Equals Group PLC
Senior Sales Manager
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About Equals
Equals is the next-generation global money movement platform built for exceptional businesses operating across borders. We bring international payments, embedded finance, and more together into a single connection that simplifies operations and strengthens financial control. With deep expertise and integrated infrastructure, Equals turns financial complexity into reliable solutions.
With our headquarters in London and teams around the UK and Europe, you will join a very close-knit, talented and supportive team from various backgrounds who believe that bringing different perspectives together helps us understand our customers' needs. United, by one thing, making money management straightforward and cost-effective for our customers.
About the role
As we enter our next phase of growth at Equals, we are looking for a Senior Sales Manager to win new business in one of our key verticals. This is a hunting role. You will identify, create and pursue new business opportunities within the SME and corporate sector, selling multi-currency accounts, expense and card management, and foreign exchange solutions, and you will lead from the front on the largest and most complex opportunities in the vertical.
Reporting to the Head of Vertical, you will own the complete sales cycle from first contact through compliance to onboarded client. You will stay with the clients you win through onboarding and their early life with us, before handing them over to our Account Management team to manage and grow. As a senior member of the team, you will help shape how the vertical goes to market and set the standard others sell to.
This is a hybrid role, working from our London office.
Responsibilities
- Generate new business revenue for your vertical, promoting the Equals Money value proposition and carrying one of the team's larger targets.
- Lead on the vertical's larger and more complex opportunities, including multi-product deals, senior buying groups and higher-risk prospects that demand judgement on appetite.
- Build and own your pipeline of prospects through outbound prospecting, networking and events, alongside any qualified leads you receive.
- Manage the complete sales cycle from initiation through compliance to onboarded client, including compelling presentations to C-level stakeholders.
- Look after the clients you win through onboarding and their early trading with us, then work with Account Management on a clean handover so the client continues to be well served.
- Understand each prospect's business, flow of funds and regulatory context, so that the solution fits their needs and deals stay within appetite.
- Work with the Head of Vertical on where the team hunts next, covering sub-segments, use cases and the sales plays that are converting.
- Support and mentor Sales Managers by sharing winning approaches, joining their key meetings and helping lift conversion across the team.
- Ensure accurate information is captured in the CRM, maintain an up-to-date pipeline and accurate forecasts, and collaborate with colleagues to cross-sell company-wide solutions.
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Accountabilities
- New business revenue against a senior individual target.
- Win rate and progression on the vertical's larger, more complex deals.
- Pipeline coverage and forecast accuracy for your patch.
- Quality of onboarding and handover of new clients to Account Management.
- CRM accuracy and deal-stage discipline on your deals.
Your Profile
Skills & Experience
- A substantial, evidenced track record in new business B2B sales, with sustained performance against stretching targets.
- In-depth experience of complex, multi-stakeholder sales cycles, including presenting to and negotiating with C-level executives.
- Proven ability to prospect from a standing start, making strong connections, overcoming rejection and converting outreach into meetings and revenue.
- Experience managing a full sales cycle end to end, including compliance-led onboarding, and the judgement to qualify hard and walk away from out-of-appetite deals.
- Excellent communication, numeracy and analytical skills, with strong networking and presentation skills.
- A confident CRM user with disciplined pipeline and forecast management.
- Fluent in English.
- Desirable: experience in fintech or payments, or selling to a high-risk client base.
- Desirable: experience mentoring or coaching other salespeople.
- Desirable: additional languages.
- Desirable: an existing network in one of our target verticals.
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Attitude & Behaviours
- A natural hunter who is energized by finding and winning new business, and a self-starter who thrives when given a clean sheet of paper and a target to hit.
- Tenacity and discipline to follow up with passion and respect.
- Superb listening skills, with the ability to understand objections and turn sceptics into new customers.
- A bar-raiser who sets the standard for how the team sells and lifts those around them.
- A strong sense of professionalism and integrity, including knowing when a deal is not right for us.
Diversity & inclusion
Equals is committed to building a workplace where everyone can be themselves. We actively welcome different perspectives, backgrounds and experiences, and we'll work with you to understand what you need to do your best work. We're an equal opportunities employer and proud of it.
We offer hybrid working across our teams, balancing time in the office, for collaboration, events and the relationships that make work rewarding, with the flexibility to work remotely where roles allow.
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