Senior Manager, Sales UKI

Job description

ABOUT PLEO Messy spend management is tricky business. And tedious processes are a lose-lose situation for all involved, not just finance. At Pleo, we're changing that. We build spend solutions that make managing money seamless, empowering, and surprisingly effective for finance teams and employees alike - with a vision to help all businesses ‘go beyond’. The word ‘Pleo’ actually means ‘more than you’d expect’, and living by that mantra has been the secret to our success over the last 10 years. Now, we’re at a pivotal moment in our journey; every move we make has a direct impact on our 40,000+ customers, our business, and our collective success. We need people who take pride in uncovering customer needs, who turn complex problems into simple solutions, challenge the way things are done (respectfully), and always aim high. With great ambitions driving us forward, we can’t say we’ve got this whole thing figured out. And frankly, that’s half the fun! What we can say is that we’re a driven, progressive, and, importantly, a kind bunch of 850+ people from over 100 nationalities, all committed to delivering the future of business spending, together. ABOUT THE ROLE We’re looking for a Senior Sales Manager to join our commercial team at Pleo. In this role, you'll help drive hyper-growth across the UK/I market, lead and scale our high-performing Mid-Market sales organisation, and be part of our commercial leadership team as we scale our smart company spending platform. If you're excited about leading an entrepreneurial sales engine, empowering reps through coaching and frameworks like MEDDIC, and are passionate about the future of corporate spend management and Fintech, then this is the opportunity for you! WHO YOU’LL BE WORKING WITH AND REPORTING TO You’ll report to our Director of Sales and work closely with teams in Sales Development, Revenue Operations, Customer Success, Marketing and Product. Our sales leaders and account executives are highly collaborative and dedicated to expanding our UKI market share and delivering exceptional revenue growth. WHAT YOU’LL BE DOING As a Senior Sales Manager, you will: - Lead and executive the UKI GTM strategy to hit ambitious targets, expanding our reach within our mid-market segment - Hire, develop, and mentor high-potential sales professionals across all stages of the sales cycle, from prospecting to complex closes - Instill rigour through MEDDIPICC and value-based selling frameworks, while personally stepping into high-stakes deal cycles to help reps close - Represent Pleo’s commercial function in the fion, championing our vision, brand, and product across the industry. - Partner with Marketing, RevOps, and Product to align pipeline generation, process efficiency, and product feedback loop with market demand To put things into context, we’re currently scaling our mid-market footprint across UKI and optimising cross-functional GTM alignment on our roadmap. You can expect to work with the following tech stack: HubSpot, Gong, LinkedIn Sales Navigator, Claude. WHAT YOU BRING You’ll thrive in this role if you have: - Proven track record leading sales teams to consistently hit revenue targets in a high-growth SaaS environment - Expertise in embedding MEDDPICC, value- based selling, and structured pipeline management across a sales organization - Passion for hiring, coaching, and developing talent while maintaining a culture of accountability and healthy competition - Hands-on approach with the confidence to jump into complex deal discussions and coach on objection handling or closing strategies - Deep knowledge of closing deals with UKI mid-market decision makers in fintech, SaaS, or finance tech. - Background in B2B SaaS, fintech, or scaling scale-up commercial organisations Why is this role a good fit for you This role is a good fit for you if: - You thrive on building, coaching, and elevating high-potential sales talent into high performers - You love being both strategic and hands-on, willing to hop on high-value calls alongside your reps to close deals - You want to be the executive face of a hyper-growth product with an incredible culture This role is not a good fit for you if: - You prefer hands-off management and delegate all coaching or pipeline reviews - You do not use structure frameworks like MEDDPICC to guide sales forecasts and deal execution - You prefer a rigid corporate structure over a dynamic, fast-paced scale up environment How you’ll develop in this role In your first 6 to 12 months at Pleo, you’ll: - Lead the UKI sales organisation to drive hyper-growth in revenue and team headcount - Collaborate with RevOps and Marketing to optimise pipeline velocity and deal conversion metrics - Grow your leadership trajectory, taking ownership of larger regional strategies as Pleo continues its global scale 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 based in the country of your choice with a valid right to work. We are unable to offer visa sponsorship for this role in any of the listed locations. SHOW ME THE BENEFITS - Your own Pleo card (no more out-of-pocket spending!) - Lunch is on us for your work days - enjoy catered meals or receive a lunch allowance based on your local office - Comprehensive private healthcare - depending on your location, coverage options include Vitality, Alan or Médis - We offer 25 days of holiday + your public holidays - For our Team, we offer both hybrid and fully remote working options - We use MyndUp to give our employees access to free mental health and well-being support with great success so far - Paid parental leave - we want to make sure that we're supportive of families and help you feel that you don't have to compromise your family due to work The interview process We want to ensure you are set-up for success and understand what will be expected of you. If your application is successful, our interview process is as follows: 1. Intro call: A 30-minute chat with our Talent Partner to discuss the role and your background. 2. Hiring Manager Interview: 45 mins interview with the Hiring Manager to go deeper on your experience and how your profile can fit to the role 3. Pleo Challenge and Panel Interview: We will send you a take home test and invite you to present it during a 60 mins team interview. This is an opportunity to show us how you would handle the day to day of the role 4. Final Interview: A final interview with a Senior Leader Transparency is important to us so we also wanted to share some insights about what we’re looking for in applications to ensure you can set yourself up for success! Last time we hired for this role, we received a vast number of applications but only a few were selected for an intro call. With this in mind, we want to help you understand what we really care about when reviewing your application: - We receive a lot of CVs, and many of them are AI-generated. We love seeing people leverage AI—it’s a big focus for us internally too—but without human intervention, these CVs can sometimes become generic and fail to show a candidate in the best light. What we're really looking for is the specific details of real impact that only you—not AI—know from your previous experience. A top tip from us is to use the “Achieved X, as measured by Y, by doing Z” formula (credit: Laszlo Bock, ~2014) to give a really clear picture of what you’ve worked on. A final note: including links to your previous companies' websites is a huge help and allows us to truly understand your background. - Every single application we receive is reviewed by a human (yes, hundreds of them) because we believe that candidates' efforts should be matched by an equal level of human care. This means that we expect a similar level of attention put into your application. Read and answer the application questions carefully, they make a huge difference in our decision-making process. - Highlight most important aspects of the role, points that might get misunderstood, any specific industry requirements etc. ABOUT YOUR APPLICATION - English first. Since it's our company language, please submit your application in English. You’ll be using it a lot if you join us. - A fair look for everyone. Our talent team reads every single application to ensure the process is fair. To keep things running smoothly, we only accept applications through our system—our support team can’t pass on calls or emails. - Diversity drives us. We can only reach our goals if our team reflects the world around us. That starts with you hitting apply, even if you don't tick every single box. We encourage people from all backgrounds and experiences to join us. - Interview at your best. We want you to feel comfortable throughout the process. If you have any accessibility requirements or need a specific format, email belonging@pleo.io. We’ll design a process that works for you. - Your data is safe. When you apply, we process your personal data as a data processor. For more information on how Pleo processes personal data, read our Privacy Policy here https://www.pleo.io/en/legal. - Applying for multiple roles? Nothing is stopping you, and we assess every role independently. However, we do look for alignment, so make sure you can explain why your interest and experience are right for each specific role. - Reapplying. If you’re applying for the same role again, please wait six months from your last decision before hitting submit.