Sales Manager, Small Business Focus

Our client builds hiring and people management software for small businesses. They ship product every week, their customers actually like using the tool, and they're growing fast enough that they need someone to own sales properly.

You'll manage the full sales cycle - prospecting, qualification, demos, negotiation, close. The customers are small business owners and HR managers who've been neglected by enterprise software vendors. They move fast, they have real budget constraints, and they hate complexity. You'll need to get that instinctively.

This is a remote role based in Sydney. It's not remote-friendly in the sense of "work from anywhere whenever you want" - it's remote because the team doesn't need you in an office to stay productive. The expectation is that you work with real autonomy, generate a meaningful portion of your own pipeline, and don't need a support structure to close deals.

What you'll do:

You'll own pipeline development. That means prospecting, cold outreach, and lead generation aren't someone else's job - they're yours. The team is lean and everyone carries their weight. You'll develop a repeatable approach to reaching out to small businesses, qualifying them quickly, and moving them through the sales cycle.

You'll be a credible voice for the product. Customers will ask you hard questions about where the software is heading, what they can and can't do with it, and whether it's worth the switch from their current cobbled-together HR setup. You need to know the product deeply and be able to have a real conversation about whether our client is the right fit for them. If it's not, you'll say so.

You'll close deals. Not massive enterprise contracts that take six months to negotiate. Deals with real small business owners who want to buy something that works, costs a reasonable amount, and won't take months to implement.

Who we're looking for:

You've sold into small businesses before, or you've worked inside one and understand their constraints. You've built pipeline in a lean environment and you're comfortable with direct prospecting. You move fast, you're comfortable with ambiguity, and you don't wait to be told what to do. You probably get frustrated with overcomplicated software and have strong opinions on how sales should actually work.

If you've spent your entire career in large enterprise software with long sales cycles and dedicated SDRs, this probably won't feel right.

Send us your CV and a note about the last sale you closed - what made it stick.