First Line Manager

Overview

As the Sales Manager, you’ll be a foundational force in building and scaling both new logo acquisition and expansion in your region. Leading a team of motivated quota-carrying Account Executives, you’ll be accountable for creating an elite sales culture, enhancing sales discipline, and helping your team win complex enterprise deals across high-potential markets. You will embody what it means to be a bar-raiser - not just holding high standards, but ope rationalising them through coaching, process, and execution.

Champion Elite Sales Execution

• Lead from the front by coaching AEs through long, complex enterprise sales cycles — from outbound opportunity generation through to multi-threaded stakeholder engagement, PoCs, and contract negotiation

• Reinforce a rigorous, AE-led approach to pipeline creation and account strategy

Drive and Scale New Logo Acquisition and Expansion

• Build and execute regional strategies to break into high-value accounts across the crypto, fintech, financial services, and regulatory ecosystem

• Forecast accurately, deliver against team quota, and maximise GTM efficiency in region

Embed Sales Rigour & Methodology

• Roll out and reinforce powerful sales hygiene — from qualification and forecasting, to next-step discipline and CRM hygiene

• Act as a process enabler, ensuring not just methodology knowledge, but mastery in execution underpinning MEDDPICC and Value-Based Selling

• Leverage AI-powered sales tools to support qualification, pipeline health, and deal strategy execution.

Coach, Develop & Elevate the Team

• Continuously coach on core sales motions: outbound prospecting, access to power, objection handling, discovery quality, and deal closing

• Provide real-time feedback via call coaching, pipeline reviews, and deal strategy sessions

• Help AEs progress their careers while outperforming targets

• Encourage the thoughtful application of AI tools within the sales process, fostering a culture of experimentation and continuous improvement.

• Incorporate AI-driven insights and capabilities into seller workflows to enhance productivity, improve win rates, and shorten sales cycles.

Accelerate Strategic Proof-of-Concept Motions

• Elevate the team’s handling of Proofs of Concept and Trial cycles — ensuring AEs & SEs collaborate, and deliver customised demonstrations

• Partner with pre-sales to deliver exceptional buying experiences

Orchestrate Cross-Functional Success

• Steer/Support the sales team in leading a cross-functional deal squad to ensure a smooth and high-velocity deal cycle

• Feed voice-of-customer insights back into GTM leadership and Product

Build a High-Performance Culture

• Create psychological safety and accountability through inclusion, transparency, and trust

• Set the tone for excellence, energy, and ethical ambition — within your team and cross-regionally

• Hire, onboard, and retain exceptional talent

Promote AI literacy and usage best practices across the team to drive innovation, reduce cognitive load, and support data-informed decision-making.

• Solid experience of B2B SaaS sales experience, with a strong bias toward enterprise and/or FI new business acquisition

• 3-5 years of sales leadership experience, managing quota-carrying AEs in a high-growth, fast-paced GTM environment with a strong track record of delivering against team quota.

• Proven, practical expertise in MEDDIC / MEDDPICC and Value Selling

• A track record of leading high-performing teams that consistently meet and exceed quota targets

• Hands-on experience managing AE-led outbound/prospecting motions, and coaching reps on breaking into cold accounts

• Previous success running sales cycles that include Proof of Concept or Trial components

• Excellence in pipeline hygiene, sales forecasting, and funnel management

• Ability to thrive in ambiguity, think cross-regionally, and scale what works — fast

• A collaborative and growth-minded leadership style with strong cross-functional influence

• A strong awareness of AI tools and techniques relevant to modern sales execution (e.g., conversation intelligence, sales enablement platforms, lead scoring) — and a willingness to coach reps on their effective, ethical use.

• Strong…