Head of Sales - SaaS

First AML; Sydney; On-site; AUD 180,000 - 280,000; Full time

Benefits offered by this job

Additional annual leave

Hybrid role

Training budget

Employee shares

Parental leave payments

Social events

Wellbeing programme

Regular coaching

Central Sydney office

Global secondments

Job summary

First AML is seeking a Head of Sales for ANZ to lead the local B2B SaaS sales team and drive revenue growth. You will coach a high-performing group of Account Executives and an SDR team, setting standards for how the team sells, coaches and operates daily.

You will own quota setting, territory design, and career development, while partnering with Marketing, Product and Customer Success to win enterprise deals and scale the commercial function in a fast-growing AML tech company.

Qualifications

• 7+ years leading a B2B SaaS sales team.
• Experience scaling a fast-growth SaaS business.
• Proven track record of coaching high performers and meeting/exceeding targets.

Responsibilities

• Lead six Account Executives and the SDR team to deliver Target Revenue.
• Own quota setting, territory design and performance management.
• Run weekly pipeline cadence and monthly forecast with accuracy for the executive team.

Skills

Team leadership

Forecasting

Sales strategy

B2B SaaS

Coaching

Stakeholder mgmt

Deal negotiation

Tools

Salesforce

Job description

First AML, is a one-stop solution, equipping organisations with one verification platform that is fast, frictionless and secure. We're experiencing exceptional growth (with more to come) - revenue is up 400% in the last 18 months with regulatory tailwinds blowing in our favour.

We’re proud that our product reduces the impact that money laundering has on innocent people. As a team, our role to limit criminal exploitation is what motivates us to build the very best anti money laundering technology.

Diversity and inclusion is something we are passionate about. We are continuously looking for ways to make improvements across the business and are proud of our safe and inclusive workspace, we encourage people to bring their authentic selves to work.

The ANZ sales team is the engine behind our recent growth!

Seven Account Executives and six Sales Development Representatives, successfully selling into a market where Australia's Tranche 2 reforms are bringing lawyers, accountants and real estate professionals into the AML regime for the first time.

Demand is real and the team are winning.

A bit about our ANZ Head of Sales role.

We are hiring a Head of Sales to take something that already works and make it repeatable, forecastable and ready for the next stage - bigger deals, complex buyers and operating discipline that supports a business scaling fast.

Lead a winning team, and keep it that way.

Manage six Account Executives directly and the SDR function through an SDR Team Lead. Set the standard for how the team sells, coaches and operates day to day.

Protect the culture of a high performing team while raising the bar on consistency. Your job is to make strong performers better, not to rebuild.

Own quota setting, territory design, performance management and career development across both the AE and SDR groups.

Hire and onboard as the team grows, and be the manager people join First AML to work for.

Success is....

The ANZ team hits or exceeds its annual target and every rep has a clear plan and coach behind them.

Make forecasting a strength.

Own the ANZ number. Run the weekly pipeline cadence and the monthly commit process, and deliver a forecast the executive team and board can rely on.

Bring rigour to pipeline hygiene, stage definitions, close-date discipline and Salesforce accuracy. If it is not in the CRM, it does not exist.

Work with the Head of Revenue Operations to build the reporting, dashboards and forecast methodology the business needs at its next stage of scale.

Success is....

Monthly commit lands within a tight tolerance of actuals, consistently.

Move the business upmarket.

Shift deal mix toward larger firms and higher ACV without losing the velocity that made the team successful.

Partner with Marketing, Product and Customer Success to sharpen positioning for enterprise buyers and to turn wins into repeatable plays.

Feed structured market and competitor intelligence back into product and pricing decisions.

Success is....

Measurable lift in average ACV and win rate in the mid-market and enterprise segments.

Build the structure for the next stage.

Co-design and implement new sales structures with the Head of Revenue Operations: segmentation, territory models, compensation plan changes, enablement programmes and the tooling that supports them.

Sit on the revenue leadership team and contribute to commercial strategy across ANZ.

Success is

Segmentation, territories, comp plans and reporting are documented, adopted and stable. Strong AEs and SDRs stay, grow and refer people they want to work with.

About you:

• 7+ years experiencing leading a B2B SaaS sales team, with responsibility for the overall team number and other people's performance
• Experience in scale-up company growing fast - you know what breaks and what to build first
• Your former direct reports would drop everything to work for you again
• Clear expectations that has led to your proven track record of leading and coaching high performers
• Hands-on experience running a forecast process in Salesforce or equivalent, AND a point of view on how to do it well
• Data First - you make decisions from pipeline data and win/loss evidence, and you expect the same of your team
• Comfortable being in deals, leading from the front without taking the deal off the rep
• You build structure bureaucracy, ensuing process makes good selling repeatable and not too slow things down
• You give feedback early and you can have the hard conversation well
• Curious about the market - compliance is serious and complex, you'll need to take the time to understand their world

Personal Attributes & Values

• Absolute People Person: You value the network around you and bring positive energy to the team.
• Curiosity & Creativity: You are curious and creative by nature when it comes to solving complex commercial problems.
• Agility: You lean into change, thrive in the unknown, and are confident in taking calculated risks.
• Execution & Drive: You want to move at pace and go out to achieve your goals and those of First AML.
• Constructive Challenger: You are always respectful but open to challenging others and being challenged yourself.
• Diversity: You embrace and celebrate all forms of diversity.

Don’t meet every single requirement?

Studies have shown that women, non-binary and certain socio demographics are less likely to apply to jobs unless they meet every single qualification. At First AML we are dedicated to building a diverse, inclusive and authentic workplace, so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply.

Why Join First AML?

Our team is supportive and ambitious and we’re dedicated to building something extraordinary!

This is momentum, not a fix-it job! Customers rate the product 4.8/5, and the team's already winning. There's a regulatory tailwind at your back too: Tranche 2 in Australia is expanding our market as we speak. There is a real seat at the table, you'll report to the CRO, sit on the revenue leadership team, and help build the commercial function from the inside. If this is what you are looking for - we’d love to chat with you.

PLUS, here are some of our perks which are underpinned by our company values ‘Pozzy Vibes’ & ‘We Reward Results’:

• Additional Annual Leave - 5 days additional leave each year for you to recharge after achieving our goals
• Hybrid Role - once you are fully onboarded you’ll be able to work from home two days a week
• Annual Training Budget - $2000 every year dedicated to your growth and professional development -it’s up to you how to spend it
• Shares - You’ll have a pathway to participate in our employee share option programme (you become an owner of First AML)
• Additional Parental Leave Payments - We match government parental leave payments and we’ll make this work best for you and your family
• Social Side - We have regular social events, from shared lunches, team outings and quiz nights
• Wellbeing Programme - From subsidised medical appointments, EAP counselling for yourself and family through to regular health and wellbeing events
• Feedback - To help you grow as much as possible, you’ll receive regular coaching and feedback
• Central Office - Located in Sydney CBD, our office is close to public transport and is surrounded by a variety of cafés, restaurants, and local hotspots.
• Global Secondments - With offices in London, Auckland and Sydney (and more to come) you’ll be given the opportunity to work abroad