Company Background
HiEFFiCiENCi, the cyber security arm of Royal World Group, is currently in the process of transforming from an in-house service unit to an independent business unit and expand the client base to other entities and organisations in the market.
Role Background
As the first Business Development and Sales to be hired, you’ll be tasked with closing the first deals yourself while simultaneously designing the sales playbook, supporting the choice of our tech stack, and eventually hiring the sales executives who will report to you.
What you will do
You will establish a repeatable sales process including setting up CRM systems, defining the outreach strategy, and figuring out exactly how we pitch our services and our SaaS platform in collaboration with the founders.
You will represent the company in all of your dealings with prospective clients and potential partners. You will identify target accounts (CISO/CTO level), open doors, and close deals.
Once you have proven the model works, you will help us hire and train our first few Sales Managers/Account Executives.
You will help us refine our message for us to become a vital partner for our clients.
Who you are
You should know the difference between a vulnerability scan and a red-team exercise and understand the pain points CISOs face.
You should proactively identify gaps in the process and work to bridge them, and document the way to address such occurrences in the future.
You should be comfortable with the ambiguity of an early-stage company and have the mental fortitude to navigate the demands that come with it.
You should have sold both services (consulting/ assessments) and products (SaaS).
You should know how to pivot between a one-time contract and a recurring subscription.
You should believe in consultative selling and prioritising the sale of services and products that prospective clients actually need.
You should be able to conduct market surveys and prepare reports to identify market trends and changes in direction.
You should be able to manage the technical and commercial aspect of presales with the support of subject matter experts and founders.
You should be comfortable with driving revenue personally and through the strategic management of a hybrid sales force.