Sales Manager

The opportunity

As a Sales Manager at Shieldpay, you will be a key part of our Commercial team, identifying convertible leads and winning new business. This role is about pulling insight and sellin g trust. You’ll need to understand the psychology of relationships, the economics of risk, and the art of market education. This is a pivotal role in our growth journey, driving revenue through targeted outreach and proposing the value of Shieldpay to potential clients.

Reporting to our Sales Director , you’ll work to support our commercial team by being the primary source of contact for new clients across their sales journey. Your focus will be in driving net new revenue by acquiring new clients, expanding existing accounts and seeking opportunities to grow the Shieldpay market share. The ideal candidate will be tenacious and strategic, learning from lost business to improve our outreach process for the next new client.

The successful candidate will be able to get under the skin of our client base quickly, building a deep understanding of their specific needs and the nuances of our sales cycle. They will be skilled at identifying client pain points and aligning solutions to address them effectively. With strong commercial acumen and excellent communication skills, they will confidently guide existing and prospective clients through the decision-making process, demonstrating how our services can deliver real value and long-term impact. You’ll have an innate ability to build trust, explaining to customers why our solutions will make them more profitable, efficient and compliant.

What you’ll be doing

• Market Intelligence: Hunt for new business strategically. You will conduct in-depth research on the escrow, payments, fintech, regulatory, and economic landscape within target verticals and markets to identify new business opportunities while staying updated on regulatory changes and their implications for Shieldpay's offerings.
• Knowing Your Work Matters: Where you’re not just selling a product, but solving a problem that keeps clients awake at night: “How do I move client money safely, quickly, and without risk?”
• Lead Generation: Proactive outbound prospecting to generate new business leads through various channels, including networking, cold calling, social selling, and email outreach. Utilise CRM tools and sales methodologies to track and manage your pipeline while prioritising opportunities based on their potential value and alignment with Shieldpay's target market.
• Client Engagement: Become a Payments Expert and a Shieldpay ambassador, representing us at industry events, conferences, and awards shows to increase brand visibility and network with potential clients. Host networking events, such as webinars and roundtable discussions, to engage industry professionals and showcase Shieldpay's expertise.
• Sales Presentations: Deliver compelling sales presentations that highlight Shieldpay's unique value proposition and demonstrate how our solutions can address clients' specific requirements.
• Sales Funnel Management: Driven to build momentum, you’ll proactively collaborate with marketing, product, implementation, and other sales team members to move opportunities through the sales funnel efficiently. Provide accurate and timely information to internal stakeholders while tracking the sales process to maintain client interest.
• Data Management: Maintain a comprehensive contact database and pipeline to track sales activities and provide regular updates to management.
• Performance Metrics: Consistently exceed sales targets, achieve key performance indicators and exhibit model sales behaviours.
• Regulatory Compliance: Ensure that Shieldpay's sales activities comply with all relevant regulations. Stay informed about regulatory changes and their implications for the business
• Information Security: You will apply best security practices and maintain a good level of understanding of the security implications of your decisions and your role in maintaining compliance. 

What we're looking for in you

• You have proven experience in a B2B new business enterprise sales environment, preferably within a regulated sector – even better if this is within Payments, Fintech or the Legal sector.
• You spot opportunities others miss, understanding that that a “no” today is often a “not yet,” and understand that the best salespeople don’t sell - they solve.
• You’re an expert at outbound prospecting to identify and pursue new client opportunities.
• You excel at developing tailored proposals to close high-end deals.
• You are target driven, motivated by exceeding the KPIs set for you.
• A strategic mentality to build and maintain a healthy pipeline to support accurate revenue forecasts.
• You are a strong communicator with excellent written and verbal communication skills. You can adapt within a sales call, answering questions and dealing with pushback honestly, informatively and confidently, to build trust in Shieldpay and our solutions.
• You are an active listener. You strive to understand a customer's needs so you can confidently pitch how our solutions help them alleviate the obstacles they face.
• You are resilient and collaborative. You foster relationships internally, supporting the rest of the sales team, learning from mistakes and challenging times to share with your colleagues - sharing openly and striving for constant improvement.

Our Promise: Shieldpay is an equal opportunities employer. For Shieldpay building a fair and transparent workforce begins with the recruitment process that does not discriminate on the grounds of gender, sexual orientation, pregnancy or maternity, gender reassignment, race, colour, nationality, ethnic or national origin, religion or belief, disability or age. We offer flexible working options, such as flexible hours and hybrid work, to support our employees' work-life balance.