Sales Team Lead - SME business
<p><strong>What is Flagstone?</strong></p>
<p>Flagstone is many things. An online savings platform, reinventing how individuals, businesses, and charities manage, protect, and grow their cash. A diverse group of people, bound by a collaborative spirit, and shared purpose. And lastly, a thriving, profitable business – where smart people do their best work.</p>
<p>Each definition shares a common thread: our unique culture. It’s our pride and joy. And our competitive advantage.</p>
<p><strong>A feel for our culture</strong></p>
<p>To revolutionise the savings market, we need to be at our best. But high performance takes more than talent – it takes a culture of kindness, respect, and growth.</p>
<p>That’s why we’re building a diverse, inclusive community, where your voice is heard and valued. Where, with close support and room to develop, you can surpass even your own expectations. And be rewarded for it.</p>
<p>We may not change the world, but we <em>can </em>change the world of financial technology. And all it takes is a winning mix of drive, talent, and empathy. Our culture celebrates all three.<br><br>But enough about us. Let’s talk about you.</p>
<p><strong>Does this sound like you?</strong></p>
<p data-renderer-start-pos="69">You're a Team Lead who understands how SME decision-makers think and knows how to build a sales process that works across both inbound conversion and outbound pipeline development. You're hands-on, close to your team's performance every day, coaching, removing blockers, and holding a high standard. But you think beyond your team too: you'll work with the Head of Sales Operations to shape how the SME sales model evolves as we scale. This role sits at the heart of Flagstone's commercial growth - we're the UK's leading cash platform with £19bn AUA and a clear ambition to reach £50bn by 2028.</p>
<p class="font-claude-response-body break-words whitespace-normal leading-[1.7]"><strong>What You'll Be Doing</strong></p>
<p class="font-claude-response-body break-words whitespace-normal leading-[1.7]"><strong>Team Leadership & Performance</strong></p>
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<li class="font-claude-response-body whitespace-normal break-words pl-2">Lead a team of Business Development Managers, setting clear expectations, coaching regularly, and creating the conditions for people to perform at their best.</li>
<li class="font-claude-response-body whitespace-normal break-words pl-2">Own day-to-day team performance — monitoring pipeline health, conversion rates and activity levels, and stepping in early when something needs to change.</li>
<li class="font-claude-response-body whitespace-normal break-words pl-2">Run a consistent team rhythm: stand-ups, weekly performance reviews, call listening and skills development sessions that keep the team focused and accountable.</li>
<li class="font-claude-response-body whitespace-normal break-words pl-2">Support the recruitment, onboarding and development of BDMs, building a team with the capability and culture to sustain high performance over time.</li>
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<p class="font-claude-response-body break-words whitespace-normal leading-[1.7]"><strong>Sales Execution & Pipeline Management</strong></p>
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<li class="font-claude-response-body whitespace-normal break-words pl-2">Own your team's pipeline - leads managed with urgency, follow-up systematic, and opportunities progressed efficiently from first contact to funded account.</li>
<li class="font-claude-response-body whitespace-normal break-words pl-2">Work with your team to sharpen the sales approach - sharing what works, identifying where the pitch or process can improve, and building a team that gets better over time.</li>
<li class="font-claude-response-body whitespace-normal break-words pl-2">Ensure CRM and sales tooling is used effectively, maintaining accurate records and using data to prioritise effort.</li>
<li class="font-claude-response-body whitespace-normal break-words pl-2">Step in on complex or high-value opportunities where senior involvement improves the client experience or the likelihood of conversion.</li>
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<p class="font-claude-response-body break-words whitespace-normal leading-[1.7]"><strong>Channel & Outbound Development</strong></p>
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<li class="font-claude-response-body whitespace-normal break-words pl-2">Take full ownership of building a systematic outbound sales capability within the SME team - this is a new and structurally important motion, and this role is explicitly accountable for establishing it.</li>
<li class="font-claude-response-body whitespace-normal break-words pl-2">Design and implement a repeatable outbound process: prospecting cadences, lead qualification frameworks and pipeline governance that enable the team to work effectively across both inbound and proactive pipeline development.</li>
<li class="font-claude-response-body whitespace-normal break-words pl-2">Coordinate the outbound motion alongside the new SME Intermediary channel, ensuring direct and intermediary-sourced leads are managed without duplication and with clear ownership.</li>
<li class="font-claude-response-body whitespace-normal break-words pl-2">Scale outbound activity in line with strategy targets - SME outbound is a primary contributor to growing Direct SME AuA from £5.2bn to £8.78bn by 2028.</li>
<li class="font-claude-response-body whitespace-normal break-words pl-2">Contribute to the ongoing evolution of the SME sales model, sharing ground-level insight to inform how we segment, approach and serve clients more effectively.</li>
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<p class="font-claude-response-body break-words whitespace-normal leading-[1.7]"><strong>Reporting & Commercial Awareness</strong></p>
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<li class="font-claude-response-body whitespace-normal break-words pl-2">Provide clear, timely reporting to the Head of Sales Operations with a confident view on what is driving results and where the risks and opportunities lie.</li>
<li class="font-claude-response-body whitespace-normal break-words pl-2">Maintain a strong understanding of the commercial context - platform positioning, competitive dynamics and the factors that influence SME client decision-making.</li>
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<p class="font-claude-response-body break-words whitespace-normal leading-[1.7]"><strong>What You'll Bring</strong></p>
<p class="font-claude-response-body break-words whitespace-normal leading-[1.7]"><strong>Leadership</strong></p>
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<li class="font-claude-response-body whitespace-normal break-words pl-2">A track record of leading sales teams in financial services or fintech, improving performance and developing people.</li>
<li class="font-claude-response-body whitespace-normal break-words pl-2">Hands-on and present - invested in your team's success, not just the number.</li>
<li class="font-claude-response-body whitespace-normal break-words pl-2">Able to hold a high standard with consistency and care, creating accountability without losing psychological safety.</li>
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<p class="font-claude-response-body break-words whitespace-normal leading-[1.7]"><strong>Sales & Commercial</strong></p>
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<li class="font-claude-response-body whitespace-normal break-words pl-2">A strong personal sales foundation - you know what good looks like and can coach others there because you've done it yourself.</li>
<li class="font-claude-response-body whitespace-normal break-words pl-2">Confident using data and CRM to manage pipeline and make informed decisions about where to focus effort.</li>
<li class="font-claude-response-body whitespace-normal break-words pl-2">Always looking for a better way: someone who brings ideas and challenges assumptions.</li>
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<p class="font-claude-response-body break-words whitespace-normal leading-[1.7]"><strong>Outbound</strong></p>
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<li class="font-claude-response-body whitespace-normal break-words pl-2">A proven track record of building systemati
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