Job Title

Reward Gateway, part of Edenred, is a global leader in benefits and employee engagement. We help businesses attract, engage, and retain top talent through strategic reward, recognition, and well-being solutions.Guided by our shared missions - Making the World a Better Place to Work and Enriching Connections, For Good - were committed to transforming workplaces and improving peoples daily lives.Our team embodies entrepreneurial spirit, innovation, and respect. We push boundaries, speak up, and stay human, fostering a culture where imagination thrives.Your role in our missionAs Head of Sales (SMB & MidMarket), you will lead, coach, and scale a highperforming team of Employee Engagement Consultants (Account Executives) to deliver sustained new business growth across the ANZ region.Youll own the SMB & MidMarket new ARR number, drive pipeline generation and conversion, and embed a consultative, insightsled sales culture that aligns client outcomes with Reward Gateways engagement solutions.Youll partner closely with Sales Development, Marketing and Client Success to accelerate demand, remove friction points, and improve win rates. Above all, youll build a team and a system that consistently exceeds targets while delivering an exceptional customer experience.Flexible, Hybrid WorkingOur office is for you to use as much as you like; as a minimum our APAC Sales Team works from our Sydney office at least twice a week.Some of Your Responsibilities and Core Duties will be:Leadership & CoachingLead, coach, and inspire a team of 6 AEs (growing to 8) across SMB and MidMarket to deliver individual and team targets.Establish highquality operating rhythms (daily standups, weekly pipeline reviews, monthly QBRs, and structured 1:1s) with a focus on performance coaching and deal strategyBuild 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 & MidMarket new logo ACV target attainment and forecast accuracy.Ensure disciplined pipeline management (coverage, velocity, stage health, and conversion) within local and global metricsStrengthen qualification rigor, stakeholder mapping, and commercial positioning through weekly pipeline review and analysisEngineer consistent inbound/outbound pipeline and drive conversion metrics across the funnel leveraging quantitative and qualitative data to improve conversion metrics and deal velocity / executionSupport commercial team growth through consultation into leadership with inputs into the SMB/MM gotomarket messaging and executionConsult 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 requiredCrossFunctional CollaborationCollaborate with Marketing on campaign design, events, content, and conversion strategiesPartner with Sales Development Team to drive targeted account-based marketing prospectingCollaborate with Client Success to bring the voice of the customer into pursuits and ensure smooth handovers for fast adoption and early value.Model an insightsled, 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.Hiring, Onboarding & CultureHire, onboard, and ramp highcalibre AEs; shorten ramp time through structured enablement and shadowing.Build confidence and capability in the SMB/Mid-Market Team whilst fostering an inclusive, highenergy team aligned to RGs mission and values.Recognise and reward progress and performance utilising our market leading recognition and reward solutions.Governance, Tools & DataDrive bestpractice use of Sales Tools and Tech StackData 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.Success looks likeA thriving and growing teamRevenue attainment to target across SMB & MidMarketForecast accuracy and pipeline coverage (3-4 coverage)Win rate improvement and sales cycle reduction% of team at/above quota and ramp time for new hiresIncrease in % of selfsourced pipeline contribution (per rep and team)Proposal quality & stage conversion (discovery > proposal > closewon)Crossfunctional NPS/feedback from Team, Marketing, SDR, and Client SuccessData quality & CRM compliance across the teamThe Experience and Key Skills you will have:Proven success leading and scaling SMB and/or MidMarket SaaS sales teams, ideally in ANZ, with the ability to demonstrate consistent yearonyear team attainment.Deep experience coaching and building confidence in early stage, consultative sellers across discovery, value articulation, stakeholder influence, and solution delivery quality.Strong, datadriven 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 insightsdriven decisionmaking.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 fastpaced, highaccountability environments, with a passion for building inclusive, highperforming teams operating in a hybrid environment.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 - its about creating an environment where everyone can thrive, feel supported, and contribute to our mission of making the world a better place to work. #J-18808-Ljbffr