Sales Manager

Company: TOPdesk
Role: Sales Manager UK
Location: London or Manchester (34 days/week in office)
Language: English
WFH policy: Hybrid (34 days/week onsite)
Industry: B2B SaaS (Customer Experience software)
Product: IT service management / CX software
Size and functions of local team: 5 reps (2 AEs / BDMs and 3 AMs) 1 BDR (to be hired). UK is a 8M ARR business within a 100M organisation spanning NL DE and UK.

Role description:
Sales Leader for the UK SMB and Mid-Market segment.
The role involves direct management of 2 AEs (BDMs) and 3 AMs reporting into the VP Sales.
The primary objective is to grow UK revenue from 8M to 15M ARR within 34 years.
Sales motion includes a mix of inbound and outbound with a key focus on expanding outbound execution and regaining momentum in the mid-market.
Deal sizes range between 10K and 80K ACV.
The ideal candidate will drive a coaching-first culture lead weekly pipeline and forecast reviews conduct live shadowing and ensure CRM and performance discipline.
The sales organisation currently runs at 4x pipeline coverage with reps carrying 400K quotas and averaging 250K in attainment.
The role will also require close collaboration with Marketing Enablement and BDRs to execute global playbooks locally and build a scalable revenue engine.
This role is a strategic enabler to localising global GTM strategy for the UK market.

Unique about the company (that you dont read online):
TOPdesk combines the stability of a 100M ARR multinational with the agility of a scale-up.
The UK operation has existed for 16 years and is entering a high-growth build phase.
The business was bootstrapped for over 14 years and only recently took on external funding to accelerate expansion.
Culture is high-performance and low-ego with strong emphasis on autonomy ownership and cross-functional collaboration.
Leadership is hands-on and accessible with an emphasis on learning execution and development.

Growth perspective (for the candidate in the role/company):
Clear and realistic pathway to a Sales Director position.
Opportunity to shape the UK GTM strategy and take ownership of the next growth chapter.
Access to a broader international structure while building locally with startup agility.

Must haves:

• 510 years of experience in B2B SaaS sales in closing roles

• 25 years of team leadership experience

• Experience selling to SMB and mid-market clients

• Demonstrated success in both outbound and inbound sales

• Start-up or scale-up experience

• Based in or able to work from London or Manchester 34 days per week

• Target age range: 3040

Nice to haves:

• Prior experience in UK-based SaaS or tech sales ideally in IT or public sector

• Background in Customer Experience or service-oriented software

• Broader exposure to multiple verticals or business models

Salary range & secondary benefits:
180K OTE (60/40 base/variable split) flexible for the right profile

Hiring process:

1. Interview with internal team focused on skill and cultural fit

2. Business assessment covering market approach strategic thinking and go-to-market execution

3. Optional: Interview with VP Sales (based in Australia)
   
   
   Experience:

   Manager