Sales Manager

Overview

In this role you lead and coach a high-performing Inside Sales Accountancy team to drive revenue growth. You’ll align with the broader business to deliver value for customers and shape a proactive, consultative sales culture. You’ll partner with Marketing and Customer Success to maximise opportunities and continuously improve processes. This hands-on leadership role combines people development with performance delivery, to support IRIS in scaling its accountancy software business.

Responsibilities

• Lead, motivate and develop the Inside Sales Account Development Executives
• Build a high-performance culture based on accountability and collaboration
• Conduct regular 1-to-1s, coaching, call reviews and performance feedback
• Address underperformance with clear action plans
• Own team revenue targets, KPIs, pipeline and forecasting
• Improve sales processes, productivity and commercial outcomes
• Support complex deals, objection handling and closing opportunities
• Collaborate with Marketing, Customer Success and other teams to maximise sales opportunities
• Promote proactive, consultative selling and customer value focus
• Stay informed on market trends and competitor activity
• Share best practices and drive sales effectiveness initiatives
• Support recruitment, onboarding and development of new team members
• Champion IRIS values and inclusive team environment

Key requirements

• Proven experience managing and developing a B2B sales team
• Track record of delivering or exceeding revenue targets
• Experience in a fast-paced, KPI-driven inside sales or telesales environment
• Excellent coaching, mentoring and performance management skills
• Strong commercial awareness, negotiation and sales leadership
• Experience managing pipelines, forecasting and performance reporting
• Confident with CRM systems such as Salesforce
• Excellent communication and stakeholder management
• Proactive, resilient and results-driven leadership style
• Desirable: SaaS/software/technology sales experience
• Desirable: knowledge of accountancy, finance or business management software
• Desirable: experience leading new business acquisition and sales process improvements

• coaching and mentoring
• communication
• stakeholder management
• Salesforce CRM
• pipeline management
• forecasting

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