Sales Manager

Job Summary

The Sales Manager will develop and manage Lumorus’s sales pipeline, win new business and grow existing client relationships. The role will take ownership of the sales process from prospecting and qualification through proposals, negotiations and closing. Working with the Marketing Manager and other marketing experts, the post holder will match client needs to Lumorus’s services and products, maintain reliable sales forecasts, and coordinate a clear handover to delivery teams.

Responsibilities

Sales Planning and Business Development

• Develop sales plans aligned with agreed revenue priorities, target markets and service offerings.
  

• Research prospective clients, decision-makers and new business opportunities.
  

• Agree sales targets and account priorities with the Head of Commercial Operations & Growth. 
  

Prospecting and Lead Qualification

• Generate and follow up leads through LinkedIn outreach, email, calls, referrals and networking.
  

• Assess client needs, commercial fit, decision-making processes and likely purchase timelines.
  

• Work with the Marketing Manager on lead handover, outreach messaging and follow-up campaigns. 
  

Client Engagement and Sales Representation

• Conduct discovery meetings and present relevant Lumorus services and products.
  

• Coordinate product demonstrations, including CoSec Hub, with the relevant teams.
  

• Build relationships with prospective and existing clients and address sales enquiries promptly.
  

Proposals, Negotiation and Closing

• Prepare proposals and quotations with practice leads and Finance, confirming scope, capacity and pricing.
  

• Manage proposal follow-up, respond to objections and negotiate within agreed authority.
  

• Obtain required internal approvals before committing to pricing, terms or delivery dates, and secure signed agreements.
  

CRM, Pipeline Management and Forecasting

• Keep Zoho CRM records current, including contacts, opportunities, stages, next actions and expected close dates.
  

• Maintain regular follow-up and review stalled opportunities and reasons for lost business.
  

• Report pipeline progress, sales results and revenue forecasts to leadership.
  

Account Growth and Delivery Handover 

• Identify repeat business, renewal, cross-selling and upselling opportunities with existing clients.
  

• Hand over agreed scope, client expectations and commercial terms to delivery and Finance teams.
  

• Support resolution of commercial queries and use client feedback to improve the sales approach.
  

• A master’s degree, bachelor’s degree or diploma in Business, Sales, Marketing or a related field, or equivalent relevant experience.
  

• Minimum 5 years’ relevant B2B sales or business development experience, including responsibility for sales planning and performance.
  

• A proven record of winning business and meeting agreed sales targets.
  

• Experience managing the full sales process, from prospecting and qualification through proposals, negotiation and closing.
  

• Strong client communication, presentation and negotiation skills, including proposal writing and engagement with senior decision-makers.
  

• Hands-on experience with Zoho CRM and relevant Zoho Suite tools, or comparable platforms, with the ability to maintain accurate pipeline records and sales forecasts.
  

• Experience leading or coaching sales staff, setting targets and addressing performance gaps.
  

• Sound commercial judgement, including the ability to assess pricing, discounts, profitability and opportunity risks.
  

• Ability to develop strategic account plans, manage complex buying processes and build relationships with multiple client stakeholders.
  

• Experience developing referral partnerships, professional networks or other channels that generate business opportunities.
  

• Experience selling consultancy, professional services or technology products, with the ability to explain technical offerings in terms of client needs and business outcomes.
  

• Strong organisation and reporting skills, with the ability to manage concurrent opportunities and work independently in a remote environment.
  

Desirable Skills & Attributes

• Familiarity with governance, Company Secretary Services and Responsible Impact (ESG).
  

• Experience selling across different countries and adapting approaches to local markets and client expectations.
  

• Experience presenting software demonstrations and explaining subscription-based offerings.
  

• Ability to use sales automation and AI tools responsibly for prospect research, outreach and analysis.
  

• Relevant professional qualifications or certifications in sales, negotiation or account management.
  

• A consultative approach, with the curiosity and listening skills to understand clients’ underlying needs.
  

• Resilience and persistence when handling objections, setbacks and lengthy sales cycles.
  

• Confidence to challenge unrealistic expectations and protect commercially sound decisions.
  

• Initiative and accountability, with disciplined follow-up and ownership of commitments.
  

Pathway for Growth

• Head of Sales or Business Development: Opportunity to progress into broader sales leadership, with responsibility for sales strategy, team development and revenue performance across markets.
  

• Head of Commercial Operations & Growth: Potential to develop towards this role by demonstrating capability in marketing oversight, commercial planning, operational management and cross-functional leadership.
  

• Broader commercial exposure: Build experience through joint initiatives with Marketing, Finance and practice leads, including market expansion, strategic partnerships and service launches.