The opportunity

As a Sales Manager at Shieldpay, you will be a key part of our Commercial team, identifying convertible leads and winning new business. This is a pivotal role in our growth journey, driving revenue through targeted outreach and proposing the value of Shieldpay to potential clients. 

Reporting to our Sales Director, you’ll work to support our commercial team by being the first contact for new clients across their sales journey. Your primary focus will be in driving net new revenue by acquiring new clients, entering new markets or expanding into new business areas. The ideal candidate will be tenacious and strategic, learning from lost business to improve our outreach process for the next new client.

The successful candidate will possess a deep understanding of our client base, their specific needs, and the nuances of our sales cycle. They will be skilled at identifying key client pain points and aligning solutions to address them effectively. With strong commercial acumen and excellent communication skills, they will confidently guide prospective clients through the decision-making process, demonstrating how our services can deliver real value and long-term impact; with strong communication skills to explain to new customers why our solutions will help solve the issues they’re facing.

What you’ll be doing

• Market Intelligence: Conduct in-depth research on the escrow, payments, fintech, regulatory, and economic landscape within target verticals and markets to identify new business opportunities while staying updated on regulatory changes and their implications for Shieldpay's offerings.
• Lead Generation: Proactively generate new business leads through various channels, including networking, cold calling, social selling, and email outreach. Utilise CRM tools and sales methodologies to track and manage the lead generation process while prioritising leads based on their potential value and alignment with Shieldpay's target market.
• Client Engagement: Represent Shieldpay at industry events, conferences, and awards shows to increase brand visibility and network with potential clients. Host networking events, such as roundtable discussions, to engage with industry professionals and showcase Shieldpay's expertise.
• Sales Presentations: Deliver compelling sales presentations that highlight Shieldpay's unique value proposition and demonstrate how our solutions can address clients' specific requirements.
• Sales Funnel Management: Collaborate with marketing, product, implementation, and other sales team members to move opportunities through the sales funnel efficiently. Gather initial requirements from prospects and provide accurate information to internal stakeholders while tracking the sales progress and ensure timely follow-ups to maintain client interest.
• Data Management: Maintain a comprehensive contact database and pipeline report to track sales activities and provide regular updates to management.
• Performance Metrics: Consistently exceed sales targets and achieve key performance indicators.
• Regulatory Compliance: Ensure that Shieldpay's sales activities comply with all relevant regulations. Stay informed about regulatory changes and their implications for the business
• Information Security: You will apply best security practices within their specific field while being active in guiding junior staff on security matters related to their work. You’ll maintain a good level of understanding of the security implications of your decisions and your role in maintaining compliance. 

What we're looking for in you

• You have proven experience in a B2B new business sales environment within a regulated sector – even better if this is within Payments, Fintech or the Legal sector.
• You’re an expert at outbound prospecting to identify and pursue new client opportunities.
• You excel at developing tailored proposals to close high-end deals.
• You are target driven, motivated by exceeding the KPIs set for you.
• A strategic mentality to build and maintain a healthy pipeline to support accurate revenue forecasts.
• You are a strong communicator with excellent communication skills. You can adapt within a sales call, answering questions and dealing with pushback honestly, informatively and confidently.
• You are a strong active listener. You strive to understand a customer's needs so you can confidently pitch how our solutions will help them alleviate the obstacles they are facing.
• You are resilient and collaborative. You learn from mistakes and challenging times, rallying with your team members to share openly and strive for constant improvement.

Our Promise: Shieldpay is an equal opportunities employer. For Shieldpay building a fair and transparent workforce begins with the recruitment process that does not discriminate on the grounds of gender, sexual orientation, pregnancy or maternity, gender reassignment, race, colour, nationality, ethnic or national origin, religion or belief, disability or age. We offer flexible working options, such as flexible hours and hybrid work, to support our employees' work-life balance