Head of Sales at FrankieOne

Sales, Melbourne melbourne sales
Posted 12 days ago

We are seeking a Head of Sales to join our team. In this role you will drive and run sales as a player/coach, which will involve developing our sales methodology and processes across our channels, building out the sales team and function and managing sales operations. This is a crucial addition to the Leadership team at FrankieOne where you will materially shape the future of a game-changing category creator.

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.  

You will bring a passion for acquiring new enterprise business through a targeted account strategy and understand the needs of our ideal customer profile. Working with Sales Operations, you will coach and empower the Sales Team to drive our growth. You understand and can champion the importance of executing a clear go-to-market program, CRM data capture, and consistency in our sales methodology. As a Player/Coach you will also lead by example, driving your own opportunities while coaching others on theirs. 

  • 5+ years of experience as a hands-on leader who has been successful in building teams, supporting team members, and carrying your own quote. 
  • Proven experience in executing complex sales strategies and cycles through targeted account sales strategies
  • Experience using MEDDIC, Value Selling, and/or Challenger and SPIN(or a combo of these)
  • Brilliant sales coaching and mentoring skills 
  • An appreciation and understanding of sales metrics, and how these achieve results
  • Heaps of energy and a true passion for leadership
  • Exceptional attention to detail, with experience presenting complex solutions to a C-Level audience.
  • Build a sustainable pipeline and drive you and your team's opportunities through the sales process. Utilising our CRM system to manage it (we use Hubspot)
  • Motivate and lead your team to meet and exceed revenue targets
  • Empower your sales team through structured training and tactical coaching
  • Create huge momentum around FrankieOne in the enterprise market
  • Collaborate with business leaders on forecasting, sales cadence, product, and marketing to ensure we are constantly evolving and delivering on what the market wants.
  • Champion cross-departmental collaboration and the importance of the whole FrankieOne team as part of our customer journey.
  • Managing the day-to-day activities of the BDM’s, attending meetings, conducting pipeline reviews, and 121’s.
  • Leading meetings with decision-makers including C-Levels 
  • Lead the preparation of proposals and RFP responses  

More about you

You are an energetic and proven sales leader who swears by a strong operational rhythm. You have likely worked in a mid-sized business where you have worked with best-in-class strategies and structures, enabling 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 and coaching others. 

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, and David, Director, Sales Operations 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, have 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 building a pipeline of new opportunities.

By month three you are well entrenched and you are well down the track with the strategy and have already started hiring the first members of your sales team. You and the team are celebrating some wins and creating huge momentum. 

You will be partnering with David Box, Director, Sales Operations. David started his career in the Automotive and Insurance Industries, transitioning to SaaS when he migrated to Australia in 2011. A former BDM and Sales Director, David has hands-on experience as well as an ability to transform numbers into business insights. David is a keen iRacer and family man. David will be based in the Melbourne offices.

You’ll also be working closely with 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 are his vegetable patch and wormery.


The full-time role will be based in our Docklands, Melbourne office or our Sydney 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.