Sales Director

The Opportunity

This is a hands-on leadership role for someone who enjoys building, scaling, and leading growth within an emerging software and SaaS business.

You will take ownership of Overcyte's sales strategy, pipeline development, partner ecosystem, customer acquisition, and recurring revenue growth across New Zealand, Australia, the United Kingdom, and other target markets.

Working closely with the founders, customers, partners, and subject matter experts, you'll help transform market opportunities into sustainable growth by building repeatable sales processes, strengthening strategic relationships, and creating a high-performing revenue engine.

We're looking for someone who understands that success in an early-stage SaaS company requires far more than closing deals.

Success requires a combination of strategic thinking, commercial leadership, SaaS growth experience, relationship building, market development, sales execution, and the ability to navigate uncertainty while driving measurable outcomes.

Key Responsibilities

Sales Strategy & Revenue Growth

• Develop and execute Overcyte's sales strategy aligned to business objectives, growth targets, and recurring revenue objectives.
• Identify, prioritise, and pursue new market opportunities across target industries and regions.
• Build and maintain a healthy pipeline of qualified opportunities.
• Develop and refine sales processes, methodologies, and performance metrics.
• Drive annual recurring revenue (ARR) growth through direct sales activity and strategic business development.
• Support pricing, subscription models, proposals, and contract negotiations.
• Assist in defining go-to-market strategies for new products, services, and market segments.
• Contribute to revenue forecasting, budgeting, and growth planning activities.

Business Development & Market Expansion

• Identify opportunities to expand Overcyte's presence within critical infrastructure, essential services, government, regulated industries, and complex technology environments.
• Develop relationships with key decision-makers, executives, boards, and industry stakeholders.
• Build and maintain a structured business development programme.
• Create and execute account-based growth strategies for priority customers and sectors.
• Identify opportunities for expansion within existing customer relationships.
• Support entry into new geographic markets and industry verticals.
• Develop strategies to improve market awareness and customer acquisition.
• Monitor industry trends, customer needs, and competitive activity.

Partner & Channel Development

• Develop and manage strategic partner relationships.
• Build referral, reseller, advisory, and alliance partner programmes.
• Identify opportunities to collaborate with cyber security consultancies, managed service providers, industry associations, and technology vendors.
• Develop joint go-to-market initiatives with partners.
• Establish partner engagement, enablement, and success processes.
• Support partners in understanding and positioning the Overcyte platform.
• Grow partner-generated opportunities and revenue streams.
• Build long-term relationships that strengthen market reach and customer outcomes.

SaaS Growth & Commercial Excellence

• Establish and maintain a disciplined sales management framework.
• Define sales KPIs, activity metrics, and performance targets.
• Develop repeatable sales playbooks, messaging, and customer engagement approaches.
• Improve qualification, discovery, proposal, and closing processes.
• Support customer retention, expansion, and subscription growth strategies.
• Help establish scalable revenue operations and reporting practices.
• Monitor customer acquisition cost (CAC), sales efficiency, pipeline health, and revenue performance.
• Contribute to organisational planning and growth initiatives.

Customer Engagement & Solution Selling

• Lead strategic sales conversations with executive and senior leadership audiences.
• Understand customer challenges relating to cyber security, governance, risk, resilience, compliance, and operational performance.
• Position Overcyte's platform and services in a manner that aligns with customer outcomes.
• Facilitate discovery workshops and solution discussions.
• Develop compelling business cases and value propositions.
• Support proposal development, presentations, demonstrations, and procurement activities.
• Build trusted advisor relationships with customers and stakeholders.
• Support successful customer onboarding and long-term relationship development.

Market Intelligence & Continuous Improvement

• Maintain awareness of cyber security, SaaS, technology, risk, resilience, regulatory, and industry developments.
• Monitor market trends, competitor activity, customer needs, and emerging opportunities.
• Contribute to thought leadership, webinars, events, and market engagement initiatives.
• Provide market feedback to support product development and strategic planning.
• Identify opportunities to strengthen Overcyte's market position and competitive advantage.
• Support the development of sales collateral, customer success stories, and industry messaging.
• Contribute to continuous improvement of sales methodologies and customer engagement approaches.
• Stay current with emerging technologies, market dynamics, and growth strategies.

What We're Looking For

Essential

• 7+ years' experience in sales, business development, account management, or commercial leadership roles.
• Demonstrated success growing revenue within a SaaS, software, technology, cyber security, or high-growth B2B business.
• Proven experience developing and executing successful sales and market growth strategies.
• Strong track record of achieving and exceeding revenue and recurring revenue targets.
• Experience managing complex sales opportunities involving multiple stakeholders.
• Experience selling software, platforms, subscriptions, or technology-enabled services.
• Excellent communication, presentation, negotiation, and commercial acumen.
• Strong organisational and pipeline management capabilities.
• Self-motivated, proactive, and comfortable operating in a high-growth environment.

Highly Desirable

• Demonstrated experience helping scale an early-stage or growth-stage SaaS business.
• Experience taking a company from startup through scale-up phases of growth.
• Experience building sales functions, processes, forecasting disciplines, and commercial frameworks from the ground up.
• Existing relationships within critical infrastructure, government, utilities, health, financial services, or regulated industries.
• Experience developing and managing partner, channel, or alliance programmes.
• Understanding of governance, risk, compliance, operational resilience, and cyber security concepts.
• Experience working closely with founders and executive leadership teams.
• Experience operating across New Zealand, Australia, the United Kingdom, or international markets.

Success Measures

Success in this role will be measured through:

• Achievement of annual and quarterly revenue targets.
• Growth in annual recurring revenue (ARR).
• Growth in qualified sales pipeline and forecast accuracy.
• Increased customer acquisition across target industries and regions.
• Growth in partner-generated opportunities and revenue.
• Improved sales conversion rates across the customer lifecycle.
• Expansion into new markets, industries, and customer segments.
• Positive contribution to customer retention, expansion revenue, and long-term business growth.

Why Join Overcyte?

This is an opportunity to help shape the growth of a software company operating in one of the most important and rapidly evolving sectors today.

You'll work directly with organisations responsible for delivering essential services, managing sensitive information, and operating complex technology environments.

You'll help customers better understand cyber risk, improve resilience, and make more informed decisions while contributing to the growth of a platform with significant international potential.

We're building a SaaS platform designed to simplify cyber governance, risk management, compliance, and resilience activities while delivering meaningful outcomes for our customers.

As a growing business, every contribution has a direct impact.

We're looking for someone who enjoys building markets, creating opportunities, developing relationships, and helping transform a high-potential software business into a recognised industry leader.

Working Arrangement

• Full-time position.
• Flexible working arrangements.
• Remote working available.
• New Zealand or Australia preferred, with consideration given to exceptional candidates in other locations.
• Regular engagement with customers, partners, industry associations, and events.
• Competitive remuneration package including performance-based incentives.
• Opportunity to play a key leadership role in the growth and expansion of Overcyte.
• Opportunity to grow alongside the business as Overcyte expands.

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