Sales Manager (Player-Coach) | IT, AI & Cybersecurity
Salary: $160,000 – $180,000 per year
Sales Manager (Player-Coach)
Digital Armour | North Sydney | Full time, permanent | Reports to the CEO
Sell, and make the people around you better at selling
You'll carry a substantial personal revenue target and lead a team. About 60% of your week is your own deals. The other 40% is running the team.
If you want a pure leadership role, this one will frustrate you. If you've hit your own number while lifting other people's, read on.
About Digital Armour
We're an Australian technology and business transformation consultancy, established in 2002. We work with Australian organisations of 50 to 500 staff, including local government, at CEO, COO and CFO level.
Our clients buy productivity, efficiency and reduced risk. Technology is how we deliver those outcomes.
Our flagship service, Impact40, guarantees a 20 to 40 per cent productivity uplift, in writing. We also run AI strategy engagements, deploy AI agents, and deliver cybersecurity, business applications, IT services and training.
What you'll do
Carry your own number
• Own a personal revenue target on new and expansion business
• Run your pipeline end to end, from first conversation to signature
• Sell Impact40 and our AI offers to executive buyers
• Lead multi-stakeholder deals that typically run 60 to 120 days
Run the team
• Daily stand-up on activity, blockers and priorities
• Weekly one-on-ones with each seller
• Weekly pipeline reviews run from the CRM
• Role plays, and joining sellers on client calls with a straight debrief afterwards
• Own performance conversations, including formal processes where needed
Work with the CEO
• Weekly forecast, with commentary on what moved and why
• Feed client objections and market signals back into how we position and price
What you need to have done in the last three years
• Directly managed frontline sellers. Managing managers, mentoring or dotted-line coaching doesn't count.
• Turned around a struggling seller, and can tell us their starting numbers and what you did each week
• Carried and hit a personal target selling B2B services, IT or consulting, with sales cycles of 60 days or more
• Sold to CEOs or CFOs of mid-sized organisations
You'll want a permanent, full-time role based in our North Sydney office, with client visits across Sydney, regional NSW and QLD.
This role probably isn't for you if
• Your strength is sales strategy, go-to-market design or building frameworks for others to run. We need someone who is in the room, on the call and in the car.
• You're looking for a fractional, contract or consulting engagement
• You haven't carried your own number for several years
How we'll measure you
Personal revenue against target. Team revenue against target. Win rate. Forecast accuracy within 10 per cent. Improvement in each seller against their starting baseline.
Package
$160,000 to $180,000 base plus super. Commission paid quarterly on gross profit and split between your personal number and the team's. OTE around $235,000 or more.
How we work
Four values run the firm: Authenticity, Humility, Excellence, and Integrity and Accountability. They shape how we sell, how we deliver and how we treat each other. You'll have the CEO's direct backing and the authority to make calls on your team.
How to apply
Send your CV with short written answers to these four questions. We read the answers before the CV.
1. The largest deal you personally closed in the last three years: value, who the buyer was, and what you did versus others.
2. One seller you turned around: where they started, what you did in the first four weeks, where they ended up.
3. A quarter you missed: when you knew, who you told, what you did next.
4. When did you last run a daily sales stand-up yourself?