Senior Sales Director

As Senior Sales Director at Plume, you own a named portfolio of UK and Ireland Internet Service Providers (ISPs), driving both new logos and expansion of existing deployments across new services, subscriber tiers, and lines of business. You manage a multi-million-dollar annual quota and carry full ownership of the sales cycle from executive access through contract signature and into delivery launch. You are the face of Plume in the region, working directly with the executive team and senior leaders at some of the largest ISPs in the market.

What you'll do

• Own a named list of UK and Ireland ISPs covering both new business and growth of existing deployments into new services, subscriber tiers and lines of business
• Carry a multi-million-dollar annual quota across new business and installed base expansion
• Manage the full sales cycle: executive access, discovery, business case development, technical validation and proof of concept, commercial modelling, procurement, contract negotiation, and handover into delivery, staying accountable through launch
• Build and own the relationship map inside each account across the CTO, Chief Product or Consumer officer, owner of customer care and operations, and the broadband P&L holder
• Direct a virtual team pulled from solutions engineering, product, delivery, finance, legal and executive sponsorship without waiting for formal structures
• Provide accurate forecasting on deal movement and pipeline velocity
• Develop a clear read on the market: how ISPs in the region approach the connected home, where their priorities are shifting, and what that means for Plume's roadmap

What you bring

• A track record selling hardware, software, cloud or platform solutions directly to ISPs, with evidence of recurring or subscription-based commercial models (ISPs as the buyer, not a telco's enterprise IT function as one account among many)
• Ownership of deals in the multi-million-dollar ACV range with 9 to 24 month sales cycles, formal procurement processes, and established solutions already in place
• Fluency in ISP economics: ARPU and attach rates, churn and retention drivers, cost to serve, contact volumes and handling time, truck roll avoidance, CPE fleet lifecycle and ODM relationships, NPS
• Experience winning business where the customer already had a solution in place, whether bought or built in-house
• Existing senior relationships across UK and Ireland ISPs, or a specific and realistic plan for building them inside two quarters
• MEDDPICC methodology applied in practice, not just in theory
• Consistent quota attainment with the ability to explain honestly where you missed and why
• Willingness to travel regularly across UK and Ireland and occasionally across EMEA
• Comfort operating without a finished playbook as the product and commercial models evolve and parts of the territory are still being defined

What we offer

• Ownership of a significant revenue portfolio and direct access to Plume's executive team
• The opportunity to work with some of the world's largest Internet Service Providers

About Plume

Plume is the creator of the only open, hardware-independent, cloud-controlled experience platform for ISPs and their subscribers. The company partners with over 400 ISP customers including Charter, Liberty Global, and J:COM. Plume operates OpenSync, the most widely supported open-source, silicon-to-cloud framework for smart spaces, enabling ISPs to decouple service offerings from hardware and rapidly deliver new services over a multi-vendor, open-platform architecture. Plume delivers services to over 60 million locations globally and has managed over 3 billion devices on its platform.