Key Responsibilities
Team Leadership \& Coaching
- Lead, coach, and mentor a team of Customer Acquisition Specialists to achieve pipeline generation, advertiser acquisition, and revenue targets
- Foster a high-performance, accountability-driven sales culture focused on continuous improvement and customer success
- Conduct regular 1:1 coaching sessions, pipeline reviews, call coaching, and performance feedback sessions
- Develop team capabilities in consultative selling, objection handling, prospecting, negotiation, and customer engagement
- Motivate and inspire team members to consistently exceed individual and team goals
Pipeline Generation \& Revenue Growth
- Oversee outbound prospecting efforts across phone, email, social, and digital engagement channels
- Ensure consistent generation of high-quality pipeline opportunities across SMB advertisers in APJ
- Guide the team through the full sales cycle including discovery, qualification, proposal positioning, negotiation, and close
- Drive revenue growth through strategic opportunity management and conversion optimization
- Monitor funnel performance and implement strategies to improve conversion rates and sales productivity
Sales Strategy \& Execution
- Partner with Sales Leadership to develop and execute scalable customer acquisition strategies aligned to business objectives
- Analyze market trends, advertiser behavior, and competitive insights to identify growth opportunities
- Support development of territory planning, segmentation, and account prioritization strategies
- Leverage AI-powered tools, analytics, and sales technologies to improve prospecting effectiveness and forecasting accuracy
- Drive operational excellence in CRM hygiene, pipeline management, and sales process adherence
Performance Management \& Reporting
- Track and analyze team KPIs including pipeline generation, conversion rates, revenue attainment, outreach productivity, and forecast accuracy
- Deliver regular business reviews and actionable insights to senior leadership
- Identify performance gaps and implement improvement plans to drive consistent results
- Support hiring, onboarding, and ramp-up of new team members as the business scales
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