Sales Manager UK

Sales Manager New Logo Sales - London - VC Backed Software Startup

Location: EC2M4YJ Central London In office 3-5 days per week

Team: Commercial (Growth)

About Opply

Opply is modernising how scaling food and consumer goods brands buy ingredients solving a 1 trillion market inefficiency thats been overlooked for decades.

Right now SMB brands waste 70% of stock and pay 40% above market rate because they lack access to enterprise-level supplier networks and smart automation. Weve built an AI-powered platform that changes this entirely: automated ordering predictive forecasting supplier matching and embedded credit that lets brands sell before they pay.

Were a scaling VC-backed by Index Ventures Anthemis and Chalfen Ventures with unicorn angels from GoCardless and Trouva. Weve won StartUp of the Year and Supply Chain Specialists of the Year and were scaling fast across the UK and internationally.

This is category-defining work in a massive underserved market.

The Role

As Sales Manager at Opply youll lead and grow the UK commercial teammanaging Account Executives and BDRs/SDRs while also carrying an individual quota and closing deals yourself.

This is a true player-coach role. Youll be accountable for pipeline health conversion execution standards and coachingwhile personally running strategic opportunities improving win rates and tightening the sales motion end-to-end.

If youre a hands-on leader who can coach rigorously build repeatable processes and still get deals over the line youll have a massive impact here.

What Youll Be Doing

Team Leadership and Performance

• Lead coach and performance-manage a team of AEs and BDRs/SDRs
  
  

• Set weekly priorities activity standards and pipeline targets across the team
  
  

• Run 1:1s call coaching deal reviews and structured feedback loops
  
  

• Build a culture of high ownership pace and commercial excellence
  
  

• Recruit and ramp new hires as the team scales
  
  

Own Pipeline Quality and Forecasting

• Ensure top-of-funnel output is high-quality and aligned to the right ICP
  
  

• Maintain disciplined CRM hygiene pipeline governance and forecasting accuracy
  
  

• Diagnose bottlenecks (connect rates show rates conversion cycle time) and fix them
  
  

• Partner with Marketing to sharpen targeting messaging and campaigns

Close Deals (Player-Coach)

• Personally run a portion of opportunities end-to-end: discovery demo proposal negotiation close
  
  

• Step into late-stage deals to unblock stakeholders handle complex objections and drive urgency
  
  

• Build commercial business cases and value narratives tied to cashflow margin and operational efficiency
  
  

• Negotiate terms and ensure clean handoffs into onboarding / delivery

Improve the Sales Motion

• Build and iterate playbooks for outbound discovery qualification and negotiation
  
  

• Share market feedback with Product to influence roadmap and product
  
  

• Track competitor moves market trends and customer pain points to refine positioning
  
  

• Represent Opply at industry events and in the wider market

What Were Looking For

Youll thrive here if you are:

• A player-coach: credible on the floor leading by example and still closing

• A strong sales operator: you run pipeline like a system metrics rhythm accountability

• A sharp coach: you can improve discovery objection handling and deal control quickly

• Commercially credible: you speak fluently about value outcomes and trade-offs

• High ownership: you solve problems fast and raise the standard around you

Experience we expect:

• 24 years in B2B sales with meaningful closing experience

• 2 years managing AEs/SDRs (or a clear player-coach track record leading a pod)

• Consistent quota performance (as an individual contributor and/or team lead)

• Strong forecasting discipline and comfort owning a number

• SaaS/tech sales experience preferred; food/consumer goods experience a plus

Why Now

Opply is at an inflection point. Were scaling with strong customer traction scaling revenue expanding internationally and building out the commercial team to match our ambition.

Youll join early enough to have an outsized impact: shaping playbooks owning territory and growing into leadership as the business scales.

Training & Development

You wont be left to figure it out alone. Weve built a structured development environment to turn high-potential sellers into confident commercial operators:

• Full onboarding programme with clear ramp expectations and success metrics

• Weekly 1:1 coaching and feedback loops to build consistency and confidence

• Classroom learning and role plays for discovery objection handling and deal progression

What Youll Learn Here

This role is a career accelerator. Youll develop skills that compound:

• Outbound excellence: Multi-channel prospecting done right (phone LinkedIn email events)

• Modern discovery: Combine qualitative insight with quantitative value logic to uncover real urgency

• Commercial fluency: Speak credibly about cashflow operational efficiency and growth readiness

• Market expertise: Deep understanding of the scaling F&B world (supply chain challenges margin pressure and what operators actually care about)

• Unshakeable confidence: Built through repetition feedback and high standards

What We Offer

• Competitive base salary uncapped OTE

• 25 days holiday plus UK bank holidays

• Flexible hybrid working (balance autonomy with collaboration)

• Regular team socials and global offsites to connect collaborate and celebrate

• Pension scheme