SmartSearch's distinctive Anti-Money Laundering verification software protects our clients by offering the most advanced and comprehensive features available from an AML provider.
SmartSearch has grown rapidly by fostering an incredibly collaborative and supportive culture. As we continue our ambitious growth plans, we will strive to remain a truly exciting, rewarding, and unique place to work.
HOW WILL YOU MAKE A DIFFERENCE?
The SME Sales Manager will be responsible for leading, developing, and growing a team of SME Sales Associates and Sales Executives. This leader will own the SME revenue number, drive key performance indicators, and cultivate a culture of high performance. A central part of the role involves coaching, sales enablement, joining discovery and negotiation calls, and ensuring the team consistently over-delivers on targets.
The ideal candidate is a hands-on sales leader with strong commercial acumen, a passion for team development, and a collaborative mindset.
VARIED DAY TO DAY RESPONSIBILITIES
Sales Leadership & Performance Management
* Own the SME revenue target and drive consistent achievement and over-performance across the segment.
* Manage, coach, and develop a team of SME Sales Associates and Sales Executives.
* Monitor and optimise core KPIs including conversion rates, pipeline health, activity metrics, retention, and ARR.
* Lead regular performance reviews, pipeline checks, and forecasting sessions.
Coaching & Development
* Conduct real-time call coaching by joining discovery, qualification, demo, and negotiation calls with team members to accelerate deal velocity and skill development.
* Run weekly skills sessions, deal clinics, and ongoing performance coaching.
* Develop individual growth plans and support team members in career progression.
Sales Execution
* Partner with reps on key deals to strategise, unblock challenges, and drive stronger commercial outcomes.
* Support in building value-based sales approaches and strengthening negotiation frameworks.
* Ensure consistent adherence to sales processes, territory plans, and outbound playbooks.
Cross-Functional Collaboration
* Collaborate closely with Revenue Operations to refine forecasting, improve processes, and drive data-driven decisions.
* Work with Marketing to align on SME campaigns, lead quality, messaging, and segment-specific initiatives.
* Partner with the Partnerships team to maximise channel contribution and value throughout the customer lifecycle.
* Provide market feedback to Product, Marketing, and RevOps to help shape segment strategy.
Operational Excellence
* Support continuous improvement across the SME sales engine through documentation, enablement resources, and process enhancements.
* Ensure CRM hygiene and effective use of sales tools, ensuring data accuracy and process compliance.
* Drive team accountability through clear expectations, structured routines, and goal-setting frameworks.
WHAT ARE WE LOOKING FOR IN A CANDIDATE?
* Previous experience leading and coaching an SME sales team in a SaaS environment is advantageous; however, we also welcome high-performing individual contributors who are ready to step into their first people management role.
* Exposure to AML, KYC, Compliance, Risk, or RegTech solutions is essential, with the capability to quickly build credibility and coach within this domain.
* Strong hands-on capability in live deal and call coaching (discovery, demo, objection handling, negotiation) to improve conversion rates and deal velocity.
* Highly data-driven leader with experience managing pipeline health, forecasting accuracy, ARR, retention, and activity metrics via CRM and sales tools.
* Demonstrated ability to build, develop, and retain sales talent, including performance management, growth planning, and career progression.
* Experience working cross-functionally with Revenue Operations, Marketing, and Partnerships to optimise lead quality, forecasting, and segment performance.
* Familiarity with structured sales methodologies (e.g. MEDDICC, SPIN, Challenger) and embedding them into team routines.
WHAT IS LIFE LIKE AT SMARTSEARCH?
* We are a multi-award winning Tech company with an aspirational mentality
* Some of our most recent recognitions include: named in the renowned RegTech100 list for 2024, listed in the Top 100 Fasted Growing Tech Companies by Northern Tech Awards 2024 as well as being named Technology Provider of the Year by Corporate Finance Awards 2024
* We have been Great Place To Work Certified since 2022
* There are excellent progression opportunities due to our growth and you will have personal development goals, regular feedback and support
* We are a diverse and inclusive team committed to promoting Diversity & Inclusion and Social Responsibility. Through our DE&I group, charitable initiatives and support for local schools, we actively foster a positive Impact on our community
COMPANY BENEFITS
Our comprehensive benefit package includes:
* 25 days holiday rising to 30 with each year of service
* Private Medical Insurance covering dental and optical
* Company pension scheme
* Life Assurance - 4x your annual salary
* 1 day paid volunteering per year
* Enhanced maternity / paternity offerings
* Employee Assistance Programme
* Cycle to work scheme
* On site gym