Senior Business Development Manager - New Business, UK & Europe

About GeminiSense

GeminiSense is a collaboration between Bold Communications Ltd and Innovative Business Software (IBS), two established software businesses within the Valsoft Corporation portfolio.

The collaboration brings together the technology, experience and deep industry expertise of both organisations to deliver a next-generation, event-driven monitoring platform for the security and monitoring industry.

GeminiSense enables organisations to monitor, identify and respond to critical events in real time, bringing together alarm and incident management, CCTV and video monitoring, lone-worker protection, IoT and sensor monitoring, communications, task management and third-party integrations within a powerful, unified monitoring environment.

The platform is designed for demanding operational environments including Alarm Receiving Centres (ARCs), security monitoring centres, airports, corporate and industrial organisations, facilities management, manufacturing, local government, retail and other security-critical operations.

Backed by two Valsoft-owned software companies, GeminiSense combines deep industry knowledge with the resources and ambition to build a significant presence across the UK and European markets.

We are now looking for an exceptional Senior Business Development Manager - New Business to play a key role in accelerating that growth.

The Opportunity

This is a new-business hunter role.

We are looking for an ambitious, commercially aggressive and highly proactive Senior Business Development Manager who thrives on creating opportunities, opening doors and closing new business.

This is not an account-management role, nor is it a position for someone who expects to rely on a steady flow of inbound leads.

You will be responsible for building your own pipeline, identifying and targeting high-value prospective customers, engaging senior decision-makers and converting opportunities into new customers and recurring revenue.

You will own the complete sales process from initial prospecting and discovery through product demonstration, proposal development, commercial negotiation and contract signature.

You will have significant autonomy to develop the UK and European territory and will be expected to bring the energy, persistence and commercial discipline required to build a substantial new-business pipeline.

Your objective is simple: create pipeline, win new logos and generate new recurring revenue.

Key Responsibilities

• Own new-business development across the UK and European markets.
• Develop and execute a clear territory, vertical-market and target-account strategy.
• Identify and penetrate high-value prospective customers across GeminiSense’s target markets.
• Build and maintain a substantial qualified new-business pipeline.
• Generate your own opportunities through proactive outbound prospecting, direct outreach, networking, referrals, partners, industry events and targeted account development.
• Conduct consistent, high-quality prospecting into target organisations and named strategic accounts.
• Identify multiple routes into target organisations and develop relationships with key stakeholders and influencers.
• Engage confidently with senior decision-makers including CEOs, Managing Directors, Operations Directors, Security Directors, Control Room Managers, IT leaders and other relevant executives.
• Conduct effective discovery to understand each prospect’s operational, security, technical and commercial challenges.
• Translate customer requirements into compelling GeminiSense solutions with clearly defined operational and commercial benefits.
• Position and sell the broader GeminiSense platform across alarm and incident management, CCTV/video monitoring, lone-worker protection, IoT and sensor monitoring, communications, workflow and associated monitoring applications.
• Deliver compelling presentations, discovery sessions and product demonstrations, working with technical and product specialists where appropriate.
• Develop strong commercial proposals, business cases and ROI justifications.
• Own opportunities throughout the complete sales cycle, from initial contact through to contract signature.
• Maintain momentum throughout the sales process and proactively identify and overcome obstacles to closing.
• Develop relationships across multiple stakeholders within prospective customers to maximise the probability of successful conversion.
• Negotiate pricing, commercial terms and contracts.
• Consistently achieve or exceed agreed new ARR and revenue targets.
• Maintain a disciplined, accurate and appropriately weighted sales pipeline.
• Deliver reliable monthly and quarterly sales forecasts.
• Develop strategic relationships with technology partners, integrators and other organisations capable of generating new opportunities.
• Represent GeminiSense at relevant exhibitions, conferences, customer meetings and industry events throughout the UK and Europe.
• Monitor competitors, market developments and emerging opportunities across the security and monitoring technology markets.
• Provide structured customer and market feedback to Product, Marketing and Leadership teams.
• Work closely with Marketing to develop targeted campaigns while remaining personally accountable for pipeline creation and new customer acquisition.

What We’re Looking For

We are looking for a proven new-business salesperson, not simply someone with sales experience.

The successful candidate will have:

• A demonstrable track record of winning new B2B customers and exceeding sales targets.
• Strong evidence of personally generating significant sales pipeline rather than relying predominantly on marketing-generated or inbound leads.
• Experience selling complex B2B software, SaaS or technology solutions.
• A history of successfully developing new territories, opening strategic accounts and winning new logos.
• The confidence and ability to prospect consistently at senior and executive levels.
• Excellent discovery and consultative selling capabilities.
• Strong commercial instincts combined with a relentless focus on progressing and closing opportunities.
• Experience managing complex, multi-stakeholder B2B sales cycles.
• Confidence negotiating significant commercial agreements.
• The ability to translate sophisticated technical capabilities into clear commercial and operational benefits.
• Strong presentation, communication and negotiation skills.
• Excellent pipeline-management and forecasting discipline.
• High levels of personal accountability, resilience and self-motivation.
• The ability to operate independently and effectively within a remote environment.
• A willingness to travel throughout the UK and Europe as required.

Highly Desirable Industry Experience

Candidates with a strong track record within one or more of the following markets will be particularly attractive:

Security Technology | Alarm Monitoring | Alarm Receiving Centres (ARCs) | Security Monitoring Centres | CCTV & Video Management | PSIM | Lone-Worker Solutions | Manned Guarding Technology | IoT & Sensor Monitoring | Access Control | Smart Buildings | Critical Event Management | Incident Management Software | Physical Security Software

An established network of contacts within the security, monitoring, facilities-management or related technology sectors would be a significant advantage.

Experience selling into large enterprise customers and complex operational environments would also be highly desirable.

Additional European language skills and previous experience selling across multiple European territories would be advantageous.

The Person

We are looking for someone who is:

Competitive. Persistent. Resilient. Commercial. Accountable. Driven.

You should genuinely enjoy the challenge of opening doors that are initially closed.

An unanswered email, unsuccessful call or initial rejection should not end your pursuit of an attractive account. You will identify another stakeholder, find another route into the organisation and continue developing the opportunity.

You will be comfortable creating opportunities from a relatively cold territory and will not require a constant stream of marketing-generated leads to remain productive.

You will be highly organised and disciplined in how you manage your territory, pipeline and opportunities, while maintaining the urgency required to drive deals forward.

You will combine the persistence and determination of a true new-business hunter with the professionalism, credibility and consultative skills required to sell sophisticated technology into large and potentially mission-critical organisations.

Above all, you will have a demonstrable history of turning prospecting activity into pipeline and pipeline into revenue.

How Success Will Be Measured

This is a performance-driven sales position with clear accountability for results.

Key performance measures will include:

• New Annual Recurring Revenue (ARR) / revenue generated
• New customers and new logos won
• Qualified new-business pipeline created
• Pipeline coverage against sales target
• Target-account penetration
• Outbound prospecting effectiveness
• Qualified meetings and demonstrations generated
• Opportunity creation and conversion
• Sales-cycle progression
• Win rates
• Forecast accuracy
• Achievement against quarterly and annual sales targets

The successful candidate will be expected to maintain sufficient qualified pipeline coverage to support consistent achievement of their revenue target.

Compensation

We want to attract an exceptional salesperson and recognise that compensation needs to reflect the calibre, experience and proven performance of the successful individual.

Base salary will therefore be dependent on the candidate’s experience, industry knowledge and, most importantly, their proven track record of winning new business and consistently delivering against sales targets.

In addition to base salary, the position will include a highly competitive, uncapped commission plan directly linked to new-business performance.

The commission structure will reward overachievement, with accelerators above 100% of target, ensuring that exceptional sales performance results in exceptional earnings.

There will be no cap on earning potential for a salesperson who consistently exceeds their targets.

Why GeminiSense?

This is an opportunity to join GeminiSense at an exciting stage of its development and play a significant role in building its presence across the UK and Europe.

GeminiSense combines the expertise and capabilities of Bold Communications Ltd and Innovative Business Software A/S, both part of the Valsoft Corporation portfolio.

This provides the successful candidate with the opportunity to take an innovative technology platform to market while benefiting from the experience, industry knowledge and backing of established software businesses.

This is not about simply inheriting and managing a mature sales territory.

You will have the opportunity to build one.

You will identify target markets, penetrate strategic accounts, establish new relationships, win new customers and help establish GeminiSense as a significant player within the UK and European security and monitoring technology markets.

For the right salesperson, this role offers significant autonomy, market opportunity and uncapped earning potential, alongside the opportunity to make a highly visible contribution to the growth and success of GeminiSense.

If you’re a proven new-business hunter who enjoys opening doors, creating opportunities, winning new customers and closing deals, we want to hear from you.

#bold