ANZ Enterprise Sales Lead

Note: Partly's headquarters are in Christchurch (NZ) and London (UK), but we have employees across APAC and Europe.

🚀 Our story

Partly's mission is to connect the world's parts and we're doing that by building the first global platform for replacement parts, starting with auto parts. Our big vision is to accelerate the world towards a sustainable future where waste is eliminated and all replacement parts are universally searchable, accessible and available to all.

Founded by ex-Rocket Lab engineers, we utilise cutting-edge technology to solve challenging but exciting problems that make a huge impact in a $1.9 trillion industry. We've more than tripled our team over the last 12 months and expect to double in size again over the coming 12 months. We're a global team spanning both Europe and Australasia.

We provide a scalable digital infrastructure solution to some of the world's largest businesses and the most exciting startups. Partly's solutions are integrated across hundreds of companies globally, providing the backbone for cataloguing and managing parts online.

Our investors are Blackbird Ventures (Canva, CultureAmp etc.), Square Peg, Octopus Ventures, Hillfarrance, Icehouse, Peter Beck (Rocket Lab), Akshay Kothari (Notion Co-Founder) and Dylan Field (Figma Co-Founder).

We're continuing to build a world-class team and ensuring Partly is a place where people can do the best work of their lives. We're proud of the culture we've built at Partly, and our values are lived throughout every experience.

🖍️ This role

As our Enterprise Sales Lead, APAC you will be a founding hire for our APAC (Australia & NZ) hub and responsible for building out our customer base across the region withing the Enterprise and OEM segments. You will be working alongside our Chief Strategy Officer and Senior Account Executive. You are a natural chaser and may have been a high-performing AE or BDE previously. You have a track record of winning new business and are looking for your next big challenge at a fast-growing company where you can quickly start making an impact.

You achieve results by being empathetic and customer-focused. You build long-lasting relationships and are not just a script follower, but an incredible storyteller. You understand the technical details and can create new solutions for your customers’ problems that align internally. You also act like an owner to develop and document processes where there are none today and have the discipline to design your day to make yourself most effective.

You will report to Tony Austin (Co-founder and Chief Strategy Officer).

💻 What will you do

• Lead and manage our Fleet, Insurer, Repairer and OEM sales pipelines across a wide range of global and local businesses including, e-commerce Marketplaces, Automotive Manufacturers, Retailers & Distributors

• Nurture the customer relationship from the first interaction, assess customer needs and pain points, prepare and deliver presentations and demos, follow up with prospects, assemble proposals, negotiate deals and work together with the wider team to convert deals into high-value paying customers.

• Contact prospective customers by email, LinkedIn, video message or phone (or any other method you feel will help you reach prospects and close deals). You will be approaching prospects with highly targeted and personalised outreach encouraging them to book a call to explore how Partly can revolutionise their businesses.

• Maintain an extremely healthy and clean pipeline. Obsess over each of our prospects to ensure deals are progressing and no opportunities are missed.

• Optimise for revenue by negotiating large deals and upselling prospects with additional services and value-adds.

• Help develop our Enterprise sales playbook with sales strategies, processes and tactics.

• Communicate cross-teams to solve customer problems and relay customer feedback to the product team, engineers, and company executives.

• Work closely with the product team to represent the voice of the customer and industry trends by gathering, summarising and sharing the most pressing issues facing our prospects and customers.

• Identify ways to provide customers with the information and answers they need before they have to ask the questions.

• Rapidly learn, grow and develop faster than the business, positioning yourself as a future leader at Partly.

🥷 Your skills

• Experience in Technology related Sales, Key Account Management or Business Development within a start-up or fast-growing company.

• Experience with OEM automotive businesses or knowledge of the OEM parts industry

• Demonstrated experience in Enterprise Selling, strategic execution in large multi-national accounts

• Demonstrated experience engaging across all levels from C-level Executives to developers/architects.

• Proven success managing time and juggling multiple accounts in a high-growth environment, while exceeding customer expectations

• Business proficiency in the English language

• (Bonus) Personal interest or passion for Cars or Motorsport

• (Bonus) Experience in e-commerce and helping companies sell online

• (Bonus) Part retailer or manufacturer rolodex

• (Bonus) Experience working with a diverse range of geographies, cultures and linguistic backgrounds

🪅 Benefits

• Competitive base salary plus equity. Even though we’re a small startup, we offer competitive salaries and great equity.

• Generous parental leave and flexible return to work.

• Flexible working hours and location. We have an office-first culture but you can work remotely or from home whenever it suits you. There are no fixed hours so you can choose to work when you’re most effective.

• Ergonomic office. Sit-stand desks, ergonomic chairs, quiet spaces, and collaboration spaces to suit all kinds of working styles.