SMB Sales Manager- BAN
Intro
At Pleo, we’re on a mission to revolutionise the way businesses manage company spending. No more outdated processes, clunky spreadsheets, or frustrating delays - we believe spend management should be seamless, empowering, and surprisingly effective for finance teams and employees alike. We’re creating tools that promote autonomy, foster trust, and let businesses focus on what truly matters.
Our culture is built on transparency, collaboration, and a deep commitment to innovation – which is reflected in our spending solution. At Pleo, you’ll join a passionate team shaping the future of work, all while having some fun along the way
About the role
We're looking for a SMB Sales Manager to join our SMB Sales & Growth for the BAN team (Benelux and Nordics) at Pleo. In this role, you'll need to use your management experience for setting and executing on sales strategies, while also being passionate about developing our people and team to reach their full potential. And the cherry on top: you don’t shy away from picking up the phone and leading by example in sales when needed!
The AE teams you’ll be managing, are responsible for full cycle sales and are targeted on a net addition number: Combination of new business (NBARR) + customer expansion (GARR) - customer churn (LARR) . The role involves both inbound and outbound sales motions. If you're excited about sales process, reaching targets and coaching sales teams and are passionate about fintech industry and B2B SaaS sales, then this is the opportunity for you!
What you’ll be doing
As a SMB Sales Manager BAN, you will
- Own and Executive the SMB sales strategy for the Benelux and Nordics regions, driving consistent growth across inbound and outbound channels
- Lead, coach and develop a high performing team of SMB Account Executives focused on full cycle sales - from lead qualification to closing and expansion
- Hire and onboard new sales talent, ensuring they ramp quickly and embody the Pleo way of selling with empathy, energy and effectiveness
- Track and report on performance metrics including Net ARR growth (NBAAR + GARR - LARR) using data to refine strategies and meet ambitious targets
- Collaborate cross functionally with Marketing, RevOps, Customer Success and Product to ensure a seamless customer journey and strong feedback loops
- Jump into the sales trenches when needed, taking on strategic calls or high value opportunities to close deals and model best practices
- Champion the voice of the SMB Customer, bringing insights back to the business to influence product development and customer experience
- Represent Pleo externally in the BAN region as a trusted face of our SMB growth story - at events, in partnerships, and with top prospects
What you bring
You’ll thrive in this role if you have:
- Experience managing/ leading sales people and teams (ideally for +2 years)
- Experience in hiring, coaching and developing people
- Experience in outbound sales (in similar SaaS & SMB context)
- Possess strong analytical skills and data driven mindset
- Demonstrate high levels of emotional intelligence (EQ) and empathy
- Deep understanding of the BAN market (Benelux and Nordics (Denmark and Sweden))
- Fluency in English, as it is our company primary language
- Ideally you speak any of these languages: Dutch, Swedish or Danish
- Confidence in being and representing Pleo's SMB Sales BAN team
Who you'll be working with and reporting to
You'll report to our Head of SMB Sales Clif, and work closely with teams in Customer Success, Onboarding, Marketing, Product and RevOps. You'll be managing a team of 8 SMB Account Executives (2 for the NL and 6 for the Nordics), this is a highly collaborative and dedicated team to reach their individual quota.
How you'll develop in this role
In your first months at Pleo, you'll:
- Lead strategic sales initiatives cross inbound and outbound channels to drive impact in SMB revenue growth and market penetration in the BAN region
- Collaborate with Marketing, RevOps, and Customer Success team to improve lead quality, conversion rates and customer lifecycle efficiency
- Grow your skills in sales leadership, data driven decision making and go to market strategy, taking on new challenges as the company continues to scale across Europeç
Show me the benefits!
- Financial & practical support through our partner Jobbatical for your relocation to Lisbon
- Your own Pleo card (no more out-of-pocket spending!)
- Lunch is on us - with catering in our Lisbon, Copenhagen and London offices or a monthly lunch allowance paid directly together with your salary in other markets 🍜
- Private health insurance with Médis, to ensure you’re fit in body and mind to do your best work
- In Lisbon, we offer 25 days of holiday + your public holidays
- For our commercial teams we do 3 days in office and 2 days at home weekly, you choose which days
- Option to purchase 5 additional days of holiday through a salary sacrifice
- Wellbeing days - fully paid days off designed for a slower pace, allowing you to take time to recharge and prioritise self-care
- We’re trialling MyndUp to give our employees access to free mental health and wellbeing support with great success so far ❤️🩹
- Access to LinkedIn Learning - acquire new skills, stay abreast of industry trends and fuel your personal and professional development continuously
- Paid parental leave - we want to make sure that we're supportive of families and help you feel that you don't have to compromise your family due to work 👶
- All of us have a stake in Pleo’s success - ask us about our equity grant scheme!
Why join us?
Working at Pleo means you're working on something very exciting: the future of work. Our mission is to help every company go beyond the books. Pleo itself means ‘more than you’d expect’, and it’s been the secret to our success over the last 8 years. So it’s only fitting that we’d pass this philosophy onto our customers to help them make the most of their finances.
We think company spending should be delegated to all employees and teams, that it should be as automated as possible, and that it should drive a culture of responsible spending. Finance teams shouldn’t be siloed from the rest of the organisation – they should work in unity with marketing, sales, IT and everyone else.
Speaking of working in unity, our values tell the story of how we work at Pleo. We have four core values, the first of which is ‘champion the customer’, which means we address real pain points that businesses face. Next up is ‘succeed as a team’, which highlights how our strength lies in our diversity and trust in each other. We also ‘make it happen’ by taking bold decisions and following through to deliver results. Last but not least, we ‘build to scale’, creating lasting solutions that address today’s challenges and anticipate tomorrow’s needs.
So, in a nutshell, that's Pleo. Today we are a 850+ team, from over 100 nations, sitting in our Copenhagen HQ, London, Stockholm, Berlin, Madrid, Montreal and Lisbon offices —and quite a few full-time remotes in 35 other countries! Being HQ'd out of Copenhagen means we're inspired by things like a good work-life balance. If you don't work in the office with us, we'll help you set up the best remote setup possible and make sure you still have time to connect with your team.
About your application
- Please submit your application in English; it’s our company language so you’ll be speaking lots of it if you join 💕
- We treat all candidates equally: If you are interested please apply through our application system - any correspondence should come from there! Our lovely support isn't able to pass on any calls/ emails our way - and this makes sure that the candidate experience is smooth and fair to everyone 😊
- We’re on a mission to make everyone feel valued at work. That’s only achievable if our team reflects the diversity of the world around us - and that starts with you, hitting apply, even if you are worried you might not tick all the boxes! We embrace and encourage people from all backgrounds to apply - regardless of race/ethnicity, colour, religion, nationality, gender, sex, sexual orientation, age, marital status, disability, neurodiversity, socio-economic status, culture or beliefs.
- When you submit an application we process your personal data as a data processor. Find out more about how your data is used in the FAQs section at the bottom of our jobs page.
Got any questions?
Read our FAQApply for this role
We’re looking for new friends, gifted minds, team players, restless talents and passionate problem solvers.
Some more roles for you...
And it doesn’t stop there. Why not have a browse at our other open roles in this department?
How Pleo hires
1
The first call(s)
Let’s get to know each other. We want to find out more about you, your motivations, and give you more information about the role.
2
The challenge
The task is deliberately open-ended and based on something you'll actually work on. There are no right or wrong answers here.
3
The team interview
Expect to share a (virtual) meeting room with two to three people you'll work with regularly if you get the job.
4
The final interview
A call with someone in leadership who’ll walk you through the big picture and chat about how your role will figure into that.
FAQ
This is a big decision for both of us. If you join us, we’ll spend a lot of time together working on some pretty cool things. That's why we've designed a hiring process that allows everyone to make the right choice. Read more about how we hire here.