Sales Team Leader SaaS J437

For our client, we are seeking a Sales Team Leader to oversee an inbound sales team while implementing focused outbound initiatives that support a product-led growth (PLG) motion. This is a hands-on operational position centered on execution, team leadership, and revenue delivery within an established PLG-first go-to-market approach.

 Experience in the SaaS field is key here and not optional

The role involves improving the current inbound sales workflow while introducing selective outbound efforts targeting agencies and mid-market e-commerce accounts. The emphasis is on execution and process efficiency rather than strategic design. The successful candidate will operate within defined frameworks while helping maintain a strong position in the underserved SMB segment.

Key Responsibilities

Inbound Sales Team Leadership (Primary Focus)

• Lead, manage, and coach the inbound sales team to consistently convert PLG-generated leads.

• Conduct regular 1:1 meetings focused on conversion techniques, objection handling, and pipeline management.

• Ensure adherence to established sales processes and quality standards.

• Improve handoffs between Marketing, Sales, and Customer Service teams.

• Support reduction of the sales-assisted ratio by enhancing self-serve conversions where appropriate.

Sales Process Execution & Optimization

• Execute the full sales cycle from qualified lead to closed-won deals.

• Monitor and improve conversion rates, sales cycle duration, and win rates across the funnel.

• Maintain accurate pipeline data and forecasting in HubSpot.

• Utilize feedback from Customer Service teams to improve conversion outcomes.

• Use CRM and analytics tools to track performance and identify process bottlenecks.

Targeted Outbound Execution (Additive Motion)

• Run 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 prospects aligned with the underserved SMB/mid-market segment.

• Track outbound metrics and pipeline contribution as a complementary channel to PLG inbound.

• Report on outbound performance and recommend tactical improvements.

Direct Sales Contribution

• Personally manage and close opportunities, contributing approximately 20–30% of total team revenue.

• Handle higher-value deals and agency prospects requiring more complex engagement.

• Demonstrate best practices in discovery, objection handling, and ROI justification.

Cross-Functional Collaboration

• Work closely with the CRO on sales execution, pipeline health, and performance monitoring.

• Partner with Marketing to improve lead quality, messaging alignment, and conversion optimization.

• Coordinate with Customer Service and Activation teams to ensure smooth handoffs and onboarding.

• Share competitive insights and customer feedback with the Product team.

Must-Have

• 3+ years of experience in B2B SaaS sales focused on SMB/mid-market segments, including at least 1 year in a leadership role.

• Strong experience supporting product-led growth (PLG) environments.

• Experience with hybrid self-serve and sales-assisted models in SMB or mid-market segments.

• Working knowledge of sales methodologies such as MEDDIC, SPIN, or Challenger.

• Strong execution skills with the ability to follow and optimize established systems.

• Proficiency with HubSpot or similar CRM platforms and outbound/sales engagement tools.

• Experience selling to performance marketers, e-commerce teams, or digital marketing agencies.

• Hands-on outbound prospecting experience, including multi-touch campaigns and LinkedIn/email cadences.

• Data-driven approach focused on conversion metrics, pipeline velocity, and deal quality.

Highly Desirable

• Experience in MarTech, AdTech, or analytics platforms serving SMB or mid-market clients.

• Familiarity with performance marketing, affiliate marketing, or e-commerce ecosystems.

• Background selling tracking, attribution, or analytics solutions.

• Experience with sales engagement platforms such as Apollo, Outreach, or SalesLoft.

• Understanding of competitive positioning in mid-market SaaS environments.

Benefits

• Great salary plus team and personal performance bonuses.

• Stock option program.

• Fully remote work with flexible hours.

• 21 paid vacation days plus 10 personal paid holidays.

• Paid sick leave and parental leave.

• Collaborative team culture built on ownership, clarity, and trust.

• Opportunities for professional growth, experimentation, and meaningful impact.

• Team offsites and conference travel opportunities.