Sales Team Leader

Remote (Poland)

Contract

Management, Team Leader

We're seeking a Team Leader Sales to manage our inbound sales team and launch targeted outbound initiatives that support our product-led growth
motion. This is a hands-on operational role focused on execution, team management, and revenue delivery within our PLG-first go-to-market strategy.

You'll optimize our existing inbound sales process while building selective outbound capabilities targeting agencies and mid-market e-commerce
accounts. The focus is on execution and process delivery, not strategic planning—you'll work within established frameworks while maintaining our
competitive advantage in the underserved SMB segment

Tasks

Inbound Sales Team Management (Primary Focus)

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

Support the reduction of sales-assisted ratio by improving self-serve conversion where possible

Sales Process Execution & Optimization

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

Use CRM and analytics tools to track performance and identify bottlenecks

Targeted Outbound Execution (Additive Motion)

Execute targeted outbound campaigns focused on agencies and selected mid-market e-commerce accounts
Implement multi-touch outbound cadences using established playbooks and sales engagement tools
Identify and qualify outbound prospects aligned with our sweet spot: underserved SMB/mid-market segment
Track outbound metrics and pipeline contribution as an additive channel to PLG inbound

Report on outbound effectiveness and suggest tactical improvements

Direct Sales Contribution

Personally manage and close opportunities, contributing 20-30% of team revenue
Handle higher-value deals and agency prospects requiring more complex engagement
Model best practices in discovery, objection handling, and ROI justification

Cross-Functional Collaboration

Work closely with CRO on sales execution, pipeline health, and performance tracking
Partner with Marketing on lead quality, messaging alignment, and conversion optimization
Coordinate with Customer Service and Activation teams on handoffs and onboarding experience
Share competitive insights and customer feedback with Product team

Requirements

Must-Have

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

Highly Desirable

Experience in MarTech, AdTech or Analytics platforms serving SMB/mid-market
Familiarity with performance marketing, affiliate marketing or e-commerce ecosystem
Background selling tracking, attribution or analytics solutions
Experience with sales engagement platforms (Apollo, Outreach, SalesLoft)

Understanding of competitive positioning against better-funded competitors in mid-market SaaS

Personal Attributes

PLG-first mindset - you understand that PLG is the foundation and sales is there to support and extend it
Execution-focused - you deliver results through consistent action, not just strategic thinking
Process-oriented - you follow established systems and improve them incrementally
Hands-on operator - you lead by example and actively contribute to revenue
Collaborative - you work effectively across Product, Marketing, Customer Service teams
Direct communicator - you give clear, honest feedback without corporate politics
Comfortable with ambiguity - adaptable to the pace of a growth-stage startup
Low ego, high impact - you're here to execute and contribute not to build empire or compete for strategic ownership