About this Sales Manager role at Payhawk
Company Mission
Payhawk is one AI-powered spend management platform for scaling businesses — corporate cards, expense management, procurement, and accounts payable, unified in one place. We serve finance teams across 32+ countries, cutting month-end close time and reconciling 99.7% of transactions with zero manual touch. AI runs through the platform as core infrastructure, not a bolted-on feature — and we hire the top 1% of talent in every function to keep building it that way.
Why Payhawk
Payhawk, where the bold builders make an impact.
We're not a family, we're a high-performance team — and that's deliberate. We debate, ideate, and push each other to be better, because the best ideas come from direct feedback. We've already made history as Bulgaria's first unicorn, but the ambition doesn't stop there: if you want to grow fast - own it; do not wait for it.
Give: Honest opinions, real ownership, a focus on outcomes.
Get: A front-row seat to a market leader in one of the fastest-moving industries.
The role, in one line
You will build the system the US sales team wins with, lead the AEs who run it, and keep closing deals yourself.
What you will own
- Lead and coach the US AE team to hit their targets.
- Run the team's weekly cadence: pipeline and forecast reviews, deal reviews and 1:1s.
- Build the local US playbook from the ground up: ICP, self-prospecting, discovery, demo and closing standards the team can repeat.
- Use Mutual Success Plans to close deals, and coach every AE to build and run one on each qualified opportunity.
- Design the system the team works in: activity standards, stage definitions, and ramp milestones for new AEs.
- Track the success of that system in the data: conversion by stage, win rates, cycle length, and attainment per AE.
- Carry your own individual target and close your own strategic deals, so you stay close to the buyer and lead from the front.
- Challenge the team when the standard slips on preparation, call quality, and follow-through.
- Work with BDR, Partnerships, and RevOps to turn the playbook into pipeline and revenue.
- Use AI tools to raise the quality of research, prep, and follow-up across the team.
What you will need
- A track record as a top-performing seller in a high-growth SaaS or AI company, backed by numbers: quota attainment, deal sizes and where you ranked against peers.
- Experience as a Sales Lead, team lead or player-coach, and a clear wish to take the next step into management.
- A history of growing inside your company: promotions, bigger territories, more responsibility.
- Hands-on experience closing deals with Mutual Success Plans or mutual action plans.
- Systems thinking. You have built a process, playbook or reporting that others used, and you measured whether it worked.
- A data-driven way of working. You run your pipeline and your team from the numbers.
- A founder's mindset. You want to build the US motion, not inherit a finished one.
- High energy and a strong drive to win.
- The confidence to challenge people and hold them to a high standard, not only to be liked.
- Appetite to sell. You are happy to carry an individual target alongside leading the team.
