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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 operationalising them through coaching, process, and execution.
What you will do:
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.
You’ll Thrive Here If You Have
* 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 interest or experience in digital assets
* Bonus for candidates who have Web3 experience
Benefits:
How We Work
* Hybrid working and the option to work from almost anywhere for up to 90 days per year
* £500 Remote working budget to set up your home office space
Learning & Development
* $1,000 Learning & Development budget to use on anything (agreed with your manager) that contributes to your growth and development
Vacation/Leave
* Holidays: 25 days of annual leave + bank holidays
* An extra day for your birthday
* Enhanced parental leave: we provide eligible employees, regardless of gender or whether they become a parent by birth or adoption, 16 weeks fully‑paid leave
Benefits
* Private Health Insurance - we use Vitality!
* Full access to Spill Mental Health Support
* Life Assurance: 4 times your salary to your beneficiaries
* £100 cryptocurrency for you!
* Cycle to Work Scheme
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