Country Manager

The organisation

Scrive’s purpose is to deliver world-leading automation of customer onboarding in any channel with outstanding e-signing and identification. As the market leader in the Nordics, we are currently providing more than 2.000 customers in over 40 countries with our solution and expertise.

Our aim is to be the most customer-centric player in our industry and we constantly strive to become better at fully understanding our existing and potential customers' needs, pain points and challenges, even when they do not see it themselves.

The four core values of Scrive are Challenging, Caring, Committed and to always have Integrity. In a relationship, these values should manifest themselves in a constant aim to not only accept our customers' beliefs but to dare to challenge their biases and to genuinely care enough to provide them with new insights and nothing but the very best possible solution. Even if it creates more friction for ourselves. We wish to stay committed to our purpose, to help each other out and to never settle for anything less than the very best version of ourselves. A Scrive rep should have integrity enough to stand up for his or her opinions as well as for our offering and business models.

The position

Having existed since 2010, we have seen enormous growth in the last three to four years, as the Nordic markets have matured and gotten fully ready to make use of what we do. Our focus to provide the most rigorous and secure platform in the e-signing sphere has proven to be especially relevant in sectors such as telecom, banking and finance, automotive and insurance. Today we can pride ourselves on being able to deliver our solution to customers such as larger international banks, telecom providers like Telia and Telenor, players such as AVIS and Hertz in the car rental industry, etc.

But, we are still a scale-up in our DNA and mindset and we will always aim to stay that way. With current offices in Stockholm (headquarters), Copenhagen and Oslo, we are now entering the Dutch market to try to replicate some of what we have already accomplished in the Nordics. In other words, we are once again entering the phase of an early-stage company on a new market.

However, we are now doing it with a solid track record and an extensive understanding of what drives success in our industry. Currently, we are looking for the right person to head our entering in the Netherlands in the role as Country Manager, and the role consists of the following:

1. 50% about selling and reaching own pipeline and sales targets , (first three months together with the Head of New Markets, last three on his/her own).
2. 50% about recruitment, scanning market for/meeting/hiring candidates.
3. The Country Manager needs to rapidly (within three months) develop the competence needed in terms of the offering, platform, legal/regulatory, internal processes/way of working, to be able to successfully drive his/her own sales processes, as well as assisting others in doing the same.
4. The first recruited candidates should be able to solely learn from following along when Country Manager drives individual sales processes.
5. After 4-6 months; the budgeted FTEs of sales reps shall have joined the team.

Tasks & responsibilities

• Responsible for establishing and launching the Netherlands Sales and Success organization, including recruiting additional Scrive representatives for roles within Sales Development, Direct Sales and Customer Success.
• Country Manager will initially serve as the primary Account Executive with the responsibility to manage the entire sales process to ensure delivery against key performance metrics, with a strong emphasis on new business sales. The first three months, the Country Manager will:
  • Run own processes versus his/her own network
  • Target SMB-segment to learn the sales process, objection handling etc.
  • Follow along with and learn from Head of New Markets in mid/large tier processes.
• Serve as a direct-reporting manager (including wage-setting) for all employees in the Dutch organization.
• Individually and together with team members position Scrive’s services through strategic value-based selling, business case definition, legal guidance, etc.
• Individually/together with the team, build and grow a sales pipeline to ensure continuous over-achievement, through combining inbound leads with prospecting (phone, LinkedIn, email etc.), events, market sector intelligence, etc.
• Secure that each individual recruited into the team receives the education and coaching needed to be able to:
  • Engage with various stakeholders, navigating parallel processes with different personas such as for instance Sales, Legal and IT executives.
  • Manage the full sales process by involving appropriate internal resources such as Presales Engineers, Project Managers, Legal expertise, etc.
  • Hold product demos and webinars, attend events, always looking out for new exciting relationships and opportunities.
  • Drive expansion sales on existing customer base.
• Country Manager is also responsible for Scrive’s existing base of Dutch clients, i.e. in the role of Head of Customer Success, with the following assignment:
  • Secure an optimal onboarding and adoption for each customer, maximizing their return on investment in Scrive.
  • Measure and follow up on parameters such as Net Promoter Score, Customer Satisfaction or similar to make sure that the health each Dutch customer is strong and that each customer is happy with their engagement with Scrive.

Key performance indicators in the incentive structure:

• New (Gross) fixed Annual Recurring Revenue (ARR)
  • Total direct and indirect (via Channel Sales) ARR
• Month-to-recover Customer-Aquisition-Cost
• Net churn

Outside incentive structure:

• Net Promoter Score (and/or CSAT)
• Overall Profit and Loss responsibility
• Win-Loss rating (possibly)

Country Manager is NOT responsible for:

• Invoicing of customers or accounting related to the Dutch entity
• Handling Customer Support of Dutch customers (although a responsive and customer-centric mindset is expected in all aspects of the role)

Candidate profile

• A driven, very persistent and hungry person who is prepared to commit to working hard in order to overtime receive great leverage. This person is a builder who can more or less build our Dutch business from scratch, obviously with assistance from me and the Swedish HQ in terms of process, best practices etc.
• An individual with solid business acumen and significant experience from successfully and continuously running complex B2B-sales processes in a Sales Rep/Account Exec position.
• Experience from SaaS (Software as a Service) is a big plus. The proven ability to navigate complex sales processes, deal equally well with stakeholders from Procurement, Legal, IT, Sales, Marketing, HR etc., everything from C-level people and below.
• Preferably this individual is female, but we will accept a man:)
• Leadership experience is needed, 2-3 years is enough. We need a stable person who will place genuine interest in coaching, instructing and building the individuals in the team. Still, the willingness to initially drive her/his own sales processes need to really be there.
• This person is genuinely interested in always making sure that each customer receives the very best possible outcome with Scrive; Having a strong customercentricity focus is therefore very important.
• Having an analytical mindset, i.e. strong cognitive skills (high IQ) creating a superior ability to understand cause and effect, solve complex problems, etc., is a necessity. In other words, no need for the traditional sales cowboy!
• Education at least HBO+ level

Interested?

You are invited to apply for this position by using the form below. For more information, please contact Huib Larsen at +31 (0)20 301 22 23.