Hybrid Head of Sales

at Reward Gateway

• Job title: Head of Sales
• Job type: Full Time
• Experience level: Lead
• Salary: Not specified
• Degree requirement: No Education Requirement
• Location requirements: Hybrid, Sydney, Australia

About the role

• Lead and scale high-performing sales teams for employee engagement solutions at Reward Gateway. Collaborate with marketing and client success to drive growth in the SMB & Mid-Market sectors.

Responsibilities

• 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.
• 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
• 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
• 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.
• 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.
• 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.
• 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.

Requirements

• 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.

Benefits

• Initial interview with our Senior Talent Acquisition Partner, APAC
• 1st round interview with our Head of Sales and Saes Director
• Final round interview with our Sales Director, Marketing Director and Managing Director, APAC
• At Reward Gateway, we are committed to ensuring an inclusive and accessible recruitment process for all candidates. If you have any specific requirements or need reasonable adjustments at any stage of the recruitment journey, please let your Talent Acquisition Partner know. Your needs are important to us, and we want to ensure an equitable experience for every candidate.
• **Be comfortable. Be you.**
• We want every employee to feel comfortable bringing their passion, creativity and individuality to work. We value all cultures, backgrounds and experiences, because we believe diversity drives innovation and makes us stronger. Our approach to hiring and building teams is about more than filling roles - it’s about creating an environment where everyone can thrive, feel supported, and contribute to our mission of making the world a better place to work.