Sales Manager – Mid-Market/Enterprise
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Job Description
Sales Manager responsible for building and leading a sales team in Australia for an AI-powered legal service. Focus on enterprise clients and establishing a regional sales presence.
Responsibilities:
- Recruit, train, and lead a high-performing, Sydney-based sales team focused on enterprise clients.
- Establish and scale our Australian sales presence, including contributing to the setup and development of our Sydney office and regional operations.
- Develop and execute go-to-market strategies to penetrate target accounts, shorten sales cycles, and increase deal size.
- Build foundational sales processes, playbooks, and assets tailored to the Australian and broader APAC market.
- Create documentation, customer testimonials, and other assets to address common enterprise objections and accelerate deal cycles.
- Own and drive team performance to meet and exceed revenue targets, with a focus on landing and expanding enterprise legal customers.
- Partner cross-functionally with globally distributed teams in Marketing, Product, and Customer Success to deliver cohesive, localized solutions.
- Lead complex, multi-stakeholder sales cycles, including RFPs, security reviews, and custom contract negotiations.
- Collaborate with IT and People teams to navigate regional compliance, technical, and procurement requirements.
- Track key sales metrics, analyze performance trends, and provide actionable insights to leadership to refine strategy.
- Stay hands-on in key deals while coaching team members and building strong executive relationships with customers.
- Act as a regional leader and company ambassador, representing the business in the Australian market.
Requirements:
- 4+ years of sales leadership experience, including at least 2 years managing an enterprise B2B SaaS sales team. Experience selling into legal, compliance, or professional services is a plus.
- Proven success in building and scaling sales teams, ideally as an early or first regional hire.
- Track record of closing complex, high-value deals and improving sales efficiency (conversion rates, sales cycle length, deal size).
- Experience developing and executing regional go-to-market strategies for mid-market and enterprise segments.
- Strong understanding of the Australian market; APAC experience is a plus.
- Skilled at implementing scalable sales processes and tools (e.g., Salesforce, HubSpot).
- Excellent communication and leadership skills, with the ability to influence stakeholders across geographies.
- Comfortable working with globally distributed teams across time zones.
- Entrepreneurial mindset with a passion for building teams, processes, and market presence from scratch.
Benefits:
- Embrace autonomy and accountability in a flexible work environment; we focus on outcomes and empower you to determine how to get the job done
- Access our company-paid group benefits for you and your family, with $1,000 towards mental health support
- Disconnect during our holiday closure and take advantage of our generous time off policies throughout the year
- Enjoy monthly paid meals, an annual wellness allowance to support your well-being and parental leave top-ups as your family grows
- Secure your stake in our success; you’ll receive competitive stock option grants as a pivotal early employee
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