Sales Team Leader

Were seeking a Team Leader Sales to manage our inbound sales team and launch targeted outbound initiatives that support our product-led growth
motion. This is a hands-on operational role focused on execution team management and revenue delivery within our PLG-first go-to-market strategy.

Youll optimize our existing inbound sales process while building selective outbound capabilities targeting agencies and mid-market e-commerce
accounts. The focus is on execution and process delivery not strategic planningyoull work within established frameworks while maintaining our
competitive advantage in the underserved SMB segment

Tasks

Inbound Sales Team Management (Primary Focus)

• Manage and coach the inbound sales team to consistently convert PLG-generated leads
• Conduct regular 1:1s focused on conversion skills objection handling and pipeline management
• Ensure team adherence to established sales processes and quality standards
• Optimize handoffs from Marketing to Sales and from Sales to Customer Service

Support the reduction of sales-assisted ratio by improving self-serve conversion where possible

Sales Process Execution & Optimization

• Execute the end-to-end sales process from qualified lead to closed-won
• Monitor and improve conversion rates sales cycle length and win rates across the funnel
• Maintain accurate pipeline data and forecasting in HubSpot
• Leverage outcomes from Customer Service teams to improve conversion

Use CRM and analytics tools to track performance and identify bottlenecks

Targeted Outbound Execution (Additive Motion)

• Execute targeted outbound campaigns focused on agencies and selected mid-market e-commerce accounts
• Implement multi-touch outbound cadences using established playbooks and sales engagement tools
• Identify and qualify outbound prospects aligned with our sweet spot: underserved SMB/mid-market segment
• Track outbound metrics and pipeline contribution as an additive channel to PLG inbound

Report on outbound effectiveness and suggest tactical improvements
**
Direct Sales Contribution**

• Personally manage and close opportunities contributing 20-30% of team revenue
• Handle higher-value deals and agency prospects requiring more complex engagement
• Model best practices in discovery objection handling and ROI justification

Cross-Functional Collaboration

• Work closely with CRO on sales execution pipeline health and performance tracking
• Partner with Marketing on lead quality messaging alignment and conversion optimization
• Coordinate with Customer Service and Activation teams on handoffs and onboarding experience
• Share competitive insights and customer feedback with Product team

Requirements

Must-Have

• 3 years in B2B SaaS sales with SMB/mid-market focus with at least 1 year managing or leading a sales team
• Strong product-led growth (PLG) experienceyou understand how to work within and support a PLG motion not replace it
• Experience with hybrid self-serve/sales-assisted models in SMB or mid-market segments
• Working knowledge of sales methodologies (MEDDIC SPIN Challenger) and when to apply them
• Strong process execution skills - ability to follow and optimize established systems
• Proficiency with HubSpot (or similar CRM) and sales engagement/outbound tools
• Experience selling to performance marketers e-commerce teams or digital marketing agencies
• Hands-on outbound prospecting experience (multi-touch campaigns email/LinkedIn cadences)

Data-driven approach with focus on conversion metrics pipeline velocity deal quality

Highly Desirable

• Experience in MarTech AdTech or Analytics platforms serving SMB/mid-market
• Familiarity with performance marketing affiliate marketing or e-commerce ecosystem
• Background selling tracking attribution or analytics solutions
• Experience with sales engagement platforms (Apollo Outreach SalesLoft)

Understanding of competitive positioning against better-funded competitors in mid-market SaaS

Personal Attributes

• PLG-first mindset - you understand that PLG is the foundation and sales is there to support and extend it
• Execution-focused - you deliver results through consistent action not just strategic thinking
• Process-oriented - you follow established systems and improve them incrementally
• Hands-on operator - you lead by example and actively contribute to revenue
• Collaborative - you work effectively across Product Marketing Customer Service teams
• Direct communicator - you give clear honest feedback without corporate politics
• Comfortable with ambiguity - adaptable to the pace of a growth-stage startup
• Low ego high impact - youre here to execute and contribute not to build empire or compete for strategic ownership

Benefits

• Base compensation team bonus personal bonus
• Stock option program
• Fully remote setup with flexible working hours
• 21 paid vacation days plus 10 personal paid holidays
• Paid sick leave and maternity/paternity leave
• A collaborative team culture built on ownership clarity and trust
• Opportunities for professional growth experimentation and real impact
• Team offsites and conference trips