Sales Manager

Job Title:  Sales Manager 
Responsible to: Sales Director - Account Management
Responsible for: Senior Account Manager 

Job Purpose:  

As Sales Manager, you’ll play a key role in driving the performance of a team of Senior Account Managers taking direct responsibility for coaching, mentoring and guiding your team to hit their commercial targets. You’ll work closely with the Sales Director for Account Management to execute Air IT's go to market strategy, improve team capability and ensure our clients receive a high-quality, commercially focused experience. 

You will also act as a point of escalation and cover for the Sales Director where necessary. 

You’ll be hands-on in the day-to-day running of the team, from forecasting and pipeline reviews to deal inspection. Your goal is to ensure consistent execution across the team, healthy pipeline coverage and ongoing growth across revenue and gross profit (GP) within existing accounts. 

Alongside the management of sales performance, you’ll play a key part in team culture and development, from structured 1:1s and monthly training sessions to onboarding new hires and supporting aspirations and progression across your reports. You’ll be expected to have a clear and detailed understanding of your team’s performance, including their pipeline activity, progress against targets, and the support they need to grow, improve, and succeed. 

This role requires strong people management, a commercial mindset and a proactive approach to collaboration. You will also act as a point of escalation and cover for the Regional Sales Director where necessary. 

Key Responsibilities 

• Lead the Senior Account Managers day-to-day, ensuring performance against revenue and GP targets through active pipeline management, weekly forecasting and structured deal reviews.
• Conduct weekly pipeline and forecast reviews with Senior Account Managers, supporting deal progression and ensuring accurate forecasting.
• Deliver structured weekly team meetings to align on performance, review centralised priorities, prepare for upcoming QBRs and test account knowledge.
• Host monthly 1:1s with all direct reports, covering personal wellbeing, business performance, and future aspirations, supporting development and reducing risk of attrition.
• Conduct monthly KPI reviews with each team member to track activity, engagement, opportunity development and revenue contribution.
• Support the hiring, onboarding, and coaching of new team members to ensure a high-performing, engaged team from day one.
• Attend QSRs and client Blueprint sessions to contribute to strategic account planning, assess execution, and identify areas for improvement.
• Lead internal sales training sessions to ensure the team is confident in our product set, value propositions, and evolving service portfolio.
• Provide regular reporting and analysis on regional pipeline health, whitespace activity, and team performance, highlighting risks and opportunities.
• Maintain strong collaboration with the Head of Service via monthly client-focused calls to align on delivery performance and feedback.
• Work with Solutions on a weekly basis to prioritise technical resources and support deal progression, based on client demand and opportunity value.
• Join bi-weekly TLC/OTW review calls with Service to ensure account management is aligned with delivery priorities and client engagement.
• Step in as acting Sales Director when required, maintaining continuity across leadership and supporting broader commercial execution.

Experience and Skills Required 

• Experience leading or mentoring account management or sales teams in an IT services or MSP environment.
• Demonstrated experience in managing and leading sales teams to consistently meet and exceed revenue targets.
• Strong understanding of sales pipeline management, forecasting discipline and opportunity qualification.
• Proven ability to drive performance through coaching, accountability and structured performance management.
• Strong commercial awareness with a clear focus on driving both revenue growth and gross profit.
• Strong understanding of IT managed services including cloud, Microsoft 365, security, and support solutions.
• Confident in building and maintaining relationships with internal stakeholders, vendors and clients at various levels.
• Skilled in reporting and using data to guide team decisions and highlight gaps or opportunities.
• Organised, people-focused, and able to operate in a fast-paced, results-oriented sales environment. 

The Benefits

Joining Air IT means unlocking a world of perks and opportunities, including:

Health & Wellbeing

• Virtual GP (24/7 access for you & family)
• Employee Assistance Programme (EAP)
• Eye care vouchers
• Group Life Assurance & Income Protection

Time Off & Life Balance

• Celebration Day
• Annual Leave Purchase Scheme
• 2 Paid Volunteering Days
• Enhanced Family Leave

Financial & Lifestyle Perks

• Cycle to Work & Technology Vouchers
• Discounts via Perks at Work
• Pension Scheme

Optional Benefits (Opt‑In)

• AirPerks flexible benefits
• EV Car Scheme (launched Feb 2026)
• AirPerks Rewards Platform (shopping discounts, AirCoins, recognition)

Additional Highlights

• Hybrid working options
• Learning & development
• Social events, competitions & incentives
• Discount & Cashback Scheme
• Life Insurance, EAP & Virtual GP

Join Us Today

If you’re passionate about driving high‑performing sales teams, building strong customer relationships, and leading from the front in a fast‑paced, ambitious environment, we want to hear from you! 

Apply now and take the next step in a rewarding Sales Manager career with us

We are committed to fostering an inclusive, equitable, and diverse workplace where everyone feels valued and able to thrive. We welcome applications from people of all backgrounds, communities, and experiences. If you require any adjustments during the recruitment process, please let us know.

No Agencies Disclaimer:
Air IT manages all recruitment directly. While we occasionally engage approved agencies for specific needs, we do not work with agencies for our standard roles. We kindly ask that agencies do not contact us or submit unsolicited CVs, as these will not be considered and no fees will be payable. If we require agency support, we will reach out to our selected partners directly.