Info-Tech Research Group
Sales Team Lead
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Sales Team Lead
Head of Sales (UK/ANZ) – Player-Coach Role
About the Role
Own and deliver revenue growth while leading a team of 2–4 sales professionals. This player-coach position combines individual sales accountability with team leadership, requiring a proactive approach to pipeline management, deal execution, and sales excellence.
Key Responsibilities
### Deliver Revenue Growth
- Own and exceed individual sales quotas
- Manage full sales cycle—from prospecting & pipeline generation to negotiation & close
- Build and maintain a healthy pipeline across target market segments
- Lead complex, high-value sales opportunities, focusing on long-term customer value
- Strengthen relationships with key clients and stakeholders
- Ensure strong sales execution with accurate forecasting
### Lead and Develop Your Team
- Coach and support a team of 2–4 sales professionals
- Provide deal coaching & real-time support throughout the sales process
- Set clear performance expectations in activity, pipeline, and revenue KPIs
- Conduct regular coaching, development, and performance reviews
- Foster a culture of accountability, continuous improvement, and collaboration
- Guide onboarding & development of new team members
- Recognise achievements while driving high performance
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### Drive Sales Excellence
- Execute high-impact outbound prospecting & funnel discipline
- Optimal management of inbound & outbound lead channels
- Monitor pipeline health, addressing risks and gaps proactively
- Ensure accurate CRM data and consistent use of sales tools & methodologies
- Implement best-practice sales processes for operational discipline
- Use data-driven insights to identify growth opportunities
### Partner as a Commercial Leader
- Collaborate with business leaders on go-to-market strategies & territory plans
- Provide real-time pipeline updates, forecasts, risks, and opportunities
- Engage directly with customers & prospects alongside team members
- Improve sales processes, messaging, and commercial effectiveness
- Lead by example with performance, professionalism, and customer focus
- Operate effectively in a hybrid, office-forward environment
Core Requirements
- Proven track record of achieving/exceeding B2B sales targets
- Experience managing full-cycle complex sales (high-value & strategic deals)
- People leadership experience or strong coaching/mentoring in sales
- Ability to balance individual performance with team leadership
- Strong pipeline management, forecasting, and sales planning skills
- Commercially minded with analytical & decision-making abilities
- CRM & sales metrics proficiency
- Excellent communication, coaching, and stakeholder management
- Accountability, resilience, and execution focus in high-pressure environments
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What Success Looks Like
- Exceed individual sales targets consistently
- Maintain a healthy, predictable team pipeline
- Improve team capability through coaching & development
- Deliver strong team performance against revenue and activity goals
- Ensure accurate forecasts and disciplined sales processes
- Execute high-quality deals for positive customer outcomes
- Proactively mitigate commercial risks
- Foster a culture of accountability and continuous improvement
Additional Details
- Player-coach role: Accountable for both individual quotas and team results
- eligible for roles in the UK and ANZ markets
- Hybrid model with regular in-office presence
- Specific office requirements may vary by region
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