Sales Manager

Sales & Partnerships · Full-time · North Sydney (3 days in office)

About ProSpend

ProSpend is an ANZ-focused SaaS spend management platform helping mid-market and enterprise organisations automate and control their business spend. We're a growing team with a strong product and a clear strategy — and we're looking for a Sales Manager to take ownership of the day-to-day running of our sales team.

The Role

This is a hands-on role for someone who thrives in the detail of sales execution. You'll take ownership of the daily operations of the ProSpend sales team — running the cadence, coaching the team, and driving the habits and accountability that translate into consistent results.

You will be directly accountable for the sales team's achievement of revenue, pipeline, and new customer acquisition targets. This role does not carry an individual sales quota — as Sales Manager, your success is measured by overall team performance and the achievement of sales targets.

This is very much a player-coach role. You'll be expected to develop genuine product expertise, becoming the go-to resource for the team on how ProSpend solves customer problems. You'll actively coach deals, support complex opportunities, assist with customer conversations when required, and help remove obstacles that impact sales performance.

Working closely with the Head of Sales & Partnerships, who owns the broader sales strategy, your focus will be ensuring the team executes that strategy successfully and delivers against its targets every quarter.

You'll lead a team of three Account Executives, one SDR, and a Presales specialist. The structure is established — your job is to raise the performance of the people within it.

Why This Role Matters

ProSpend has an established sales motion, strong customer retention, and a growing presence across ANZ. This role gives you direct influence over team performance, a genuine hand in shaping how we execute, and a key part to play in the next phase of ProSpend's growth.

Success in Your First 12 Months

In your first 12 months, you will:

• Strengthen and sustain a high-performing, accountable sales culture — building on the coaching and cadence structure already in place

• Improve forecast accuracy and pipeline visibility across the team

• Support the team to consistently achieve — and exceed — their quarterly revenue targets

What You'll DoTeam Leadership & Coaching

• Run the daily and weekly sales cadence — standups, pipeline reviews, forecast calls, and team meetings

• Conduct regular structured 1:1s with each team member, focused on development, deal progression, and accountability

• Coach AEs and SDR on prospecting, discovery, objection handling, and closing — with a hands-on, in-the-deal approach where needed

• Support Presales to ensure demos and technical conversations are aligned to commercial outcomes

• Identify skill gaps and work with individuals on targeted improvement plans

• Participate in the recruitment, onboarding, and performance management of sales team members

Product Expertise

• Develop deep knowledge of the ProSpend platform — becoming the internal expert the team turns to for product questions and deal support

• Stay current on product updates, new features, and competitive positioning

• Help the team articulate ProSpend's value proposition clearly and confidently across different verticals and buyer types

Sales Execution & Efficiency

•Own the sales team's operational rhythm — ensuring sales processes are followed consistently from prospecting through to close

• Identify and address inefficiencies in how the team works — driving improvements in conversion rates, activity levels, and sales cycle length through coaching and process discipline

• Collaborate with the Head of Sales & Partnerships on forecasting, pipeline health, and execution priorities

CRM & Reporting

• Own HubSpot CRM discipline across the sales team — ensuring deal records, activity logs, and pipeline stages are accurate and up to date, and that the team uses HubSpot as a genuine sales tool, not a data entry obligation

• Build and maintain dashboards and reports that give clear visibility into team performance, pipeline health, and forecast accuracy

• Use data to identify trends, flag risks, and surface coaching opportunities

What We're Looking For

• 4–8 years in B2B SaaS sales, with at least 2 years in a team lead, sales management, or senior AE role with coaching responsibilities

• A genuine player-coach mentality — you're comfortable rolling up your sleeves on deals while also stepping back to develop your team

• Strong track record of driving execution and accountability within a sales team

• Demonstrated experience forecasting and managing sales performance against monthly and quarterly targets

• Excellent coaching skills — you know how to have honest development conversations and make them land well

• Solid HubSpot experience, including building reports and maintaining pipeline hygiene at a team level

• Comfortable with data — you use metrics to tell a story and drive decisions, not just report numbers

• Mid-market B2B SaaS experience preferred; ERP, finance, or spend management background is a plus

• Based in Sydney and able to commit to 3 days per week in our North Sydney office

What We Offer

• Competitive base salary aligned with experience + super

• Hybrid working — 3 days in our North Sydney office, 2 days work from home

• A well-structured team with an established sales motion — you're here to sharpen it, not build from scratch

• Direct reporting line to the Head of Sales & Partnerships with clear strategic context and support

• Genuine influence over how the team operates and develops

• A product that solves a real problem for a loyal and growing customer base across ANZ