Senior Director of Sales Excellence and Growth

📌 Core Information

🔹 Job Title: Senior Director of Sales Excellence and Growth

🔹 Company: nCino, Inc.

🔹 Location: London, UK

🔹 Job Type: Full-Time

🔹 Category: Sales

🔹 Date Posted: April 11, 2025

🔹 Experience Level: 10+ years

🔹 Remote Status: On-site

🚀 Job Overview

Key aspects of this role include:

• Driving revenue growth and optimizing sales processes in EMEA markets
• Collaborating cross-functionally to ensure coordinated go-to-market execution
• Developing and delivering sales training programs and enablement initiatives
• Strengthening customer engagement and partner relationships
• Analyzing customer business processes to identify optimization opportunities

ASSUMPTION: This role requires a strategic mindset, strong leadership skills, and the ability to work effectively with cross-functional teams.

📋 Key Responsibilities

✅ Utilize high-level technical knowledge to enhance pipeline management strategies, drive conversion and revenue growth through improved forecasting, lead qualification, and opportunity management processes.

✅ Develop innovative and impactful solutions, tools, and frameworks to empower Account Executives with repeatable, scalable strategies and best practices that maximize win rates.

✅ Lead cross-functional collaboration with Sales, Marketing, BDG, and Partner teams to ensure coordinated go-to-market execution, strengthen customer engagement, and align sales initiatives with regional market needs.

✅ Oversee performance and enablement by developing sales training programs, playbooks, and enablement initiatives, introducing and advising on data-driven approaches to measure and improve sales effectiveness, and supporting sales teams with competitive intelligence, value-based selling techniques, and deal execution strategies.

✅ Collaborate with the Global Alliances team to develop joint go-to-market strategies with key partners, co-sell initiatives, and enablement programs to strengthen solution positioning and adoption, and enable the sales team to effectively engage with partners.

✅ Establish key performance metrics to monitor, assess, and enhance sales performance, and provide insights and recommendations to sales leadership to refine strategy and execution.

✅ Analyze customer business processes to determine solutions and identify optimization opportunities, ensure alignment with nCino's Bank Operating System capabilities, and provide structured feedback to the product development team for continuous innovation.

ASSUMPTION: This role involves a mix of strategic planning, tactical execution, and cross-functional collaboration to drive sales excellence and growth.

🎯 Required Qualifications

Education: Bachelor’s degree in Business, Computer Science, or a related field.

Experience: 12+ years of experience in sales operations, sales excellence, or go-to-market roles, preferably in enterprise SaaS or FinTech.

Required Skills:

• Proven track record in driving revenue growth and optimizing sales processes in EMEA markets.
• Strong understanding of consultative and value-based selling.
• In-depth knowledge of the EMEA financial services landscape.
• Demonstrated ability to work collaboratively with cross-functional teams, including Sales, Marketing, Product, and Partners.
• Excellent analytical, problem-solving, and decision-making skills.
• Exceptional communication, presentation, and interpersonal skills.
• Experience with the Salesforce Platform and sales enablement technologies.

Preferred Skills:

• Fluency in additional European languages.
• Experience working with partners in the financial services industry.

ASSUMPTION: Given the strategic nature of this role, candidates should have a strong understanding of sales processes, market dynamics, and cross-functional collaboration.

💰 Compensation & Benefits

Salary Range: £120,000 - £160,000 per annum (Estimated based on industry standards for a senior sales role in London)

Benefits:

• Competitive benefits package
• Health, dental, and vision insurance
• 401(k) matching
• Generous time off and holiday policy
• Employee stock purchase plan

Working Hours: Full-time, typically Monday to Friday, 9:00 AM to 5:30 PM (with flexibility for remote work)

ASSUMPTION: The salary range is estimated based on market research and may vary depending on the candidate's experience and qualifications.

📌 Applicant Insights

🔍 Company Context

Industry: nCino operates in the cloud banking software industry, focusing on digital transformation and process optimization for financial institutions.

Company Size: nCino has 1,001-5,000 employees, providing a large, established environment with ample opportunities for growth and collaboration.

Founded: nCino was founded in 2012, with a strong focus on innovation and continuous improvement.

Company Description:

• nCino offers a cloud-based banking platform that helps financial institutions streamline processes and enhance customer experiences.
• The company's solutions include loan origination, customer onboarding, and account opening, among others.
• nCino is committed to fostering an inclusive and diverse work environment.

Company Specialties:

• Cloud banking software
• Bank operating system
• Banking regulation and compliance
• Loan origination

Company Website: ncino.com

ASSUMPTION: nCino's focus on innovation and continuous improvement creates an environment where employees can grow and make a significant impact.

📊 Role Analysis

Career Level: Senior Director roles typically involve strategic decision-making, team leadership, and cross-functional collaboration.

Reporting Structure: This role reports to the Vice President of Global Ecosystems, Sales Excellence and Growth, EMEA, and is expected to manage a team of sales enablement and operations professionals.

Work Arrangement: This role is primarily on-site, with flexibility for remote work as needed.

Growth Opportunities:

• Potential to advance to a Vice President or Chief of Staff role within the sales organization.
• Opportunities to expand responsibilities and influence across the EMEA region.
• Chance to develop leadership skills and mentor junior team members.

ASSUMPTION: Given nCino's growth and market position, there are ample opportunities for career advancement and professional development.

🌍 Location & Work Environment

Office Type: nCino's London office is a modern, collaborative workspace designed to foster innovation and teamwork.

Office Location(s): 30 Great Guildford Street, London, England, GB

Geographic Context:

• London is a major global financial hub, providing ample opportunities for networking and professional growth.
• The city offers a vibrant cultural scene, with numerous attractions, restaurants, and entertainment options.
• London has a temperate maritime climate, with mild winters and warm summers.

Work Schedule: The typical work schedule is Monday to Friday, 9:00 AM to 5:30 PM, with flexibility for remote work as needed.

ASSUMPTION: nCino's London office provides a dynamic and engaging work environment that supports collaboration and innovation.

💼 Interview & Application Insights

Typical Process:

• Phone or video screen with a member of the HR team
• Behavioral and technical interviews with cross-functional stakeholders
• Final interview with the hiring manager
• Background check and offer extension

Key Assessment Areas:

• Sales strategy and process improvement
• Cross-functional collaboration and stakeholder management
• Analytical and problem-solving skills
• Cultural fit and alignment with nCino's values

Application Tips:

• Highlight your experience driving revenue growth and optimizing sales processes in EMEA markets.
• Demonstrate your understanding of consultative and value-based selling, as well as the EMEA financial services landscape.
• Tailor your resume and cover letter to emphasize your relevant skills and experiences.

ATS Keywords: Sales operations, sales excellence, go-to-market strategy, revenue growth, sales training, data analysis, cross-functional collaboration, consultative selling, value-based selling, sales enablement, forecasting, opportunity management, customer engagement, competitive intelligence, performance metrics, financial services

ASSUMPTION: nCino's interview process is designed to assess candidates' technical skills, strategic thinking, and cultural fit.

🛠️ Tools & Technologies

• Salesforce Platform
• Sales enablement technologies (e.g., Highspot, Showpad)
• Microsoft Office Suite (Word, Excel, PowerPoint)
• Google Workspace (Gmail, Google Drive, Google Docs)

ASSUMPTION: Familiarity with these tools and technologies is essential for success in this role.

👔 Cultural Fit Considerations

Company Values:

• Customer-centric
• Innovative
• Collaborative
• Accountable
• Inclusive

Work Style:

• Fast-paced and dynamic
• Collaborative and team-oriented
• Data-driven and analytical
• Adaptable and open to change

Self-Assessment Questions:

• Do you thrive in a fast-paced, collaborative environment?
• Are you comfortable working with cross-functional teams and stakeholders?
• Do you have a proven track record of driving revenue growth and optimizing sales processes?

ASSUMPTION: nCino values candidates who are customer-focused, innovative, collaborative, and adaptable.

⚠️ Potential Challenges

• Managing a large, complex sales organization across EMEA markets
• Balancing strategic planning with tactical execution
• Navigating a dynamic, fast-paced work environment
• Adapting to changes in market conditions and customer needs

ASSUMPTION: These challenges can be overcome with strong leadership, strategic thinking, and adaptability.

📈 Similar Roles Comparison

• Unlike traditional sales management roles, this position focuses heavily on sales strategy, enablement, and process improvement.
• This role requires a strong understanding of the EMEA financial services landscape and the ability to work effectively with cross-functional teams.
• Career progression may involve advancing to a Vice President or Chief of Staff role within the sales organization.

ASSUMPTION: This role offers a unique blend of strategic decision-making, tactical execution, and cross-functional collaboration.

📝 Sample Projects

• Developing and implementing a new sales forecasting process to improve accuracy and drive revenue growth
• Collaborating with marketing to create targeted campaigns that generate high-quality leads and improve conversion rates
• Partnering with product management to gather customer feedback and inform product development

ASSUMPTION: These sample projects illustrate the strategic, collaborative, and data-driven nature of this role.

❓ Key Questions to Ask During Interview

• How does this role contribute to nCino's overall growth strategy in EMEA markets?
• What are the key priorities for this role in the first 30, 60, and 90 days?
• How does nCino support the professional development and growth of its employees?
• What is the dynamic like working with cross-functional teams at nCino?
• How does nCino measure and track sales performance and pipeline health?

ASSUMPTION: These questions demonstrate your interest in the role, the company, and its growth prospects.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through this link
• Tailor your resume and cover letter to highlight your relevant skills and experiences, emphasizing your ability to drive revenue growth and optimize sales processes in EMEA markets.
• Prepare for behavioral and technical interviews by reflecting on your past experiences and developing examples that demonstrate your problem-solving skills, strategic thinking, and cross-functional collaboration.
• Follow up with the HR team one week after submitting your application to confirm receipt and inquire about the next steps in the interview process.

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.