Sales Manager, SEA

Firmable; Singapore; On-site; SGD 180,000 - 240,000; Full time

Job summary

Firmable, a sales action platform, seeks a Sales Manager for SEA to lead the Singapore-based sales team (AEs and SDRs) selling into Singapore and Malaysia. You will own the region's revenue number, hire, coach, and drive pipeline discipline, while supporting deals with an emphasis on team performance over individual quota.

You will report to the Head of Sales - APAC and partner with cross-functional teams to scale in Asia, leveraging Firmable’s AI-native approach to research and engagement.

Qualifications

• 5+ years in B2B software sales and at least 1 year leading or supervising sales professionals
• Proven track record delivering a team number, not just individual quota
• Experience hiring, developing and managing professional sales staff
• Deep familiarity with Singapore market and Malaysia working knowledge
• Proven capability in multi-stakeholder sales with senior decision makers
• Structured sales process, pipeline management and strong CRM hygiene
• Comfort using AI for research, prospect intelligence, drafting and workflow automation

Responsibilities

• Lead Account Executives and SDRs, ensuring quota attainment and pipeline discipline
• Set operating rhythm: forecast calls, pipeline reviews, deal reviews, team meetings
• Run weekly 1:1s focused on pipeline, deal strategy and performance
• Own onboarding and ramp for new starters, assign territories and targets
• Deliver Asia revenue plan for SMB inbound and mid-market motions
• Define headcount, roles and selection criteria, and manage hiring decisions
• Governance: pricing, terms, and migration to annual commitments
• Maintain accurate team records in HubSpot for reporting and forecasting
• Collaborate with Marketing, Revenue Ops and data teams on market coverage and strategy

Skills

B2B software sales

Team leadership

Coaching

Pipeline management

CRM hygiene

AI in sales

Singapore market

Stakeholder management

Hiring & development

Forecast discipline

Education

Bachelor degree in business/tech

Tools

HubSpot

Job description

Firmable is the sales action platform for modern revenue teams. We build one of the richest proprietary datasets on companies and the people inside them, then turn it into intelligence sales teams can actually act on. Backed by leading investors and growing fast across Australia, New Zealand, Singapore, India and the United States, with a team of around 100 people.

Singapore is where our Asia business is being built. We have a live customer base, a funded demand engine, and an initial two-market focus across Singapore and Malaysia. What we do not yet have is a leader on the ground running the sales team. That is this role.

The Role

The Sales Manager, SEA leads Firmable's Singapore-based sales team: Account Executives and Sales Development Representatives selling into the Singapore and Malaysia markets, with Hong Kong, the Philippines and Indonesia covered from Singapore.

You own the revenue number for the region and the people who deliver it. You will hire, coach and hold a team accountable, and you will be in the room on the deals that matter, supporting the AE who owns the opportunity rather than taking it off them.

This role does not carry an individual new business quota. Your number is the team's number. Reporting to the Head of Sales - APAC.

What You’ll Own

Team leadership

• Lead a team of Account Executives and SDRs, holding each accountable for quota attainment, pipeline coverage and process discipline

• Set and run the operating rhythm: forecast calls, pipeline reviews, deal reviews and team meetings

• Run structured weekly one to ones covering pipeline, deal strategy, capability and performance against target

• Direct the day to day work of the team, including prioritisation of accounts, opportunities and activity

Performance and development

• Set individual expectations and development plans, and formally review performance each cycle

• Identify underperformance early, design and implement documented improvement plans, and manage them through to resolution

• Coach on discovery, qualification, commercial negotiation and executive engagement, including attending customer meetings in a coaching capacity

• Assess readiness for promotion, recommend progression, and build succession inside the team

Hiring and ramp

• Determine the size and shape of the team needed to deliver the regional plan, and make the case for headcount

• Define role requirements and selection criteria, interview and assess candidates, and make hiring recommendations

• Own onboarding and ramp for new starters, including territory allocation, initial targets and progress against ramp milestones

Revenue and territory

• Deliver the Asia revenue plan across the SMB inbound and mid-market SDR-led motions

• Allocate and reallocate quota, territories, accounts and inbound opportunities across the team

• Hold the team to forecast accuracy and take corrective action where coverage or conversion falls behind

• Report performance, pipeline and risk to the Head of Sales - APAC

Commercial governance

• Review and approve pricing, discounting and non-standard terms within delegated authority, escalating beyond that threshold

• Own the migration from monthly to annual commitments, where the retention difference is material

• Recommend remuneration, commission plan and equity changes for team members

• Own the integrity of the team's records in HubSpot as the basis for company reporting and forecasting

Cross-functional

• Contribute to segment strategy, annual planning and headcount planning as part of the sales leadership group

• Partner with Marketing on demand and conversion, with Revenue Operations on process, reporting and commission design, and with the data team on coverage in Asian markets

• Feed market intelligence back to Product and leadership, particularly on where our data needs to be stronger to win

What We're Looking For

Must Haves

• 5+ years in B2B software sales, including at least one year leading, coaching or formally supervising sales professionals

• Demonstrated experience carrying and delivering a team number, not only an individual one

• Track record hiring, developing and performance managing professional sales staff

• Deep familiarity with the Singapore market and the way business gets done here, plus working knowledge of Malaysia

• Proven capability in multi-stakeholder sales cycles with senior commercial and technology decision makers

• Fluency in structured sales process, pipeline management and forecast discipline, with strong CRM hygiene as a non-negotiable

• You use AI for research, prospect intelligence, drafting and workflow automation as your default way of working. In 2026 this is table stakes at Firmable, not a differentiator

Highly Valued

• Experience building a sales team in a new or early market rather than inheriting a mature one

• Sales intelligence, data or martech background, and a view on how to win against a low-cost incumbent

• Selling into software and IT services or recruitment and staffing, our strongest verticals

• HubSpot at depth

• Comfort operating across a distributed team, including remote direct reports in another market

• A bachelor degree or higher in business, commerce, technology or a related discipline

How We Build

AI-native, not AI-assisted

AI is not a productivity tool bolted onto how we already worked. It is the workflow. Sales leaders here are expected to run research, account planning, call review and reporting through AI as a default operating mode, and to raise the bar for the team on the same. If you are open to this but not yet doing it, this role will require a fast and genuine shift.

The operating environment

Firmable runs lean and ships fast. Small senior teams, no layers, minimal process. Asia is an early market being built deliberately, which means the plan is specific, the checkpoints are real, and you will have visibility of exactly what the region is being measured on. The pace is high and the ownership is genuine.

Why This Role

• You build the team, rather than inherit it. Structure, territories, standards and ramp are yours to set

• The regional plan is funded, sequenced and already generating inbound. This is not a cold start

• Direct line to the Head of ANZ and Asia and to the executive team, with real influence over how Asia is resourced

• Firmable's data is the moat, and you will be leading the people who take it to a market that has not yet heard of us

• Career runway into regional leadership as the team scales

Firmable is an equal opportunity employer. We believe diverse teams build better products.