Senior Sales Director

Role Description:
Plume works with Internet Service Providers (ISPs) to run the connected experience inside their
subscribers’ homes and small businesses. Our platform sits between their network and the people using
it, managing WiFi performance, security, device visibility, care and the digital services layered on top. We
are used at scale by some of the largest ISPs across North America, Europe, Asia and the Middle East.
The UK and Ireland are mature and concentrated markets. The number of ISPs that matter is small, they
are well known to us, and most already have an established approach to managing the connected home.
Success here depends on building credibility at a senior level, shaping how these organisations think
about the experience they deliver to their subscribers, and then proving that value at scale.
We are looking for someone who is at their best in a small number of large, complex accounts rather
than in a broad prospecting territory.
It is a role with real ownership. You will be the face of Plume in the region, working directly with our
executive team and with senior leaders at some of the best-known ISPs in the market.

Responsibilities:
• A named list of UK and Ireland ISPs, covering both new logos and the growth of existing
deployments into new services, subscriber tiers and lines of business.
• A multi-million-dollar annual quota carried across new business and installed base expansion.
• The full cycle: executive access, discovery, business case, technical validation and POC,
commercial modelling, procurement, contract, and a clean handover into delivery. You stay
accountable through launch.
• The relationship map inside each account. Not a single champion, but the CTO, the Chief Product
or Consumer officer, the owner of customer care and operations, and whoever holds the broadband
P&L.
• A virtual team pulled from solutions engineering, product, delivery, finance, legal and executive
sponsorship. You direct it. You do not wait for it.
• Accurate forecasting. Deals of this size move, and we would rather know early than late.
• A clear read on the market: how ISPs in the region are approaching the connected home, where
their priorities are shifting, and what that means for our roadmap. You are our eyes in the territory.

Qualifications:
This role calls for someone who already understands how ISPs buy. Their decision cycles, stakeholder
structures and commercial models are specific to the industry, and the experience we are looking for
reflects that.
• A track record selling hardware, software, cloud or platform solutions directly to ISPs, with evidence
of recurring or subscription-based commercial models. Your experience should be with ISPs as the
buyer, rather than with 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 cycles, formal
procurement, and an established solution 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. You should be able to build a credible business case yourself before a solutions engineer is in
the room.
• Experience winning business where the customer already had a solution in place, whether bought
or built in-house. That is a different commercial conversation, and we place real weight on it.

• Existing senior relationships across UK and Ireland ISPs, or a specific and realistic plan for building
them inside two quarters.
• MEDDPICC applied in practice rather than in theory. Expect to walk us through a live deal from your
current role against it.
• Comfort operating without a finished playbook. Our product moves, our commercial models evolve,
and parts of this territory are still being defined. You will be building as you sell.
• Consistent quota attainment, and the ability to explain honestly where you missed and why.
• Willingness to travel regularly across UK and Ireland, and occasionally across EMEA.