Sales Lead

Location Country: Australia & New Zealand

Years of Experience: 10+ years of experience

Skills required: Strategic & Enterprise Selling

Ability to define and execute GTM strategy

Deep understanding of market positioning and competitive landscape

Managing long-cycle, multi-stakeholder enterprise deals

Strong deal qualification (MEDDIC, BANT, SPIN)

Consultative solution selling to CXOs (CHRO, CFO, CIO, COO)

Channel & Ecosystem Leadership

Building and scaling partner ecosystems (SIs, VARs, resellers, consulting alliances)

Channel conflict management

Creating partner governance frameworks

Leveraging partners for market expansion and revenue generation

Team & People Leadership

Hiring, coaching, and developing high-performing sales teams

Building strong second-line leadership

Establishing performance rhythms, accountability, and motivation

Driving targets through clarity, recognition, and culture

Commercial, Financial & Cross-Functional Excellence

Pricing model mastery: SaaS, subscription, On-prem, T&M

Negotiation and commercial structuring skills

Ability to manage margins, discounts, and deal profitability

Strong collaboration with Presales, Product, Marketing, Delivery & Finance

Ensuring smooth handoffs, renewals, and expansions

Market Intelligence, Adaptability & Decision-Making

Deep understanding of customer pain points and whitespace opportunities

Awareness of industry trends, localization needs, AI/automation impact

Data-driven decision‑making and problem‑solving

Ability to diagnose pipeline/team/partner gaps and create momentum

Adaptability to evolving products, competition, and market pressure

Role Overview This role is designed for a high-performing individual contributor responsible for driving new revenue, expanding existing accounts, and building a predictable sales engine. You’ll own the complete sales cycle— from prospecting and qualification to closing—and will be accountable for delivering strong MRR/ARR growth, maintaining a healthy pipeline, and consistently achieving quota.

Key Responsibilities Revenue & Pipeline Ownership

Achieve and exceed individual sales targets (Quota) across assigned markets and segments.

Drive Net New ARR/MRR growth by acquiring new customers and expanding within existing accounts.

Build and maintain a healthy sales pipeline with strong coverage ratios to ensure consistent quarter over quarter performance.

Increase win rates through sharp qualification, proactive deal strategy, and strong objection handling.

Shorten the sales cycle by removing deal friction, improving discovery, and aligning early with decision makers.

Grow ACV & MRR by targeting high-value opportunities and tailoring solutions to customer needs.

Sales Execution

Own the entire sales process: prospecting, discovery, solutioning, proposal, and close.

Deliver accurate and data-backed forecasts for your pipeline and quarterly outcomes.

Leverage CRM, analytics, and sales tools to refine execution and improve efficiency.

Collaborate cross‑functionally with marketing, product, and customer success to ensure deal momentum and seamless handoffs.

Customer Engagement & Strategy

Develop a deep understanding of customer requirements, business challenges, and buying behavior.

Engage senior stakeholders and influencers to drive strategic conversations and long‑term relationships.

Identify upsell and cross‑sell opportunities to maximize lifetime value and reduce churn risk.

Key Metrics (KPIs)

Quota Attainment (%) – Percentage of individual revenue targets achieved.

Net New ARR/MRR – New + Expansion revenue minus churn.

Pipeline Coverage Ratio – Pipeline value vs. quota.

Win Rate (%) – Percentage of qualified opportunities closed.

Sales Cycle Length (days) – Average time from discovery to close.

Average Contract Value (ACV) – Typical deal size.

MRR Growth (%) – Month‑over‑month recurring revenue growth.

Success Profile A strong performer in this role will be proactive, disciplined, and deeply customer‑centric. You should have a builder mindset—able to create pipeline, sharpen processes, and drive outcomes independently. You’ll thrive if you’re:

Highly accountable and results‑oriented.

Skilled at identifying customer needs and crafting the right solutions.

Excellent at managing your time, pipeline, and deal priorities.

Comfortable partnering cross‑functionally to move deals forward.

A self‑driven closer who consistently delivers predictable results.

#J-18808-Ljbffr