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

Digital Armour Corporation Pty Ltd; North Sydney; On-site; AUD 160,000 - 180,000; Full time

Job summary

Digital Armour is seeking a high-impact sales leader in North Sydney to own a personal revenue target and manage a team selling Impact40 and AI offerings to executive buyers. You will drive end-to-end deals, from initial conversations to signature, while coordinating with the CEO and shaping strategic client engagements.

You will lead daily stand-ups, weekly one-on-ones, and pipeline reviews, with a focus on performance and accountability.

Qualifications

• Directly managed frontline sellers.
• Turned around a struggling seller with documented starting numbers and weekly actions.
• Carried and hit a personal B2B services target with 60+ day sales cycles.
• Sold to CEOs or CFOs of mid-sized organisations.

Responsibilities

• Own a personal revenue target and run end-to-end pipeline.
• Sell Impact40 and AI offers to executive buyers.
• Lead multi-stakeholder deals 60–120 days.
• Daily stand-ups, weekly 1-on-1s, and pipeline reviews.
• Forecast weekly with commentary on movements.

Skills

Sales leadership

Team leadership

B2B sales

Target driven

Job description

Digital Armour | North Sydney | Full time, permanent | Reports to the CEO

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.

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.

About Digital Armour

We're an Australian technology and business transformation consultancy, established in 2002. 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 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 revenue target on new and expansion business
• Run your pipeline end to end, from first conversation to signature
• Sell Impact40 and our AI offers to executive buyers
• Lead multi-stakeholder deals that typically run 60 to 120 days

Run the team

• 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 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 target selling B2B services, IT or consulting, with sales cycles of 60 days or more
• Sold to CEOs or CFOs of mid-sized organisations

You’ll want a permanent, full-time role based in our North Sydney office, with client visits across Sydney, regional NSW and QLD.

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 or consulting engagement
• You haven't carried your own number for several years

How we'll measure you

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

Package

$160,000 to $180,000 base plus super. Commission paid quarterly on gross profit and split between your personal number and the team's. OTE around $235,000 or more.

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. You'll have the CEO's direct backing and the authority to make calls on your team.

Unlock job insights

Hirer responsiveness Salary match Number of applicants

Your application will include the following questions:

• Which of the following statements best describes your right to work in Australia?
• How many years' experience do you have as a sales manager?
• How many years of B2B sales experience do you have?
• Do you have experience working towards targets and KPIs?