Sales Development Manager

Fintua is a global leader in indirect tax compliance and tax technology. Our all-in-one platform streamlines global VAT compliance, recovery, eInvoicing and payments, helping businesses navigate the complex indirect tax landscape with ease and confidence.

Fintua is part of CluneTech, a suite of companies providing cutting-edge solutions that simplify global business. We have been recognised as a Great Place to Work for 11 consecutive years, a Best Workplace for Women for the past 7 years and most recently, a Best Workplace in Tech for the past 6 years.

This role requires a minimum of 1-2 days per week in our Kilkenny office.

We're looking for an experienced Sales Development & Growth Manager to both lead a team of pre-sales Business Development Representatives across multiple jurisdictions and carry your own select book of business as an active individual contributor (10% of time/effort). This is a true player-coach role: alongside your main focus of managing the operational, compliance, and cultural complexity of a distributed, multi-market team, you'll personally prospect, qualify, and hand off a select number of leads to the sales team — staying close to the work so your coaching, playbooks, and standards are grounded in what's actually working in-market.

You'll be accountable for building a high-performing team and ensuring consistent pipeline generation across every region you cover, while also personally delivering against your own pipeline targets — leading from the front, not just from the sidelines.

What You'll Do

Team Leadership & People Management

-
Build on and develop a team of Business Development Representatives across multiple jurisdictions/regions.

-
Set clear individual and team targets (activity, meetings booked, pipeline generated, conversion rates) and hold the team accountable to them.

-
Conduct regular 1:1s, performance reviews, and coaching sessions; build individual development plans and manage underperformance where needed.

-
Lead team meetings, pipeline reviews, and call/outreach coaching (call shadowing, script review, live feedback) to continuously raise the team's skill level.

-
Foster a high-energy, target-driven, collaborative team culture across geographically dispersed team members and time zones.

-
Manage team scheduling, workload distribution, and coverage across regions to ensure consistent outreach and responsiveness in each market.

Pipeline & Performance Management

-
Own the team's overall pipeline generation targets, ensuring consistent volume and quality of qualified opportunities handed to Account Executives in every region.

-
Monitor and report on team and individual KPIs (outreach volume, response/conversion rates, meetings booked, pipeline value, lead quality, handoff quality) using Salesforce/CRM and reporting tools.

-
Analyse performance trends, diagnose gaps, and implement corrective action plans where targets are missed.

-
Own forecasting and reporting on pre-sales pipeline contribution to senior sales leadership.

Process, Tools & Enablement

-
Maintain and evolve outbound playbooks, qualification frameworks, scripts, and email templates, ensuring consistent application across the team and regions.

-
Ensure Salesforce/CRM data integrity and consistent pipeline hygiene across all team members and jurisdictions.

-
Manage the team's use of prospecting and engagement tools, evaluating and rolling out new tools as needed.

-
Partner with Marketing to align campaigns, targeting, and messaging across regions, and feed field intelligence back to sharpen positioning.

Strategic Contribution

-
Provide market and competitor intelligence from across regions to inform broader sales and go-to-market strategy.

-
Act as an escalation point for complex or high-value opportunities requiring senior pre-sales input.

Personal Pipeline Contribution (Individual Contributor – max 10% of time/effort)

-
Own and work a select personal portfolio of target accounts and leads, running your own outbound prospecting, qualification, and discovery conversations.

-
Carry an individual pipeline/meetings-booked target in addition to team targets, maintaining hands-on credibility with frontline sales development work.

-
Hand off well-qualified, well-briefed opportunities from your own pipeline to the Sales Team, modelling the standard expected of the wider team.

-
Use your own live deal and outreach work as a coaching tool — sharing real examples, scripts, and outcomes with the team.

-
Assist and lead where appropriate on the most complex, sensitive, or high-value accounts personally where a more experienced touch is needed.

Cross-Jurisdiction Oversight

-
Ensure sales development activity in each jurisdiction complies with local regulatory, data protection, and communication requirements (e.g., outbound calling/email regulations, data privacy laws such as GDPR or local equivalents).

-
Adapt outreach strategy, messaging, and qualification criteria to reflect regional market conditions, buyer behaviour, language, and cultural norms.

-
Coordinate with Sales, Marketing, Commercial Operations, Customer/Partner Enablement and Product stakeholders to ensure alignment on strategy and standards across markets.

-
Standardise core processes, tooling, and reporting across jurisdictions while allowing for necessary local adaptation.

What We're Looking For

Experience

-
5+ years in business development, sales development, or pre-sales, including 3+ years in a people management role, with a demonstrated ability to keep carrying personal quota while managing a team

-
Demonstrated experience managing or coordinating teams across multiple regions, countries, or jurisdictions

-
Track record of leading a team to consistently meet or exceed pipeline/meeting-booked targets

-
Experience managing remote/distributed teams across time zones

-
Salesforce/CRM proficiency and experience with outbound prospecting/sales engagement tools

Skills & Attributes

-
Strong people leadership: coaching, performance management, and team development

-
Sound understanding of, or ability to quickly learn, jurisdiction-specific compliance considerations affecting outbound sales activity (data privacy, telemarketing/communication regulations)

-
Excellent cross-functional collaboration skills, working predominantly with Sales and Marketing stakeholders across regions

-
Strong analytical skills — comfortable working with KPI dashboards and pipeline data to diagnose performance issues

-
Culturally aware communicator, able to adapt leadership and messaging style across diverse regional teams and markets

-
Highly organized, with strong prioritisation skills to manage competing regional demands

-
Resilient, hands-on leader who genuinely enjoys staying active in frontline prospecting and qualification, not just managing from a distance

-
Strong personal time management to balance individual quota delivery with team leadership responsibilities

Nice to Have

-
Experience in financial and/or technology sales environment.

-
Language skills beyond English.

-
Experience with sales engagement platforms' team/manager-level reporting and automation features

Key Metrics of Success

-
Personal pipeline value and qualified opportunities delivered against individual quota

-
Team-wide pipeline value and volume of qualified opportunities delivered to sales, by jurisdiction and in aggregate

-
Team conversion rates (lead-to-meeting, meeting-to-opportunity) against targets

-
Individual representative performance and development against targets

-
Consistency of process, data quality, and compliance across all jurisdictions

-
Team retention and engagement

Recognised as a both a Great Place to Work and Deloitte Best Managed Company, we believe that recognition goes much deeper than just financial rewards. Therefore, in addition to a competitive salary, we also offer an exclusive benefits package that includes:

-
Competitive pension

-
Flexible Working P