Manage and coach the inbound sales team to consistently convert PLG-generated leads
Conduct regular 1:1s focused on conversion skills, objection handling and pipeline management
Ensure team adherence to established sales processes and quality standards
Optimize handoffs from Marketing to Sales and from Sales to Customer Service
Execute the end-to-end sales process from qualified lead to closed-won
Monitor and improve conversion rates, sales cycle length, and win rates across the funnel
Maintain accurate pipeline data and forecasting in HubSpot
Leverage outcomes from Customer Service teams to improve conversion
Execute targeted outbound campaigns focused on agencies and selected mid-market e-commerce accounts
Personally manage and close opportunities, contributing 20-30% of team revenue
Work closely with CRO on sales execution, pipeline health, and performance tracking

3+ years in B2B SaaS sales with SMB/mid-market focus, with at least 1 year managing or leading a sales team
Strong product-led growth (PLG) experience—you understand how to work within and support a PLG motion, not replace it
Experience with hybrid self-serve/sales-assisted models in SMB or mid-market segments
Working knowledge of sales methodologies (MEDDIC, SPIN, Challenger) and when to apply them
Strong process execution skills
ability to follow and optimize established systems
Proficiency with HubSpot (or similar CRM) and sales engagement/outbound tools
Experience selling to performance marketers, e-commerce teams or digital marketing agencies
Hands-on outbound prospecting experience (multi-touch campaigns, email/LinkedIn cadences)
Data-driven approach with focus on conversion metrics, pipeline velocity, deal quality

Sales Team Leader

Key skills