Team Lead Sales

Imagine a world where every small business has the power to thrive. That's the world we're building at iwoca. Small businesses aren't just statistics – they're the heartbeat of our communities, the character of our high streets, and the engine of our economy. Since 2012, we've revolutionised how these businesses access finance, turning what was once a lengthy, frustrating process into something remarkable: funding that's fast, flexible, and actually works for modern businesses.

Our impact speaks for itself: we've provided billions in funding to over 150,000 businesses across Europe, making us one of the continent's leading fintech innovators. But we're just getting started. Our mission? To empower one million businesses with the financial tools they deserve.

We combine cutting-edge technology and data science with genuine human understanding to make finance feel less like a barrier and more like a superpower. Whether it's managing cash flow or seizing unexpected opportunities, we ensure businesses get the funds they need – often within minutes.

We’re looking for an ambitious and results-oriented Outbound Sales Team Lead (m/f/d) to build, manage, and inspire our newly established Outbound Sales team (initially 2-4 salespeople). This is a unique, entrepreneurial opportunity to play a pivotal role in financing Germany's SMEs - the backbone of our economy - while shaping the processes and culture of a growing team. You'll directly impact iwoca's mission by connecting businesses with the funding they need to thrive. This role offers significant earning potential with an uncapped commission structure based on the Customer Lifetime Value (CLTV) generated by acquired customers, starting on a €60,000 base salary with a OTE of €90,000 per year.

As our Outbound Sales Team Lead, you’ll lead and develop a new team focused on proactively generating new business opportunities while also having individual sales goals. You and your team will be responsible for making outbound calls primarily to cold prospective SME clients and following up on targeted direct mail campaigns, booking qualified meetings, guiding businesses through their financing options within our product suite, and ultimately closing deals. You'll be instrumental in capitalizing on new market opportunities, such as our recently extended loan durations (up to 60 months), by implementing a focused, consultative sales approach.

Tasks

• Team Leadership & Development: Provide inspiring day-to-day leadership, coaching, and full line-management for a team of 2-4 Outbound Sales Executives. Foster a high-performance culture focused on achieving and exceeding targets.
• Performance Management: Take ownership of your team's performance and your own contribution. Define, track, and report on key performance indicators (KPIs), with a primary focus on maximizing the Customer Lifetime Value (CLTV) of newly acquired customers. Implement strategies to maximize team productivity and success.
• Sales Process & Strategy: Collaborate closely with sales experts from our experienced UK team and our Commercial Strategy team to establish, refine, and implement effective outbound sales processes, tactics, and playbooks tailored to the German market, specifically for cold outreach and direct mail follow-up.
• Pipeline Management & Coaching: Actively manage the team's sales pipeline. Provide practical, hands-on coaching by reviewing calls, analyzing performance data, and offering tailored advice to help each individual improve their sales skills and manage their pipeline effectively. Identify individual strengths and areas for development.
• Data Analysis & Insight: Regularly analyze sales data using CRM and analytics tools to identify trends, measure performance against goals (especially CLTV metrics), and uncover opportunities for improvement in strategy and execution.
• Cross-functional Collaboration: Work effectively with Marketing, Credit, and other internal teams to ensure a smooth customer journey and alignment on goals.
• Onboarding & Training: Leverage the expertise of our established UK counterpart team, who will provide significant support for the onboarding and ongoing training of you and your team.

Requirements

• Proven Sales Leadership Experience: At least 2 years of experience successfully managing and developing a sales team, ideally within a B2B environment targeting SMEs. Experience in outbound sales, particularly cold calling and managing structured outreach campaigns, is highly desirable.
• Strong People Management Skills: A natural ability to motivate, coach, and develop salespeople. You understand that different individuals require different approaches and are passionate about helping others succeed. Experience with performance management frameworks is a plus.
• Target-Driven & Motivated: A demonstrable track record of meeting and exceeding sales targets, both individually and as a team leader. You possess a high level of intrinsic motivation and thrive in a results-oriented environment.
• Excellent Communication & Feedback Skills: Ability to articulate clearly, provide constructive feedback effectively, and readily receive feedback for personal and team growth.
• Product Aptitude: While direct finance experience isn't mandatory, you must have the ability to quickly learn and understand financial products and articulate how iwoca’s solutions solve specific problems for SMEs.
• Resilience & Adaptability: You handle setbacks constructively, learn from challenges, and adapt quickly in a fast-paced, evolving environment.
• Customer Empathy: A genuine interest in understanding and solving the challenges faced by small business owners.
• Tech Savvy: Proficiency with CRM systems (Hubspot preferred) and sales analytics tools.
• Language Skills: Fluency in German (native or C2 level) and professional working proficiency in English are essential for interacting with our customer base and international team.

Benefits

• 26 days’ holiday, an extra day off for your birthday, the option to buy or sell an additional five days of annual leave, and unlimited unpaid leave
• A one-month, fully paid sabbatical after four years.
• Instant access to external counselling and therapy sessions for team members that need emotional or mental health support.
• An employee equity incentive scheme
• Two company retreats a year, we’ve been to France, Italy, Spain, and further afield.

And to make sure we all keep learning, we offer:

• A learning and development budget for everyone.
• Company-wide talks with internal and external speakers.
• Access to learning platforms like Treehouse.