Head of Sales (Test)
Full TimeJob Overview
Reward Gateway, part of Edenred, is a global leader in benefits and employee engagement. We help businesses attract, engage, and retain top talent through strategic reward, recognition, and well-being solutions.
Guided by our shared missions - ‘Making the World a Better Place to Work’ and ‘Enriching Connections, For Good’ - we’re committed to transforming workplaces and improving people’s daily lives.
Our team embodies entrepreneurial spirit, innovation, and respect. We push boundaries, speak up, and stay human, fostering a culture where imagination thrives.
Your role in our mission
As Head of Sales (SMB & Mid‑Market), you will lead, coach, and scale a high‑performing team of Employee Engagement Consultants (Account Executives) to deliver sustained new business growth across the ANZ region. You’ll own the SMB & Mid‑Market new ARR number, drive pipeline generation and conversion, and embed a consultative, insights‑led sales culture that aligns client outcomes with Reward Gateway’s engagement solutions.
You’ll partner closely with Sales Development, Marketing and Client Success to accelerate demand, remove friction points, and improve win rates. Above all, you’ll build a team and a system that consistently exceeds targets while delivering an exceptional customer experience.
Flexible, Hybrid Working
Guided by our shared missions - ‘Making the World a Better Place to Work’ and ‘Enriching Connections, For Good’ - we’re committed to transforming workplaces and improving people’s daily lives.
Our team embodies entrepreneurial spirit, innovation, and respect. We push boundaries, speak up, and stay human, fostering a culture where imagination thrives.
Your role in our mission
As Head of Sales (SMB & Mid‑Market), you will lead, coach, and scale a high‑performing team of Employee Engagement Consultants (Account Executives) to deliver sustained new business growth across the ANZ region. You’ll own the SMB & Mid‑Market new ARR number, drive pipeline generation and conversion, and embed a consultative, insights‑led sales culture that aligns client outcomes with Reward Gateway’s engagement solutions.
You’ll partner closely with Sales Development, Marketing and Client Success to accelerate demand, remove friction points, and improve win rates. Above all, you’ll build a team and a system that consistently exceeds targets while delivering an exceptional customer experience.
Flexible, Hybrid Working
Our office is for you to use as much as you like; as a minimum our APAC Sales Team works from our Sydney office at least twice a week.
Some of your responsibilities & core duties will be:
Leadership & Coaching
- Lead, coach, and inspire a team of 6 AEs (growing to 8) across SMB and Mid‑Market to deliver individual and team targets.
- Establish high‑quality operating rhythms (daily stand‑ups, weekly pipeline reviews, monthly QBRs, and structured 1:1s) with a focus on performance coaching and deal strategy
- Build a culture of accountability, curiosity, and continuous improvement, with clarity on activity, skills, and outcomes.
- Recruit, recognise and retain high performing sellers and effectively develop future leaders.
Sales Execution & Forecasting
- Own SMB & Mid‑Market new logo ACV target attainment and forecast accuracy.
- Ensure disciplined pipeline management (coverage, velocity, stage health, and conversion) within local and global metrics
- Strengthen qualification rigor, stakeholder mapping, and commercial positioning through weekly pipeline review and analysis
Strategy, GTM & Process
- Engineer consistent inbound/outbound pipeline and drive conversion metrics across the funnel leveraging quantitative and qualitative data to improve conversion metrics and deal velocity / execution
- Support commercial team growth through consultation into leadership with inputs into the SMB/MM go‑to‑market messaging and execution
- Consult with GTM Sales Leadership and Enablement on the sales playbook (discovery, value messaging, objection handling, competitive positioning, and proposal standards).
- Implement repeatable process and sales playbooks and lead in more strategic selling motions when required
Cross‑Functional Collaboration
- Collaborate with Marketing on campaign design, events, content, and conversion strategies
- Partner with Sales Development Team to drive targeted account-based marketing prospecting
- Collaborate with Client Success to bring the voice of the customer into pursuits and ensure smooth handovers for fast adoption and early value.
Customer & Market Engagement
- Model an insights‑led, consultative approach that connects employee engagement outcomes to measurable business impact.
- Elevate our brand: represent Reward Gateway at HR industry events, panels, and executive briefings.
- Track market trends and competitor movements to ensure positioning and pricing are relevant and compelling.
Hiring, Onboarding & Culture
- Hire, onboard, and ramp high‑calibre AEs; shorten ramp time through structured enablement and shadowing.
- Build confidence and capability in the SMB/Mid-Market Team whilst fostering an inclusive, high‑energy team aligned to RG’s mission and values.
- Recognise and reward progress and performance utilising our market leading recognition and reward solutions.
Governance, Tools & Data
- Drive best‑practice use of Sales Tools and Tech Stack
- Data informed decision maker with demonstrable curiosity and leaderhsip in leveraging AI and emerging technologies to evolve go to market strategies improving pipeline generation, buyer insight and sales productivity.
- Produce clear, timely reporting for leadership on performance, risk and risk mitigation plans.
Success looks like
- A thriving and growing team
- Revenue attainment to target across SMB & Mid‑Market
- Forecast accuracy and pipeline coverage (3-4× coverage)
- Win rate improvement and sales cycle reduction
- % of team at/above quota and ramp time for new hires
- Increase in % of self‑sourced pipeline contribution (per rep and team)
- Proposal quality & stage conversion (discovery > proposal > close‑won)
- Cross‑functional NPS/feedback from Team, Marketing, SDR, and Client Success
- Data quality & CRM compliance across the team
The Experience and Key Skills you will have:
- Proven success leading and scaling SMB and/or Mid‑Market SaaS sales teams, ideally in ANZ, with the ability to demonstrate consistent year‑on‑year team attainment.
- Deep experience coaching and building confidence in early stage, consultative sellers across discovery, value articulation, stakeholder influence, and solution delivery quality.
- Strong, data‑driven operator with expertise improving pipeline health, win rates, and sales cycle time through rigorous forecasting and funnel management.
- Skilled at building and operationalising sales playbooks, including messaging, objections, competitive positioning, and qualification frameworks.
- Highly proficient in Salesforce and modern sales tools with a commitment to CRM hygiene and insights‑driven decision‑making.
- Proven collaborator who successfully partners cross functionally to accelerate demand and improve conversion rates.
- Excellent communicator with strong executive presence - confident leading internal strategy reviews and senior customer conversations.
- Resilient, adaptable, and energised by fast‑paced, high‑accountability environments, with a passion for building inclusive, high‑performing teams operating in a hybrid environment.