The onboarding experience for a bank, crypto company or telco has historically been painful for all parties involved. This is a MASSIVE global problem and FrankieOne is on a mission to rebuild the identity infrastructure to change this!
FrankieOne is a VC backed, product lead, global fintech that has connected over 300+ global identity and fraud providers into a single platform allowing us to provide a single unified view, single unified API and one damn fine onboarding experience.
Little FrankieOne is only 2 years old and already our infrastructure powers tier 1 banks, global BNPL players, the majority of Neobanks in Australia and some of the fastest-growing fintechs in the world.
Today we are in 46 countries, though this figure might have changed once I’ve finished this post, we are experiencing exponential growth right now which is creating huge opportunities for talented people in our team to get involved in new and exciting projects. Anyone joining us during this exciting phase will need to be ready to innovate and step outside their comfort zone, everyone in the team has an impact on our success.
How you will you impact the team's success:
Our team continues to build enterprise-grade SaaS solutions that create huge value for our customers. Our product has created it’s own momentum and we have already signed three of the top four banks and many leading fintechs without having a sales function in place! We are kicking huge goals in the enterprise market and making a massive impact in the financial services sector.
As our Director of Sales Operations, you will be key in taking our business to the next level! You will bring a level of sophistication, strategy and structure that will power our growth and optimise our presence across the entire enterprise market. You will work with our CEO to design and execute a best-in-class sales strategy. You will define the structure, design the sales methodology, create sales tools and build a world-class sales team who will thrive in the environment that you create. Your impact on the business will be immense.
- Proven experience building strategy and structure to drive successful sales outcomes
- Experience using MEDDIC, Value Selling and/or Challenger and SPIN(or a combo of these)
- An impressive track record building high-performing teams in enterprise sales
- Brilliant sales coaching and mentoring skills
- A metrics-driven approach to achieving results
- Heaps of energy and a true passion for leadership
- An incredible ability to design a sales process that creates it’s own momentum
- Exceptional attention to detail with an ability to understand high-level business drivers and deliver to KPIs and MBOs.
- Create our sales strategy (in conjunction with our CEO)
- Create a clear sales process that is proven successful that will deliver on the strategy
- Implement a clear process and utilise our CRM system to manage it (we use Hubspot)
- Identify the profile of the people we need to hire to be successful
- Hire and lead an impressive enterprise sales team aligned with the strategy
- Create huge momentum around FrankieOne in the enterprise market
- Utilise data and metrics to ensure we are qualifying, forecasting well, and closing great business
- Constantly review and refine systems, processes, hiring criteria, and training to sharpen the sword
- Collaborate with product and marketing to ensure we are constantly evolving and delivering on what the market wants.
More about you:
You are an energetic and proven sales operations leader who swears by strong sales methodology and structure. You have likely worked in a mid-sized business where you have created a strategy and structure that has enabled success for you and your team. You are excited by the opportunity to create something that you can be proud of and build a team from the ground up. Enterprise sales is your thing and great people love working with you. You thrive in an environment where you are running complex deal cycles, measuring success, and using data to evolve the sales process as well as who and how you hire.
Whilst you have worked within the enterprise space you are not a corporate stalwart but someone who can blend with any business. You love working with smart people and you get excited about solving big problems for customers.
What success looks like
In your first month, we will give you the full induction so that you understand the company culture and meet all of your cross-functional partners. We will ensure that you have all the tools that you need to be successful. You will also spend quite a bit of this time working with Simon, the CEO so that you have a full understanding of FrankieOne’s mission and vision. You will have started to gain a clear view of what we sell and how we sell it and you already know where to start!
By month two you will have seen some sales presentations asked a lot of questions and have a clear understanding of the problems we are solving and the business cases that we are pitching. You will start to formulate your strategy and be socialising it with Simon. You will build a clear picture of how you will measure success and start to put some of the key building blocks of the sales process in place. You have likely onboarded a sales support specialist.
By month three you are well entrenched and you are well down the track with the strategy and have got the fundamental sales process down and some basic systems in place. You are building out the functionality in Hubspot and you have already started hiring the first members of your sales team.
By month six - you have hired at least one sales gun and you are tweaking the process and filling the pipeline. You and the team are celebrating some wins and creating huge momentum.
You will be reporting to Simon Costello, FrankieOne’s CEO. Simon initially started his career in investment banking though has since successfully founded 3 further startups across Europe (www.streetbees.com), Asia (www.hyphengroup.io) and Australia (bopple.com), collectively raising over $200m in capital. Simon is a bit of a hippy at heart, rides his bicycle everywhere, lives in the North and his pride and joy is his vegetable patch and wormery.
You’ll also be working closely with Mark Powell, FrankieOne’s CFO/COO. Mark Powell joined FrankieOne as the first employee and has worn many hats as the company has grown over the last 2 years. Before joining, Mark spent 11 years in investment banking roles in Sydney and New York, and brings a breadth of experience across finance, operations and leadership roles.
As an early-stage company, you’ll witness the company growing in size and value because of your direct impact. We also want you to see the upside in the value you bring and hence offer an attractive equity component to compensation.
We have a flexible work-from-home policy though in the office on Wednesdays and Fridays as a minimum so we can maintain our vibrant office culture. We are based in a high-energy co-sharing office surrounded by lots of other startups and small tech companies.
We get to catch up over breakfast on a Tuesday, drinks and cheese, etc on a Friday, and other team events and gatherings.
We believe that diversity is critical to our success. We will not discriminate on the basis of race, religion, national origin, gender identity or expression, sexual orientation, or marital, veteran, or disability status.
The full-time role will be based in our Docklands, Melbourne office. As mentioned above, we have a flexible work-from-home policy though we are in the office on Wednesdays and Fridays as a minimum so we can maintain our vibrant office culture and use these days for team collaboration / problem-solving.
Our interview process will involve a series of interviews with the senior management team.