same time be able to bring big company discipline and rigour to the role.

You can think independently. Although the Dubber executive team are very hands-on, authentic and transparent leaders with a burning desire to position the organisation to grow to become a global market leader, you will not be micromanaged. This is a senior role reporting directly into the SVP,EMEA and having the ability to think independently and execute on clearly defined goals and strategies is essential. You will be empowered to do your job and you will be accountable for the decisions you make.

You don’t take yourself seriously. We don’t have massive, formal hierarchies and reporting line bureaucracy. Our CEO believes in speaking regularly and transparently with all team members you will need to be very comfortable with this open communication environment. We are Australian. We like banter.

You like to play hard and work hard. Dubber is a very social enterprise, believing that team members should connect well in both at work and outside work settings. We enjoy beer & pizza, ‘shoot the breeze’ team dinners where all members  share their views, on a wide variety of subjects, openly in a safe, casual tone & vibe. You will be comfortable mixing in these types of settings.

You are a builder. As the role scales out, you will expand the sales team, with roles ranging from youthful inside sales representatives through to highly accomplished enterprise sales & channel professionals. Therefore, you will need to possess a breadth & depth of leadership skills, with a deep expertise in coaching, developing & mentoring.

Your Experience

  • Business, Marketing or related degree qualifications
  • Significant experience – 10+ years of successfully selling SaaS or CPaaS into the EMEA service provider and telco market is absolutely essential.
  • An in-depth understanding of the functional areas of service provider and telcos across product, product marketing, propositions, billing and sales.
  • Proven experience of selling into Microsoft, Broadsoft, MetaSwitch and/or Telepo ecosystems
  • Deep & well-proven understanding of the EMEA telco and service provider models across Enterprise, Mid-Market & SME segments 
  • Deep experience in the SaaS industry, preferably in multi-channel environments 
  • Reasonably deep understanding of the Telecommunication or similar data-intensive industries
  • Deep understanding of solution selling methodologies coupled with hands-on understanding of Salesforce.com
  • Ideally, exposure to a start-up/scale-up, rapid growth style environments
  • Although not a technical role, ability to understand technical requirements is a must
  • Track record of working across multiple functions, both collaboratively and independently
  • Ability to travel up to 50% as needed.
  • Although not essential, the ability to speak a second European language would be advantageous

The Other Things

  • Acquiring Service Providers is your superpower. Use it frequently and at will
  • Strong team player, combined with the ability to call the shots and gain fellowship
  • Combination of street smarts with reasonably deep cognitive horsepower
  • Excellent communication skills across a broad array of personality types
  • Outstanding social skills. We socialise a lot.
  • Persistent, resilient, high energy & can-do approach
  • Calm, reassuring and persuasive demeanour
  • Curious, rapid learner with the ability to consume & contextualise large amounts of new information
  • A complete belief in the amazing power of the Cloud
  • A complete belief in the amazing power of the you

Why should you join Dubber?

Dubber offers a competitive salary, bonus and everyone joins as an owner with share options which drives our culture of leading together resulting in extraordinary performance. We are one of the fastest growing SaaS companies in the world which means there is continuous opportunity to learn, grow and gain valuable experience whilst making a real impact.

Dubber has a hybrid working model so you can work from home, on the road and from our central London Fitzrovia office. With offices across the world, our employees don't just join a local but global team! Inclusion is important to us, and we like to keep things fun, so we have Drinks, Lunches, Dinners, and more.