Manager, Sales UKI (Emerging Market-SMB)

About the role

At Pleo, the Manager, Sales UKI (Emerging Market-SMB) owns the end-to-end performance of the outbound sales engine in the UKI region, driving revenue expansion for small-and-medium business accounts. You will build and lead a high-performing team of Account Executives, setting a clear career progression path and fostering an environment of accountability and growth. This role requires you to combine strategic market insight with hands-on execution, picking up the phone yourself to close critical deals when necessary. You will analyse pipeline and performance data relentlessly to uncover optimization opportunities and steer your team toward ambitious hyper-growth targets. As the face of Sales for Pleo in the UKI, you will build strong local community ties by hosting and actively participating in Meetups, conferences, and startup events. You will partner closely with Marketing, Revenue Operations, and Customer Success to ensure a unified and effective go-to-market motion.

Key facts

What you'll do

• Lead, coach, and develop a high-performing outbound sales team of 7 Account Executives, setting clear career progression paths and driving their professional growth.
• Set and execute the sales strategy for the UKI B2B market, leveraging your market knowledge to target the right buyers through the most effective channels.
• Lead by example by picking up the phone, conducting sales calls, and actively stepping into the sales process to close deals when needed.
• Analyse pipeline and performance data to uncover optimisation opportunities and steer the team toward hyper-growth targets.
• Act as the face of Sales for Pleo in the UKI, building strong local community ties by hosting and participating in Meetups, conferences, and startup events.
• Collaborate with Regional Marketing and Growth teams to refine our local GTM strategy, maximising pipeline yield for the UKI market.
• Own the end-to-end sales funnel, from initial outreach to closing deals, ensuring alignment with Pleo's vision of making spend management empowering.
• Build trust with cross-functional partners to create a cohesive experience for our 40,000+ customers and support collective business success.
• Develop structured career frameworks for sales representatives, providing clear progression paths and professional development.
• Immerse yourself in the UKI business landscape to deepen your understanding of regional B2B buyer behaviour and the SaaS ecosystem.
• Mentor Account Executives on effective outbound techniques and data-driven performance improvement.
• Drive ownership of the market by making strategic decisions that directly impact revenue expansion in the UKI territory.

Requirements

• Proven track record of successfully hiring, managing, coaching, and scaling sales teams in a B2B environment.
• Deep understanding of how B2B buyers operate in Spain and a strong grasp of the regional SaaS landscape.
• Solid experience running, measuring, and scaling high-velocity outbound sales pipelines.
• Natural ability to build trust with your team and cross-functional partners across departments.
• Proactive, "roll-up-your-sleeves" attitude, whether you have run a startup before or are deeply involved in startup communities.
• Native or bilingual proficiency in English; any other language will be a plus.
• Experience working in an international setting or managing teams across different markets.
• Professional experience outside of sales, such as in Customer Success or Marketing.
• Previously built structured career-progression framework tracks for sales representatives.
• Strong foundation in B2B SaaS sales and deep familiarity with the UKI business landscape.
• Willingness to work hybrid from the Lisbon office as required by the role.
• Commitment to thriving in a fast-paced, entrepreneurial environment where ownership is key.

Nice to have

• Experience working in an international setting or managing teams across different markets.
• Possess professional experience outside of sales (e.g., Customer Success or Marketing).
• Have previously built structured career-progression framework tracks for sales representatives.

Practical notes

Please note: We can hire on a hybrid set-up in any of the locations listed on the advert but you will need to be physically present in the office on a regular basis.