Sales Manager (Player-Coach) | AI, IT & Cybersecurity

Digital Armour Corporation; North Sydney; On-site; AUD 180,000 - 210,000; Full time

Benefits offered by this job

Uncapped commission

OTE 320k+

Base salary 180k–210k + super

Job summary

Digital Armour Corporation in North Sydney is seeking a high-velocity sales leader to own personal revenue and build the team. You will manage end-to-end deals, influence executive buyers, and drive a productivity-focused proposition with a strong commission structure.

You will lead the team, set targets, coach sellers, and participate in hiring, forecasts and client engagements across Sydney and regional NSW.

Qualifications

• Directly managed frontline, quota-carrying sellers.
• Turned around a struggling seller with visible weekly actions.
• Carried and hit a personal new-business target selling services.
• Sold to CEOs or CFOs of mid-sized organisations.

Responsibilities

• Own a personal target on new business and run end-to-end deals.
• Sell Impact40 and AI offers to executive buyers.
• Lead multi-stakeholder deals typically 60–120 days.
• Lead the team, set targets, coach, and hire the next seller.
• Daily stand-ups, weekly 1:1s, and CRM-driven pipeline reviews.

Skills

Sales leadership

Quota carrying

Pipeline management

Team coaching

Executive selling

Tools

CRM

Forecasting tools

Job description

Digital Armour Corporation – North Sydney NSW

Sell, and make the people around you better at selling

You'll carry a substantial personal revenue target and lead a team. About 60% of your week is your own deals. The other 40% is running the team.

The role is five days a week in our North Sydney office, with client visits across Sydney, regional NSW, VIC and QLD.

If you want a pure leadership role, this one will frustrate you. If you've hit your own number while lifting other people's, read on.

Why this role is worth your time

You’ll build the sales function of a firm that’s been growing since 2002, with the CEO’s direct backing and the authority to make calls on your team. You’ll sell a proposition few competitors will match: a productivity uplift we guarantee in writing. And you’ll be paid properly for results, with uncapped commission on the gross profit you and your team bring in.

About Digital Armour

We’re an Australian technology and business transformation consultancy. We work with Australian organisations of 50 to 500 staff, including local government, at CEO, COO and CFO level.

Our clients buy productivity, efficiency and reduced risk. Technology is how we deliver those outcomes.

Our flagship managed service, Impact40, guarantees a 20 to 40 per cent productivity uplift, in writing. We also run AI strategy engagements, deploy AI agents, and deliver cybersecurity, business applications, IT services and training.

What you’ll do

Carry your own number

• Own a personal target on new business, mostly new clients
• Run your pipeline end to end, from first conversation to signature
• Sell Impact40, our recurring managed services and our AI offers to executive buyers
• Lead multi-stakeholder deals that typically run 60 to 120 days

Run the team

You’ll lead the team from day one, plus our outbound appointment-setting channels. You’ll set their targets and coaching plans, and you’ll hire the next seller.

• Daily stand-up on activity, blockers and priorities
• Weekly one-on-ones with each seller
• Weekly pipeline reviews run from the CRM
• Role plays, and joining sellers on client calls with a straight debrief afterwards
• Own performance conversations, including formal processes where needed

Work with the CEO

• Weekly forecast, with commentary on what moved and why
• Feed client objections and market signals back into how we position and price

What you need to have done in the last three years

• Directly managed frontline, quota-carrying sellers. Managing managers, mentoring or dotted-line coaching doesn’t count.
• Turned around a struggling seller, and can tell us their starting numbers and what you did each week.
• Carried and hit a personal new-business target selling recurring managed services, IT services or consulting, with sales cycles of 60 days or more.
• Sold to CEOs or CFOs of mid-sized organisations.

This role probably isn’t for you if

• Your strength is sales strategy, go-to-market design or building frameworks for others to run. We need someone who is in the room, on the call and in the car.
• You’re looking for a fractional, contract, part-time or work-from-home arrangement.
• You haven’t carried your own number for several years.
• You’d rather sell software licences than services.

How we’ll measure you

Personal gross profit against target. Team gross profit against target. Win rate. Forecast accuracy within 10 per cent. Improvement in each seller against their starting baseline.

Package

$180,000 to $210,000 base plus super. Uncapped commission paid quarterly on gross profit, split between your own deals and your team's. OTE $320,000+ at target.

How we work

Four values run the firm: Authenticity, Humility, Excellence, and Integrity and Accountability. They shape how we sell, how we deliver and how we treat each other.