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About the Role

The Commercial AE Team Lead will lead Soldo's Commercial Account Executive team, focusing on converting qualified pipeline into closed-won revenue within a specific region. This role involves establishing clear standards for sales processes, providing hands-on coaching, and managing team performance to drive sustainable revenue growth.

Responsibilities

Lead the day-to-day management of the Commercial AE team, setting clear expectations, priorities, and standards across discovery, negotiation, and closing.
Create individual ramp plans and quota goals, monitor progress, and intervene when additional support is required.
Actively manage performance through regular one-to-ones, written feedback, individual development plans, and performance improvement conversations.
Run a consistent operating cadence including daily check-ins, weekly one-to-ones, pipeline reviews, deal coaching, and team development sessions.
Build an accountable, inclusive, and high-energy team culture that recognizes strong performance and continuous improvement.
Stay involved in live deals to understand what is working and what is not, assisting the team with learning or maintaining momentum.
Provide frequent, practical coaching using call recordings, deal reviews, discovery notes, and conversion data.
Diagnose each AE's individual strengths and skill gaps, tailoring coaching plans accordingly.
Coach to quality and volume, ensuring deals progress with a clear customer problem, validated business case, and agreed next step.
Support career development conversations, identifying growth paths and stretch opportunities for AEs.
Coach and reinforce disciplined use of SPICED (or MEDDICC) across the team's discovery, qualification, and deal review process.
Own the team's pipeline, forecast accuracy, and deal progression reporting for the Head of Sales.
Use data and frontline insight to improve account prioritization, deal strategy, pricing discipline, and resource allocation.
Maintain strong CRM discipline and ensure reporting is trusted, actionable, and used for coaching and operational decisions.
Hold full accountability for the Commercial AE team's quarterly revenue number, owning the outcome and course-correcting proactively.
Partner with the SDR Team Lead on lead quality, qualification standards, and effective hand-offs.
Partner with the Customer Support team on smooth deal-to-onboarding handoffs.
Represent the Commercial AE team's needs to the Head of Sales for relevant Go-To-Market strategies.

Requirements

Meaningful experience as an SDR Team Lead in a B2B SaaS, fintech, or similarly fast-paced commercial environment.
Some experience leading, mentoring, or managing other AEs.
Strong track record closing mid-market deals (typically £10k-£50k+ ACV).
First-hand understanding of discovery, demoing, negotiation, and closing.
Demonstrable experience improving team performance through structured coaching, clear expectations, and regular inspection of live deals.
Genuine track record as a hands-on people manager, comfortable running frequent 1:1s, giving direct feedback, managing individual development plans, and handling difficult performance conversations.
Strong coaching skills, with experience diagnosing individual skill gaps and adapting coaching style.
Strong understanding of pipeline and forecast management, with the ability to diagnose the drivers behind results.
Confident working with Salesforce and sales engagement, forecasting, and data tools.
Experience improving adoption and CRM hygiene is important.
Ability to translate business objectives into practical workflows, standards, and day-to-day priorities for a frontline team.
Strong stakeholder management skills and the credibility to work effectively with SDRs, Marketing, Customer Success, Revenue Operations, and Enablement.
Comfort leading across multiple European markets and adapting execution to regional differences without losing operational consistency.
Excellent written and verbal English.
Additional European language capability is advantageous.
A hands-on, low-ego, and resilient leadership style, with high standards, sound judgment, and a genuine interest in developing people.

Skills

Sales Leadership
People Management
Coaching
Performance Management
Pipeline Management
Forecasting
Deal Negotiation
Discovery Calls
Demo Delivery
Salesforce CRM
Sales Engagement Tools
Data Analysis
Stakeholder Management
Cross-functional Collaboration
B2B SaaS Sales
Fintech Sales

Location

London, UK

Work Type

Flexible working options
Working from home
Hybrid

Experience Level

Experienced SDR or sales team leader
Experience leading, mentoring or managing other AEs
Hands-on people manager

Salary/Compensations

Competitive salary

Benefits

Competitive salary
Private healthcare for you and your family
Pension scheme
Genuine career development opportunities
Annual £500 budget for professional development
Access to training and development (mentoring programme, workshops, leadership programme)
Flexible working options (working from home, WeWork Marylebone office)
60 days’ work anywhere (including outside the UK)
25 days’ off a year, plus public holidays
Extra days off on Christmas Eve, New Year's Eve, and your Birthday
Up to 2 volunteering days per year
Personal company Soldo card
Employee Assistance Programme
Tax-efficient bike to work scheme

About the Company

Soldo is a proactive spend management solution designed for progressive businesses.
Over 25,000 organisations across 31 countries use Soldo to manage business spending efficiently.
Soldo combines a powerful spend management platform, user-friendly app, and versatile payment methods to automate expense administration.
Founded in 2015, Soldo is headquartered in London with offices in Dublin, Milan, and Rome.
The company seeks ambitious individuals with sharp minds and warm hearts to join their growing team.