Role As Sales Manager, North America, you will lead and develop a team of AEs focused on mid-market and enterprise clients across the region. This is a player-coach role: the majority of your time will be invested in coaching, managing, and developing your team to deliver consistent, high-quality pipeline and revenue. You will also carry a personal quota, directly managing and closing a select portfolio of strategic opportunities.
This is a high-impact leadership role for a commercially sharp, people-first leader who takes pride in building great teams and a sales culture of excellence. You will be expected to set the standard for what great looks like, in discovery, in execution, and in client engagement, and to bring out the best in the people around you. You will be equipped with best-in-class tools, a proven sales playbook, and full exposure to Sokin's cutting edge suite of solutions including global payments and receivables, FX, and treasury management capabilities.
Key Responsibilities Team Leadership and Coaching
- Own the day-to-day management of the NA AE team, running structured 1:1s, pipeline reviews, and team standups with a clear coaching agenda focused on skills development and performance accountability.
- Identify individual capability gaps across the team and build tailored development plans, covering outbound prospecting, structured qualification, discovery, objection handling, and commercial closing.
- Onboard new AEs effectively, accelerating ramp time through structured training, field shadowing, and early deal involvement.
- Create and sustain a sales culture of excellence and accountability where high standards are the norm, learning is continuous, and wins are celebrated.
- Partner with Revenue Enablement to design and deliver training programs that systematically raise performance across the team.
Sales Execution
- Carry a personal quota and actively manage a pipeline of strategic and enterprise prospects across the North America market.
- Lead complex, multi-stakeholder commercial engagements where senior presence or deep solution knowledge accelerates the close.
- Model best-practice selling behaviours in the field, including discovery-led qualification, value-based proposals, and structured pipeline management.
- Accurately forecast your own pipeline and provide roll-up visibility on team pipeline to the Head of Revenue, NA.
Pipeline and Commercial Operations
- Drive CRM discipline across the team, ensuring pipeline data is accurate, activity is logged, and deal stages reflect commercial reality.
- Track and analyse individual and team metrics including outbound activity, qualification conversion rates, average deal size, and sales cycle times, using data to surface coaching opportunities and improve team effectiveness.
- Support the planning and execution of outbound campaigns and go-to-market initiatives across assigned sectors, regions, or strategic verticals.
- Collaborate with Marketing, Compliance, Product, and Client Onboarding to drive seamless opportunity conversion and an exceptional prospect experience.
- Contribute to quarterly business reviews with clear pipeline analysis, performance narrative, and forward-looking regional plans.
Culture and Talent
- Recruit exceptional AE talent when headcount opens, owning the interview process and making high-quality, values-aligned hiring decisions.
- Foster an inclusive, high-trust environment where the team challenges each other, shares learnings openly, and continuously raises the commercial bar.
Success in the Role
In your first 12 months, success in this role will include:
- Your team is consistently hitting or exceeding quota, with clear individual performance trajectories and development plans in place for every AE.
- New AEs are ramping to full productivity within 60 days, supported by a structured onboarding program you have built or materially improved.
- Pipeline quality and CRM discipline across the team are materially stronger, enabling reliable and accurate forecasting at the regional level.
- You have personally closed a meaningful portfolio of strategic deals, demonstrating the commercial standard you hold for the team.
- You are recognized as a trusted leader by your AEs and a reliable, high-accountability partner by the broader Revenue leadership team.
Requirements - 6+ years of proven B2B sales experience, with a strong track record of managing complex, high-value enterprise deals and long sales cycles across senior stakeholder groups.
- 2+ years in a sales management, team lead, or player-coach capacity, with demonstrated ability to develop and improve individual and team performance.
- Experience in payments, fintech, financial services, or a related sector is strongly preferred.
- A natural coach and people developer who takes genuine pride in seeing their team succeed and grow.
- Strong ability to conduct high-quality discovery and structured qualification, uncovering commercial priorities, operational pain points, and treasury requirements to position solutions effectively.
- Excellent written and verbal communication skills, with the ability to engage finance leaders and senior decision-makers (CFO, FD, Treasurer, Head of Finance) with clarity and commercial credibility.
- Commercially sharp, with strong business acumen and the ability to prioritize opportunities based on value, urgency, and strategic fit.
- Highly organized and data-driven, with strong CRM discipline and a structured approach to pipeline management, team forecasting, and performance reporting.
- High agency and a bias for action - you bring solutions, build momentum, and operate effectively in a fast-moving, scaling environment.
- Tech-savvy and confident using modern sales tools and CRM systems.
Department Sales Locations New York Remote status Hybrid Yearly salary $160,000 - $180,000
