About EdgeTier

At EdgeTier, we empower customer care teams by seamlessly combining AI, automation, and human expertise. Our award-winning technology enables some of the world’s most innovative companies to deliver exceptional customer service while gaining deeper insights into their customers.

We’re on a mission to revolutionise customer service by embedding AI into every interaction, creating seamless and impactful experiences. Our cutting-edge solutions help high-volume B2C brands transform customer experiences by analysing and optimising every touchpoint.

This is an incredible opportunity, and we’d love for you to join us on this journey!

The Senior Sales Manager at EdgeTier will lead and coach a team of Account Executives (AEs) who are responsible for new logo acquisition. This individual will be the operational backbone of our Sales function across Corporate, Commercial, and Enterprise level activities, translating strategy into weekly execution through pipeline hygiene, rigorous forecasting, data-led coaching, and tight collaboration with Business Development, Marketing, Customer Success, Product, and People.

Our Head Office is in the heart of Dublin City Centre. This role is hybrid, with a minimum of 3 days per week in the office. Some international travel is also involved.

Responsibilities

Team Leadership and Coaching

Manage, hire, develop, and retain a team of Account Executives.
Run structured 1:1s, deal reviews, and skills coaching sessions anchored in call recordings and pipeline data.
Build a high-performance, accountability-driven team culture in line with EdgeTier's 'own what you build' DNA.
Identify performance gaps early and put targeted development plans in place.
Partner with People on talent development and acquisition to grow the AE team as required.

Revenue and Pipeline Management

Own the team's new business revenue target and annual/quarterly forecast.
Drive rigorous pipeline hygiene across all stages in the CRM (Hubspot).
Manage deal strategy on complex, multi-stakeholder enterprise opportunities.
Ensure consistent application of the agreed sales methodology (Value Selling and MEDDIC / MEDDPICC) across the team.
Collaborate with leadership on segment planning, quota setting, and capacity modelling.

Data and Reporting

Build and maintain dashboards that give real-time visibility into team KPIs: pipeline coverage, stage conversion, ARR per rep, average sales cycle, win/loss rates, etc.
Lead weekly team pipeline reviews grounded in data over gut feel.
Deliver accurate revenue forecasts to the Senior Leadership Team with clear assumptions and risk flags.
Manage quota and commission attainment for reps, reporting monthly for payroll.
Use data to identify systematic bottlenecks in the funnel and drive corrective action.

Collaboration

Partner with Marketing on ICP refinement, campaign feedback and inbound lead quality.
Work with Customer Success to ensure smooth account handoffs and identify expansion signals.
Feed market, competitive and buyer-behaviour intelligence back into Product and leadership.
Lead Sales quarterly business reviews (QBRs) and kickoffs.
Represent the Sales function in GTM planning and QBRs.

Requirements

Minimum of 4 years directly managing a team of Account Executives in a B2B SaaS business
Experience owning the entirety of a Sales function, as opposed to a segment within a larger Sales Org.
Enterprise sales experience - proven track record of managing enterprise sales cycles (€75k+ ACV), including partner and multi-stakeholder, complex procurement processes.
B2B SaaS experience is essential. Candidates from non-SaaS industries will not be considered.
Experience in a similar-sized business (Series A/B, ~70-150 employees) is essential.
Expert-level CRM usage (Hubspot preferred, but not essential), fluency in pipeline metrics and forecasting, and a demonstrated habit of making and presenting data-backed decisions.
Comfort working in a fast-paced environment with rapid decision-making.
Strong working knowledge of structured enterprise sales methodologies.
Demonstratable examples of developing AEs through promotions, quota attainment improvements, or rep-level turnaround stories.
Strong experience managing performance and partnering with the People team to support with team issues.
Hiring manager expertise; leading the hiring process for new sales team members.

Ideal Candidate Profile

Leads with curiosity, interrogates the data, and drives a high-performance culture.
Naturally gravitates towards coaching, not just managing numbers.
Thrives in a fast-growing scale-up environment with some ambiguity.
Enjoys experimenting with the latest technologies and finds unique solutions to problems.
Strong communicator at executive and non-executive levels, with both internal and external stakeholders.
Brings a competitive, ownership mindset, holding themselves accountable.

What we're not looking for

Candidates without experience in owning and driving the direction of an entire sales function.
Candidates who have only worked in large enterprises, e.g. multinational or public companies.
A background only in SMB or mid-market.

EdgeTier Company Values

At EdgeTier, we’re passionate about building a team of high performers who believe in our mission. Guided by our four core values, we ensure these principles shape everything we do, including how we grow our team.

Be Accountable

Take ownership of your work and do it with integrity and to the best of your ability. Be honest about the challenges faced and tackle them head-on. Whether we win or lose, we learn and grow as a team.

Deliver Value to Customers

We focus on delivering real value to our customers. Our products are built to help them succeed, and we work to ensure it does. Solving problems and making things easier for our customers is at the core of everything we do.

Keep Growing

We’re always learning and improving, whether it’s getting better at what we do, learning something new, or making our products even better, we’re always pushing ourselves to embrace the challenge and get out of our comfort zone.

Have Craic & Be Sound

We’re passionate about what we do, but we also know how to have the craic (fun!). Being sound means respecting each other and creating a space where everyone can be themselves and enjoy coming to work.

Why you should join us

Be part of an Irish company that's innovating and revolutionising the customer service industry globally!
We're humble, but have won lots of awards. #11 in Deloitte's Technology Fast 50, Sifted Europe's Fastest-Growing Startups, Wired Europe's Hottest Startups, Technology Innovation of the Year, + many more!
Everyone at EdgeTier shares in the success. We offer generous share options, and a bonus structure to round out each compensation package.
Keep Growing budget of €2,000 annually to spend on your professional growth and learning.
Work with cutting-edge technology; we provide our people with access to premium LMM/AI models to automate the busywork that gets in the way of success.
Enjoy your time outside of work with 23 days of annual leave in addition to annual company shut-down days, a fully paid sabbatical after 4 years of service, and increasing leave entitlements with continued tenure.
We invest in your health & wellbeing with health insurance, a bike-to-work scheme, and future security with a company-matched pension plan (for Ireland-based employees).
We mean business when it comes to having the craic. Join us for our legendary company get-togethers and off-sites!

EdgeTier provides a safe environment that encourages personal and professional growth, nurtures trust, facilitates the development of new values, and fosters long-lasting connections. We take great pride in being an Equal Employment Opportunity employer at EdgeTier. We are committed to a discrimination-free workplace and do not engage in employment discrimination based on race, religion, colour, national origin, ancestry, membership in the travelling community, physical disability, mental disability, medical condition, marital status, gender, gender identity, age, sexual orientation, or any other protected status. This policy encompasses all aspects of employment, including hiring, placement, promotion, termination, layoff, recall, transfer, leave of absence, compensation, and training.

Thinking of using AI as a part of your job application? Please read our AI recruitment policy before you do.

Agencies: Please note that we have an internal sourcing model, and do not require agency assistance. Unsolicited CVs will not be accepted.

Senior Sales Manager

Benefits

Job Description