Sales Team Leader/Head of Sales

1. Sales and lead generation development (70% - Player)

• Independently manage key deals - from the first client call to terms alignment and contract signing: hold meetings and negotiations, handle objections, and coordinate pre-sales with the production team
• Step in on AE deals when needed and support them at key stages
• Together with SDR and marketing, ensure a stable and high-quality lead flow: analyze the performance of existing channels and test new lead generation hypotheses
• Understand key SDR processes and, when needed, temporarily step into critical tasks to ensure department continuity
• Be responsible for meeting the team sales plan and maintaining the target Opportunity-to-Won conversion rate
• Analyze sales results and conduct win/loss analysis to identify necessary changes in the team’s work

2. Team and process management (30% - Manager)

• Manage the work of SDRs and AEs: align goals and priorities, monitor team results, conduct pipeline reviews and call/deal debriefs, and provide employees with feedback
• Monitor funnel quality: timely lead processing and handoff, compliance with deal agreements, and CRM data accuracy. Improve internal rules and work standards, ensure clear reporting, identify risks in a timely manner, and propose solutions to mitigate them
• Coordinate interaction with other departments: with marketing - on lead quality and lead generation channel development; with production - on pre-sales and handoff of new clients to delivery; with finance - on contracts and commercial terms
• Participate in selection and interviews for new SDRs and AEs as the department grows

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• 3+ years of full-cycle B2B sales experience (services, IT, digital, consulting) in the international market
• Experience managing a small sales team or proven experience in mentoring and coordinating other team members. We are ready to consider a strong Senior AE who has already developed other employees and been responsible not only for personal results
• Proven experience independently closing complex deals in the international market
• High level of autonomy and accountable leadership (working without top-down micromanagement), ability to develop people, willingness to stay hands-on and get involved in operational work
• English level C1

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