Sales Director

About the Role

You will assume a key strategic role on Zelra’s Senior Leadership, leading and managing the Zelra sales and account management team in Australia and Europe. You will be responsible for developing and executing the sales strategy to drive revenue growth, maximise value from existing markets, expand geographically, and deliver value to our clients. Success in the role requires a balance of commercial and business acumen, customer advocacy, and cross-functional collaboration to define and execute sales strategies that enhance our competitive positioning.

The role works closely with customers and internal departments such as product management, marketing, professional services, customer care, and R&D to ensure sales strategies meet market demands, support revenue generation, and align with business objectives. You will also assume accountability for driving the execution of pricing strategies and value-based sales methodologies.

The most important duties of the role are:

• Manage and lead the global sales function for Zelra to achieve all sales objectives, assuming overall responsibility and accountability for sales bookings and pipeline maturity targets.
• Develop and execute the company-wide sales strategy aligned with company goals and customer needs.
• Lead the execution of pricing strategies, value-based sales and challenger sales methodologies
• Develop and lead the sales-related components of the market expansion strategy.
• Drive the achievement of sales objectives and outcomes across ANZ, UK, Europe, and US markets, ensuring alignment with regional strategies and business goals.
• Oversee internal stakeholder engagement and risk management across the sales function.
• Contribute as a key member of the Senior Leadership Team.
• Build and maintain strong relationships with C-Level executives.
• Execute and oversee pricing strategies to ensure competitive and profitable pricing for all deals.
• Develop comprehensive sales strategies that include market analysis, competitive positioning, and customer segmentation.
• Ensure strategies are adaptable to changing market conditions and aligned with business goals.
• Build and nurture relationships with key stakeholders, customers, and industry partners.
• Provide accurate quarterly forecasts and sales reports using Salesforce, adhering to pipeline, best-case, and commitment principles.
• Conduct regular market analysis to identify trends, opportunities, and threats and adjust strategies accordingly.
• Work closely with the Product Manager to align sales strategies with product development and market needs.
• Provide market and customer feedback to inform product direction and support sales enablement.
• Represent the company at conferences and industry events to generate leads and build the company network.
• Establish and monitor key sales metrics to evaluate team performance and identify opportunities for improvement.
• Oversee the preparation of pricing proposals, sales contracts, and ensure compliance with legal and internal guidelines.
• Foster a culture of innovation within the sales team to continuously improve processes and methodologies.

About You

• Proven experience as a Sales Director, Sales Manager, or equivalent role with a strong background in complex technology solution sales.
• Demonstrated ability to lead and manage high-performing sales teams, including mentoring and performance management.
• Strong strategic thinking abilities to develop and adapt sales and account management strategies aligned with business goals and changing market conditions.
• Deep commercial and business acumen, with a proven track record of delivering revenue growth and market expansion.
• History of successfully executing value-based pricing strategies.
• Excellent influencing and negotiation skills, with the ability to build relationships at C-level, present compelling value propositions, and lead successful commercial and legal negotiations.
• A strong results orientation and execution focus, with the ability to drive performance, meet sales targets, and ensure consistent pipeline growth across multiple regions.
• Customer-centric mindset with a deep understanding of client needs and engagement practices.
• Self-motivated, organised, and capable of working independently.
• High proficiency in CRM systems (e.g., Salesforce), with strong forecasting and reporting expertise that supports accurate sales tracking and data-driven decision making.
• Proven track record of cross-functional collaboration, particularly with Product, Marketing, Professional Services, Customer Care, and R&D teams.
• Flexibility and adaptability to evolve strategies in response to dynamic market environments.

Ideally, you’ll also bring:

• A degree in business, commerce, marketing, IT, computer science, or a related field, or equivalent experience.
• Experience working with major stakeholders and partners in the Rail sector, understanding the economic drivers of rail operators and official bodies.

About Us

Zelra is a leading provider of Rail software solutions that enhance train performance through real-time driver advice. Our Driving Advice System (DAS) is installed in train cabins across the world, providing precise and dynamic guidance to help drivers operate more efficiently.

DAS delivers significant benefits to our customers, including:

• Reducing energy consumption by up to 15% per journey
• Supporting right-time running and preventing station overruns
• Minimizing wear and tear by avoiding heavy braking and acceleration
• Lowering the rail sector’s carbon footprint.

Zelra is part of Modaxo, the people-transport division of Constellation Software Inc. (TSX: CSU)—a global technology leader with over $8 billion USD in annual revenue. At Zelra, we value our people and foster a collaborative, inclusive, and balanced work environment where everyone can thrive.

Want to Join Us?

If you feel excited by the opportunity to join a growing network of global businesses, please apply now. We'd love to hear from you.