Head of Sales (B2C Inbound & Training)

tfx; South Africa; Remote; ZAR 1,214,000 - 1,475,000; Full time

Job summary

A leading online tax advisory firm is seeking a Head of Sales to build and lead their inbound sales function. This role focuses on managing a team to convert leads into long-term clients, optimizing performance, and designing processes to support growth. The ideal candidate has over five years of experience in B2C sales, strong coaching abilities, and is proficient in English. This is a remote position anchored in South Africa's business hours.

Benefits

Competitive OTE of $70K–$85K

Remote-first culture

Ownership over your domain

Qualifications

• 5+ years leading B2C inbound sales teams with short sales cycles.
• Exceptional coaching ability and strong command of English.
• Track record of improving conversion and enforcing SLAs.

Responsibilities

• Manage and upskill Sales Advisors using QA and coaching.
• Oversee pipeline hygiene and partner with RevOps on reporting.
• Design playbooks and scripts to improve conversion rates.

Skills

Team Leadership

Sales Strategy

Coaching Ability

Analytical Thinking

HubSpot Expertise

English Proficiency

Tools

HubSpot

Intercom

Aircall

Job description

Overview

Employment Type: Full-time, Remote

Location: South Africa; with required native or near-native proficiency in English

Compensation: $70,000–$85,000 USD OTE (Base + Performance Bonus)

About Taxes for Expats (TFX)

Taxes for Expats (TFX) is the leading online U.S. tax preparation and advisory firm serving clients in 190+ countries. For more than 25 years, we’ve combined expert CPAs and EAs with modern technology to make tax compliance seamless for U.S. expats and non-residents.

Our company is on a strong growth trajectory, with ambitious plans to expand our client base and service offerings. We are investing in building a scalable commercial engine, and this role is a key leadership hire to accelerate that growth and reinforce our position as the market leader in this niche.

The Role

We’re looking for a Head of Sales to build and lead our inbound sales function during this next phase of growth. You’ll manage and grow a team of Sales Advisors who convert inbound leads into long-term clients through phone, email, and chat. You’ll be accountable for team-driven revenue, conversion performance, SLA compliance, and training—the critical levers that will unlock the next stage of TFX’s expansion.

This is a strategic role that reports directly to the CEO: you will not only coach the team and improve current performance, but also design the processes, playbooks, and outbound strategies that will sustain growth year after year. During off-seasons, you’ll lead outbound campaigns (win-backs, advisory upsells, FBAR reminders) and process refinement. You’ll work closely with the Head of Customer Success to ensure a seamless client journey from lead to loyalty.

Working Hours

This role requires anchoring your workday to South Africa business hours. Some flexibility is required, as our sales team operates outside these hours and occasional coverage for coaching, pipeline reviews, or team meetings may extend into evenings.

Key Responsibilities

• Team Leadership & Coaching: Manage and upskill Sales Advisors using QA, call libraries, and cultural coaching.
• Process & Systems: Oversee pipeline hygiene, stage definitions, and HubSpot workflows; partner with RevOps on dashboards and funnels.
• Performance Optimization: Identify funnel gaps; design playbooks, scripts, and sequences; run A/B tests to improve conversion.
• SLA Enforcement: Ensure timeliness on inbound response and follow-up across all channels.
• Off-Season Strategy: Design and execute outbound campaigns such as win-back, upsell, and compliance-centered outreach.
• Hiring & Onboarding: Recruit, train, and ramp new advisors; design performance scorecards.
• Cross-Functional Collaboration: Align with CS, Marketing, and Tax Ops to enhance lead quality, handoffs, capacity planning, and service delivery.

Performance Metrics

• Sales-Influenced New Revenue (e.g., deposits collected)
• Conversion Lift at key funnel stages
• SLA Adherence for inbound response times
• QA Scores for team calls and messaging
• Outbound Performance (reply/connect rates + wins)
• Training & Process Improvements implemented and adopted quickly

Required Qualifications

• 5+ years leading B2C inbound sales teams with short sales cycles (services, not SaaS)
• Track record of improving conversion and enforcing SLAs
• Exceptional coaching ability, especially around U.S./Anglo cultural nuance
• Excellent command of English (native or C2 near-native indistinguishable) with strong written and verbal presence
• HubSpot or similar CRM expertise (pipelines, lead scoring, sequences, dashboards); experience with Intercom and Aircall a plus
• Analytical thinker—comfortable with metrics, experiments, and tracking impact
• Thrives in a remote, multicultural environment

Why Join Us?

• Competitive OTE of $70K–$85K USD
• Full ownership over your domain—no silos here
• Remote-first, results-oriented culture
• Peer leadership dynamic with Customer Success
• A chance to architect our commercial foundation