Sales Lead
Job description
About the role
This position calls for an experienced Sales Lead to architect and oversee the complete revenue generation ecosystem for a growing accounting firm dedicated to small to medium-sized businesses. You will be the primary driver of growth, tasked with the end-to-end responsibility of establishing a sustainable and predictable revenue engine from the ground up. The focus of this role is transforming project-based engagements into a streamlined monthly recurring revenue model that ensures stability and scalability. You are ideally suited for a high-ownership individual who thrives in fast-paced environments and has a proven history of scaling service-based businesses successfully. Success in this position will be defined by your ability to build a sales organization that operates efficiently and generates consistent, long-term client value.
Key facts
What you'll do
- Manage the complete sales cycle, taking full ownership from initial pipeline development through client onboarding and ensuring ongoing retention or expansion of accounts.
- Design and refine a monthly recurring revenue (MRR) model, including the careful structuring of service packages, precise pricing, and clear scope definitions to eliminate ambiguity.
- Implement automation and AI tools personally to boost monthly sales closures and overall sales efficiency, leveraging technology to remove manual bottlenecks.
- Conduct regular sales meetings, operational reviews, scorecard assessments, and monthly KPI discussions with the Owner to align strategy and performance.
- Supervise and develop direct reports, including a Lead Qualifier and an Operations Analyst, providing guidance, feedback, and career development.
- Create and maintain standard operating procedures, templates, and checklists for all sales and onboarding activities to ensure consistent, scalable results.
- Monitor and report on key performance indicators such as MRR mix, client retention rates, close rates, and pipeline coverage, using data to inform decisions.
- Establish and grow referral and partner networks with other accounting firms, CFOs, attorneys, lenders, and brokers to expand market reach and credibility.
- Maintain a strong online presence, particularly on Google Maps, and ensure client-facing visibility reflects the brand's professionalism and reliability.
- Handle all client and company information with strict confidentiality, adhering to the highest standards of data security and trust.
Requirements
- Proven track record in building sales from scratch, having scaled a services business from an early stage to between $1M and $5M in revenue, demonstrating strategic growth capability.
- Experience selling ongoing monthly services such as bookkeeping, accounting, fractional CFO services, or IT managed services, with a deep understanding of these markets.
- Demonstrated leadership experience managing teams of 3 to 10 individuals, showing the ability to motivate, coach, and drive collective success.
- Strong discipline in using scorecards to manage performance through KPIs and numerical data, ensuring accountability and measurable outcomes.
- Experience managing teams that are distributed or global across different time zones, navigating geographical and cultural complexities with ease.
- Comfortable operating in a lean, rapidly changing environment with minimal management layers, making swift decisions with limited oversight.
- Experience working with clients based in the United States, understanding the nuances of serving this specific market.
Nice to have
- Experience in developing or managing referral and partner channels, with a network already established in the accounting ecosystem.
- Prior background in sales for accounting, finance, consulting, or B2B professional services, bringing relevant industry knowledge to the role.
- Familiarity with transitioning businesses from one-time project models to recurring revenue streams, having led such transformations previously.
Skills & tools
- ClickUp
- Canopy
- Google Workspace (Docs, Sheets, Meet, Drive)
- QuickBooks Online (QBO)
- Xero
- Digits
- UltraTax / Pro Connect
- AI and automation tools for sales workflows
- CRM and sales engagement platforms
Practical notes
Applicants must complete the full application form. A video recording is required as the first step of the interview process. Failure to submit a video will prevent consideration for any open roles.