Sales Manager, Phone Sales – Upsell Team

This is a fully remote position, open to applicants in Poland.

📋 Description

• Assemble and lead the dedicated phone sales team, which includes recruitment, conducting final interviews, onboarding, and providing coaching.

• Hold weekly one-on-one meetings.

• Develop a repeatable phone sales process that encompasses client segmentation and allocation, contact rhythm, qualification, offering, closing, and implementation handover.

• Track KPIs and assess progress towards goals, including calls made, client contacts, coverage of the client base, call quality, and financial outcomes by service.

• Evaluate call quality, deliver actionable feedback, and ensure proper usage of the CRM system.

• Create and continually refine sales scripts.

• Analyze results, enhance processes, and generate reports based on CRM data.

• Collaborate with RevOps to determine what metrics to track in HubSpot and establish methods for telephony, call recording, and reporting.

• Engage with clients and close challenging deals when necessary.

• Take responsibility for the team's Annual Recurring Revenue (ARR) results and sales forecast.

• Set up cooperation protocols with Customer Success, which include client contact guidelines, exclusion lists, and transferring information post-call.

• Suggest a compensation model and performance targets for the team.

• Uphold transparent selling standards within a closely-knit client market.

⛳️ Requirements

• Minimum of 5 years of experience in B2B sales.

• At least 2 years of experience managing a phone sales team, which includes telesales, inside sales, subscription, or SaaS sales.

• Background in a large organization that has a dedicated, high-volume telesales department.

• Willingness to engage directly with clients and demonstrate effective selling techniques.

• Proven track record of achieving sales targets, managing activity volumes, and improving conversion rates.

• Experience in developing sales processes, including scripts, contact cadence, and client base segmentation.

• Capacity to define metrics for activity, funnel, and conversion.

• Competence in team management through numerical tracking, one-on-one meetings, and coaching based on call evaluations.

• Proficiency in Polish at a native level.

• Sufficient English language skills to collaborate with international teams.

• Experience with upselling, cross-selling, or renewing within an existing client base (preferred).

• Familiarity with selling SaaS products, payment solutions, or digital services (preferred).

• Practical experience with a CRM like HubSpot and familiarity with implementing telephony and call recording tools (preferred).

• Knowledge of the hospitality industry (preferred; not mandatory).

🏝️ Benefits

• Fixed base salary plus bonuses linked to team performance.

• English language courses.

• Dedicated fund for team development.

• Co-funded medical and life insurance.

• Access to sports facilities.

• 24 to 26 vacation days.

• Company retreats and events.

• Wedding and baby gifts.

• Employee referral program.

• Flat organizational structure promoting open communication and minimal bureaucracy.

• Employment contract or B2B employment option available.