CyberSource (A Visa Inc. Company) is a global leader in e-Commerce Payment Management. As part of CyberSource’s continued growth and expansion we are looking for talented, articulate and bright individuals who want to make a difference.

CyberSource has been and continues to be a pioneer within the e-Commerce Payment Management world. CyberSource offers a full-service payment management platform for e-commerce merchants, combining global payment processing, fraud management and payment security systems.

CyberSource is a wholly owned subsidiary of Visa Inc. CyberSource operates in Europe under agreement with Visa Europe.

The Director of Inside Sales will be responsible for the design and implementation of an effective Inside Sales support model to deliver to the sales team an effective lead generation process and driving efficiencies in collaboration with marketing operations across the Europe region. This position will work closely with regional sales business leaders plus other functions such as marketing, to implement and coordinate systems and procedures, and interface with regional and global business partners. 

This is a senior position, and as such, the candidate must possess strong commercial acumen, coupled with leadership skills and payments industry knowledge to drive the best outcome for the business.

• Work with the Cybersource Sales team, Sales management and Marketing team to implement an effective end-to-end lead generation model. The model is to drive the growth of our demand generation, producing effective sales leads. Key components of the model are to determine the viability of potential customers, identify the customers’ online payment processing and risk management needs and generate enthusiasm for Cybersource’s solutions. Once developed, own the end-to-end Inside Sales management process
• Work closely with the Marketing Operations team (regionally and globally) to drive best practice and co-ordination of lead workflows between marketing and sales
• Implement and own a robust lead qualification process, aligned to specific sales KPIs
• Outbound prospecting to a strategic target list of ecommerce merchants. Respond to inbound calls, emails and merchants who contact Cybersource directly. Qualify leads generated from our ecosystem of referral partners 
• Create and prioritize strategic target account lists, conducting high level conversations with senior executives in prospect accounts
• Track Lead results; provide monthly, quarterly, and annual Leads sales reporting, including conversion ratio’s; communicate findings of key metrics and key performance indicators to the regional leadership team and to sales colleagues 
• CRM management; ensure Leads are logged in full and all relevant qualification information is tracked within Salesforce.com. Collaborate with leadership and sales management to ensure timely and appropriate implementation of the Lead process to drive success
• Establish strong relationships with key stakeholders within the business to allow for successful partnerships
• Support and work with global Marketing Operations & key stakeholders to deliver an efficient global approach to lead generation, including the enhancement to tools, systems and processes
• Build and maintain a team culture which is cohesive and accountable
• Communicates effectively and builds rapport with team members through regular dialogue and coaching
• Builds momentum and creates energy to achieve the team vision and mission. Articulates progress against strategy on a regular basis. 

• Significant commercial experience in lead management supporting sales teams in a B2B high-growth sales environment
• Significant experience of using Salesforce.com CRM, including production of reporting and analysis
• Experience of Sales Effectiveness Models & Project Management
• Outstanding attention to detail is required
• Excellent verbal, analytical and written communication skills and interpersonal skills.
• Bachelor’s degree or equivalent required
• Must possess “can do” attitude and willingness to work in a new initiative environment
• Significant experience of working within businesses who have complex multi region operations with aggressive growth plans
• Demonstrated experience of successfully executing against tight deadlines, with a collaboration mindset
• Must be able to skillfully prioritize and manage concurrent projects and issues
• Experience in working with cross-functional/cross-departmental and virtual teams at a senior level
• Self-starter with exemplary organization and resolution management skills

• Effective end to end lead management, driving sales growth
• Close partnerships with key stakeholder groups
• Continuous improvement in employee engagement scores
• Defined outcomes from talent development activities