Job Description Overview:

We are looking for a highly motivated and experienced Sales Lead to operate within our Sales Team as an Outbound Player-Coach. Reporting directly to the Chief Commercial Officer (CCO), this role retains a personal sales quota (50%) while dedicating time (50%) to building and scaling high-volume, automated outbound strategies.

Your primary focus will lead the Outbound & Partner Pod, driving our focus on larger outbound opportunities including API Partners, and launching initiatives that will help grow and scale the BrightLocal outbound sales engine.

Outbound Strategy:

• Working with the CCO to develop and implement a comprehensive, automated outbound sales strategy targeting larger outbound opportunities and API Partners to achieve company revenue targets and market share goals.

• Support the go-to-market strategy for complex outbound solutions, including the BrightLocal API, MCP Server, and "Insights Across Every Search Channel" for larger agencies.

Sales Planning:

• Support the CCO in developing and implementing effective outbound sales strategies and pipeline plans to achieve company targets, remaining laser-focused on our core ICPs within API partners, businesses and agencies

Team Management:

• Mentor and coach the Sales Development Reps (SDRs) within the Outbound Pod, fostering a culture of high performance, continuous improvement, and shared accountability.

• Achieve monthly and quarterly lead-generation targets for the SDRs, and provide regular feedback, standardized cadences, and coaching on overcoming prospect objections.

• Be a role model by achieving a strong individual personal contribution (managing your own quota), alongside attention to what it takes to deliver a high-performing outbound team.

Sales Operations:

• Input into the outbound sales process to ensure efficiency, effectiveness, and automated scale.

• Continue the optimization of HubSpot and related outbound tech stack to manage high-volume sales activities, track pipeline performance metrics, and ensure a seamless handoff of qualified leads to the Senior Sales Executive.

Client Relationship Management:

• Build and maintain strong relationships with key outbound clients, particularly SaaS/tech platforms and larger marketing agencies.

• Ensure high levels of customer satisfaction throughout the purchase journey and address any complex technical sales issues or objections promptly.

What we’re looking for

Essential skills

• 4+ years of B2B SaaS sales experience, with a proven track record of consistently hitting or exceeding quota in an outbound-led role

• Hands-on experience building and executing multi-channel outbound sequences (email, LinkedIn, phone) using modern sales engagement tools

• Proficiency in HubSpot CRM - comfortable building sequences, workflows, dashboards, and deal pipelines

• Experience with outbound tooling such as Apollo, Clay, Outreach, Salesloft, ZoomInfo, or equivalent

• Prior experience in a player-coach or lead capacity

• Confident handling complex pricing conversations, multi-stakeholder deals, and navigating technical product questions

• Interest in AI tools and outbound automation to improve targeting efficiency and personalisation at scale

Nice to have

• Experience targeting technical buyers such as API integrators, platform leads, or product teams

• Experience selling into digital marketing agencies, SEO/local marketing platforms

• Familiarity with local SEO, AI visibility, reputation management, or local search marketing

• Experience working with or alongside SDR teams in a structured outbound pod model

The type of person who thrives in this role

• Driven and competitive - you are motivated by hitting targets and have the discipline to sustain a high-activity outbound motion

• Commercially curious - you take genuine interest in understanding the prospect’s business and crafting a relevant, personalised pitch

• Process-minded - you understand that repeatable systems and great playbooks are what scale a team, not just individual effort

• Comfortable with autonomy - you thrive in a hybrid working environment and take ownership of your results without needing close management

The Perks (The important details)

• Salary: Dependent on experience

• Performance-based commission: Uncapped, tied to personal quota attainment and team performance

• Hybrid Working: 2 days a week in our Brighton office for full-time team members

• Holiday: 25 days + bank holidays + your birthday off!

• Duvet days: 3 duvet days per year

• Healthcare: Vitality Healthcare

• Learning & Development: £1000 per annum personal learning budget

Our commitment to inclusion

At BrightLocal, we believe the best ideas come from diverse perspectives.

We are proud to be an equal opportunity employer, and we are committed to building a team where everyone feels welcome, supported, and able to do their best work. When people feel they belong, great things happen.

We strongly encourage applications from women and underrepresented groups in our industry. If this role excites you, but you don’t meet every single requirement, we’d still love to hear from you. Research shows that some people are less likely to apply unless they meet 100% of the criteria. Your experience, perspective, and potential matter more than ticking every box.

We are open to flexible working arrangements and are happy to make reasonable adjustments at any stage of the recruitment process. If you need anything to feel comfortable and confident applying, just let us know. We are here to help.