Sales Leadership
ROLE SUMMARY
The Sales Team Leader leads and develops an assigned sales team and is accountable for team performance, sales execution, client growth, pipeline management, and accurate forecasting. The ideal candidate should have excellent communication skills, a proactive approach, and a strong desire to succeed in a competitive market.
Key Responsibilities
- Lead, coach, and hold assigned sales representatives accountable for individual and team sales goals.
- Set clear expectations, priorities, performance standards, and ways of working.
- Conduct regular one-on-ones, team meetings, pipeline reviews, deal reviews, and coaching sessions.
- Provide timely feedback, recognize strong performance, and address performance gaps through documented coaching and corrective action when needed.
- Create development plans and identify training, mentoring, and growth opportunities for team members.
- Monitor workload, account coverage, and team capacity, and recommend resource or structural changes as appropriate.
- Support recruitment, selection, onboarding, and training of new team members.
- Ensure compliance with company policies, sales practices, approval requirements, and professional standards.
- Communicate business and process changes clearly and build a culture of accountability, collaboration, and customer focus.
Sales Strategy and Performance
- Partner with the EVP, Global Sales to execute sales strategies across assigned markets, products, and client segments.
- Translate commercial priorities into team objectives, account plans, activity expectations, and measurable actions.
- Own team pipeline quality, forecasting accuracy, opportunity stages, close dates, and next steps.
- Analyze sales results, conversion trends, client feedback, and activity data to identify risks, opportunities, and coaching needs.
- Provide clear performance updates and recommendations to sales leadership and help remove barriers to revenue growth.
- Improve sales processes, reporting, tools, and operating rhythms to increase team effectiveness.
- Support team members with complex opportunities, client strategy, negotiations, and escalations as needed.
Cross-Functional Collaboration
- Partner with Marketing, Operations, Delivery, Finance, Legal, Product, and other teams to support lead generation, solution development, contracting, and client handoffs.
- Coordinate with sales leadership to clarify ownership, avoid duplication, and support cross-sell and enterprise opportunities.
Requirements
Qualifications
- Bachelor’s degree in business administration, Sales, Marketing, or a related field, or equivalent experience.
- Proven sales leadership experience with a strong understanding of complex sales cycles and client relationships.
- Minimum of five years of people-management or formal sales-leadership experience.
- Demonstrated experience in coaching, performance management, pipeline management, forecasting, and sales execution.
- Strong leadership, communication, presentation, commercial judgment, and problem-solving skills.
- Proficiency with CRM, sales reporting, and analytics tools.
- Ability to lead and develop a sales team in a fast-paced, results-oriented environment.
Measures of Success
- Team achievement against revenue, pipeline, activity, retention, and growth goals.
- Forecast accuracy, pipeline quality, CRM discipline, and consistent sales execution.
- Improvement in team capability, accountability, and performance.
- Strong client outcomes and effective cross-functional partnerships.
