Sales Development Manager

Job description

Fintua is a global leader in indirect tax compliance and tax technology. Our all-in-one platform streamlines global VAT compliance, recovery, eInvoicing and payments, helping businesses navigate the complex indirect tax landscape with ease and confidence. Fintua is part of CluneTech, a suite of companies providing cutting-edge solutions that simplify global business. We have been recognised as a Great Place to Work for 11 consecutive years, a Best Workplace for Women for the past 7 years and most recently, a Best Workplace in Tech for the past 6 years. This role requires a minimum of 1-2 days per week in our Kilkenny office. We're looking for an experienced Sales Development & Growth Manager to both lead a team of pre-sales Business Development Representatives across multiple jurisdictions and carry your own select book of business as an active individual contributor (10% of time/effort). This is a true player-coach role: alongside your main focus of managing the operational, compliance, and cultural complexity of a distributed, multi-market team, you'll personally prospect, qualify, and hand off a select number of leads to the sales team — staying close to the work so your coaching, playbooks, and standards are grounded in what's actually working in-market. You'll be accountable for building a high-performing team and ensuring consistent pipeline generation across every region you cover, while also personally delivering against your own pipeline targets — leading from the front, not just from the sidelines. What You'll Do Team Leadership & People Management Build on and develop a team of Business Development Representatives across multiple jurisdictions/regions. Set clear individual and team targets (activity, meetings booked, pipeline generated, conversion rates) and hold the team accountable to them. Conduct regular 1:1s, performance reviews, and coaching sessions; build individual development plans and manage underperformance where needed. Lead team meetings, pipeline reviews, and call/outreach coaching (call shadowing, script review, live feedback) to continuously raise the team's skill level. Foster a high-energy, target-driven, collaborative team culture across geographically dispersed team members and time zones. Manage team scheduling, workload distribution, and coverage across regions to ensure consistent outreach and responsiveness in each market. Pipeline & Performance Management Own the team's overall pipeline generation targets, ensuring consistent volume and quality of qualified opportunities handed to Account Executives in every region. Monitor and report on team and individual KPIs (outreach volume, response/conversion rates, meetings booked, pipeline value, lead quality, handoff quality) using Salesforce/CRM and reporting tools. Analyse performance trends, diagnose gaps, and implement corrective action plans where targets are missed. Own forecasting and reporting on pre-sales pipeline contribution to senior sales leadership. Process, Tools & Enablement Maintain and evolve outbound playbooks, qualification frameworks, scripts, and email templates, ensuring consistent application across the team and regions. Ensure Salesforce/CRM data integrity and consistent pipeline hygiene across all team members and jurisdictions. Manage the team's use of prospecting and engagement tools, evaluating and rolling out new tools as needed. Partner with Marketing to align campaigns, targeting, and messaging across regions, and feed field intelligence back to sharpen positioning. Strategic Contribution Provide market and competitor intelligence from across regions to inform broader sales and go-to-market strategy. Act as an escalation point for complex or high-value opportunities requiring senior pre-sales input. Personal Pipeline Contribution (Individual Contributor – max 10% of time/effort) Own and work a select personal portfolio of target accounts and leads, running your own outbound prospecting, qualification, and discovery conversations. Carry an individual pipeline/meetings-booked target in addition to team targets, maintaining hands-on credibility with frontline sales development work. Hand off well-qualified, well-briefed opportunities from your own pipeline to the Sales Team, modelling the standard expected of the wider team. Use your own live deal and outreach work as a coaching tool — sharing real examples, scripts, and outcomes with the team. Assist and lead where appropriate on the most complex, sensitive, or high-value accounts personally where a more experienced touch is needed. Cross-Jurisdiction Oversight Ensure sales development activity in each jurisdiction complies with local regulatory, data protection, and communication requirements (e.g., outbound calling/email regulations, data privacy laws such as GDPR or local equivalents). Adapt outreach strategy, messaging, and qualification criteria to reflect regional market conditions, buyer behaviour, language, and cultural norms. Coordinate with Sales, Marketing, Commercial Operations, Customer/Partner Enablement and Product stakeholders to ensure alignment on strategy and standards across markets. Standardise core processes, tooling, and reporting across jurisdictions while allowing for necessary local adaptation. What We're Looking For Experience 5+ years in business development, sales development, or pre-sales, including 3+ years in a people management role, with a demonstrated ability to keep carrying personal quota while managing a team Demonstrated experience managing or coordinating teams across multiple regions, countries, or jurisdictions Track record of leading a team to consistently meet or exceed pipeline/meeting-booked targets Experience managing remote/distributed teams across time zones Salesforce/CRM proficiency and experience with outbound prospecting/sales engagement tools Skills & Attributes Strong people leadership: coaching, performance management, and team development Sound understanding of, or ability to quickly learn, jurisdiction-specific compliance considerations affecting outbound sales activity (data privacy, telemarketing/communication regulations) Excellent cross-functional collaboration skills, working predominantly with Sales and Marketing stakeholders across regions Strong analytical skills — comfortable working with KPI dashboards and pipeline data to diagnose performance issues Culturally aware communicator, able to adapt leadership and messaging style across diverse regional teams and markets Highly organized, with strong prioritisation skills to manage competing regional demands Resilient, hands-on leader who genuinely enjoys staying active in frontline prospecting and qualification, not just managing from a distance Strong personal time management to balance individual quota delivery with team leadership responsibilities Nice to Have Experience in financial and/or technology sales environment. Language skills beyond English. Experience with sales engagement platforms' team/manager-level reporting and automation features Key Metrics of Success Personal pipeline value and qualified opportunities delivered against individual quota Team-wide pipeline value and volume of qualified opportunities delivered to sales, by jurisdiction and in aggregate Team conversion rates (lead-to-meeting, meeting-to-opportunity) against targets Individual representative performance and development against targets Consistency of process, data quality, and compliance across all jurisdictions Team retention and engagement Recognised as a both a Great Place to Work and Deloitte Best Managed Company, we believe that recognition goes much deeper than just financial rewards. Therefore, in addition to a competitive salary, we also offer an exclusive benefits package that includes: Competitive pension Flexible Working Policy with a combination of remote and office working and a flexible approach to working hours Competitive annual leave and a number of other leaves including IVF, compassion, marriage, maternity and paternity leave Employee-led CSR Programme, CluneTech Cares, with one paid Volunteer Day per year Death in Service Benefit Milestone Recognition Programme Professional & Personal Development Rewards & Recognition Employee Wellbeing Programme, CluneTech Life Fintua is an Equal Opportunity Employer and is committed to the principle of equal employment opportunity for all employees. We are committed to building and maintaining a culture which is free from discrimination and harassment and where all employees can bring their best selves to work.