Sales Director

About You
As Sales Director, you will be responsible for leading Zelra’s sales and account management team across the UK, Europe, Australia and New Zealand (ANZ). The role develops and executes Zelra’s sales strategy to drive revenue growth, maximise value from existing markets, expand geographically into new markets, and deliver measurable value to our clients. Success in the position requires a balance of commercial and business acumen, customer advocacy, and cross-functional collaboration to define and execute sales strategies that strengthen Zelra’s competitive positioning.
This is not solely a sales leadership role. Alongside leading the global team, you will carry an individual sales target and will personally source, lead and close high-value, multi-year opportunities. You will need to be equally comfortable setting strategy at Senior Leadership Team (SLT) level and working directly with customers: running discovery workshops, shaping value-based proposals and tender responses, and leading commercial and contract negotiations through to signature.
As a member of our SLT, you will work 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.
How you’ll make an impact:
Leadership & Strategy
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, covering market analysis, competitive positioning and customer segmentation, aligned with company goals and customer needs within each region.
Lead and coach team members across regions through joint customer meetings, deal reviews and negotiations.
Establish and monitor key sales metrics to evaluate team performance and identify opportunities for improvement.
Foster a culture of innovation within the sales team to continuously improve processes and methodologies.
Sales Delivery
Achieve or exceed individual quarterly and annual sales bookings targets by personally owning and closing key strategic opportunities in the UK and Europe, in addition to overall team targets.
Drive the achievement of sales objectives and outcomes across all regions, including the UK, Europe and ANZ, ensuring alignment with regional strategies and business goals.
Lead key deals end to end from prospecting, discovery workshops, value-based pricing, proposals and tender responses (RFI, RFQ and RFP), to contract negotiation and signature.
Build and maintain a healthy personal pipeline of qualified opportunities across existing and new markets, accurately managed in Salesforce.
Embed value-based pricing, value-based sales and challenger sales methodologies, ensuring competitive and profitable pricing for all deals.
Market and Stakeholder Engagement
Develop and lead the sales-related components of the market expansion strategy.
Build and maintain strong relationships with C-level executives, key stakeholders, customers and industry partners.
Conduct regular market analysis and work closely with Product Management, providing market and customer insights that shape sales strategy, product direction and sales enablement.
Represent the company at conferences and industry events to generate leads and build the company network.
Forecasting, Governance and Risk
Provide accurate quarterly forecasts and sales reports using Salesforce, adhering to pipeline, best-case, and commitment principles.
Oversee the preparation of pricing proposals, sales contracts, and ensure compliance with legal and internal guidelines.
Oversee internal stakeholder engagement and risk management across the sales function.
About You
Experience
Proven experience as a Sales Director, Head of Sales, or equivalent senior sales role with a strong background in complex technology solution sales and a demonstrable track record of personally closing multi-year, multi-stakeholder deals (typically USD1M to USD4M+) while carrying an individual quota.
Demonstrated ability to lead mentor and manage high-performing sales teams across international markets, working effectively across diverse cultural and organisational contexts.
A hands-on, player-coach approach: equally effective leading a team and personally driving opportunities from prospecting through to contract signature.
Experience leading tender responses and navigating public procurement frameworks across multiple countries.
History of delivering revenue growth and market expansion, including successful execution of value-based pricing strategies.
Skills and Attributes
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.
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.
High proficiency in CRM systems (e.g., Salesforce), with strong forecasting and reporting expertise that supports accurate sales tracking and data-driven decision making.
Self-motivated, organised, and capable of working independently and across time zones as part of a globally distributed leadership team.
Proven track record of cross-functional collaboration, particularly with Product, Marketing, Professional Services, Customer Care, and R&D teams.
Qualifications and Logistics
Based in the UK with the right to work in the UK, and willing to travel domestically and internationally on a regular basis, including to Europe and ANZ.
A degree in business, technology or a related field, or equivalent experience.
Rail or transportation industry experience, ideally across international markets is desirable.
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 $11 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.

Skills
Product Management, Salesforce, CRM, Account Management, Negotiation, Risk Management, Procurement

Experience
10+ yrs

Work arrangement
Yes