Sales Team Lead - SME Business

What is Flagstone?

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.

Each definition shares a common thread: our unique culture. It’s our pride and joy. And our competitive advantage.

A feel for our culture

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.

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.

We may not change the world, but we can change the world of financial technology. And all it takes is a winning mix of drive, talent, and empathy. Our culture celebrates all three.

But enough about us. Let’s talk about you.

Does this sound like you?

The Sales Team Lead for SME Business leads the team responsible for acquiring and converting SME business clients - companies looking to put their cash to work across our multi-bank platform. The SME channel combines strong inbound demand with a growing outbound capability that we are actively building out. The right candidate will understand how SME decision makers think, how to develop a systematic outbound sales process, and how to lead a team that can operate effectively across inbound conversion, and proactive outbound pipeline development. 

This role sits within the Sales Operations function, reporting to the Head of Sales Operations, and is part of a broader commercial team at the heart of Flagstone's growth ambition. Flagstone is the UK's leading cash platform with £19bn in Assets under Administration and a mandate to reach £50bn by 2028. 

This is a hands-on leadership role. The Sales Team Lead is close to their team's performance every day, coaching, supporting, removing blockers and holding people to a high standard. Equally, they are expected to contribute to the wider thinking on how the sales model evolves, working closely with the Head of Sales Operations to identify what is working, what isn't, and what needs to change. 

What You'll Be Doing  

Team Leadership & Performance  

• Lead a team of Business Development Managers, setting clear expectations, providing regular coaching and feedback, and creating the conditions for individuals to perform at their best.
• Own the day-to-day performance of your team, monitoring pipeline health, conversion rates and activity levels, and intervening early when performance needs to improve.  
• Run a consistent team rhythm - daily stand-ups, weekly performance reviews, call listening and skills development, ensuring the team is focused, motivated and accountable.  
• Support the recruitment, onboarding and development of BDMs, building a team with the capability and culture to sustain high performance over time.  

Sales Execution & Pipeline Management  

• Take ownership of your team's pipeline, ensuring leads are managed with urgency and discipline, that follow-up is systematic, and that opportunities are progressed efficiently from first contact to funded account.
• Work with your team to develop and refine the sales approach for your channel, sharing what works, identifying where the pitch or process can improve, and building a team that gets better over time.  
• Ensure the team is using CRM and sales tooling effectively, maintaining accurate records, generating reliable pipeline data, and using insight to prioritise effort.  
• Step in on complex or high-value opportunities where senior involvement adds to the client experience or improves the likelihood of conversion.  

Channel Development  

• Contribute actively to the ongoing development of the sales model for the SME channel, sharing insight from the team's day-to-day experience to inform how we segment, approach and serve clients more effectively.  
• Work closely with the Head of Sales Operations on the evolution of incentive structures, sales processes and team design, ensuring the channel is set up to scale efficiently as volumes grow.  
• Partner with colleagues across the business, including Client Operations, Marketing and Product, to ensure the end-to-end client experience is joined up and that hand-offs between teams are smooth and well-governed.  

Outbound Capability Development  

• Take full ownership of building a systematic outbound sales capability within the SME team - this is a new and structurally important motion that did not exist in the previous model, and this role is explicitly accountable for establishing it.
• Design and implement a repeatable outbound process, including prospecting cadences, lead qualification frameworks and pipeline governance, that enables the team to operate effectively across both inbound conversion and proactive pipeline development.  
• Coordinate the outbound motion alongside the new SME Intermediary channel, accountancy and finance broker relationships, ensuring direct outbound and intermediary-sourced leads are managed without duplication and with clear ownership throughout.  
• Scale outbound activity in line with strategy targets - Sales Operations is explicitly tasked with supporting growth from £5.2bn to £8.78bn Direct SME AuA by 2028, with SME outbound identified as a primary contributor. The Sales Team Lead owns the execution of that plan at the team level.  

Reporting & Commercial Awareness  

• Provide clear and timely reporting on team performance to the Head of Sales Operations, with a confident view on what is driving results and where the risks and opportunities lie.   Maintain a strong understanding of the commercial context your team operates in, including platform positioning, competitive dynamics and the factors that influence SME client decision-making.  

What You'll Bring  

Sales Leadership  

• Experience leading a sales team in a financial services, fintech or comparable environment with a clear track record of improving performance and developing individuals.  
• A hands-on leadership style - someone who is present, engaged and genuinely invested in the success of their team, not just the aggregate number.  
• The ability to hold people to a high standard with consistency and care, someone who creates a culture of accountability without sacrificing the psychological safety that allows people to do their best work.  

Sales Skills & Commercial Instinct  

• A strong personal foundation in sales, where you understand what good looks like in a client conversation, and you can coach others to get there because you've done it yourself.  
• Comfort working with data and CRM tools to manage pipeline, diagnose performance issues and make informed decisions about where to focus team effort.  
• A genuine curiosity about how to improve the sales model, you're someone who brings ideas, challenges assumptions, and is always looking for a better way.  

Outbound Sales Experience  

• A demonstrable track record of building and operating systematic outbound sales processes, not just managing inbound flow. This is a core requirement of the role, not a nice-to-have.  
• Experience leading a team through the transition from reactive, inbound-led sales to a blended model with structured outbound activity, including building the process, coaching the behaviours and measuring what matters.  
• Confidence coordinating outbound and intermediary-led pipelines in parallel with the commercial awareness to manage lead source mix, avoid duplication, and ensure both routes are contributing effectively to overall SME growth targets.  

Audience Knowledge  

• Experience working with or selling to SME businesses, with an understanding of how business owners and finance decision-makers approach cash management and what drives their buying behaviour.  
• Familiarity with regulated financial services or savings and investment platforms is an advantage, though not essential. We care more about your ability to lead a high-performing sales team than your product knowledge on day one.  

Ways of Working  

• Comfortable operating in a fast-moving environment where the model is still evolving. You're someone who brings structure and clarity rather than waiting for it.  
• A collaborative team player who builds strong relationships across the business and sees cross-functional partnership as part of the job, not an add-on.
• A clear sense of ambition - someone for whom this role is a genuine stepping stone, and who is motivated by the prospect of growing alongside a business at this stage of its journey.  

How we reward you:

At Flagstone, the benefits extend beyond false gifts like “fruit and snacks”. Instead, we invest in your health, wealth, and professional development. Here’s a selection of our benefits:

• Competitive bonus scheme - designed to reward and recognise high performance
• Flexible benefits budget - a pot to fund meaningful benefits for you, whether it's hormone or fertility testing, cancer screening, neuro-diversity coaching or something that matters for you.
• A range of salary sacrifice options to help you make tax efficient savings on electric cars, nursery schemes, home and tech goods.
• Around the World scheme - 3 months work from anywhere scheme
• Mental wellbeing support – Access therapy and mental health sessions through Spill
• Learning and development – £1,000 personal development budget to help you grow in your role.
• Private health care - Enjoy all the benefits AXA has to offer, including reduced gym memberships and medical history disregarded
• Medical cash plan - To help you with the costs of dental and optical expenses
• Life insurance and Income Protection- four times your annual salary for peace of mind
• Matched pension contributions up to 5%
• 25 days holiday - plus bank holidays, well-being days and volunteering days
• Enhanced Parental Leave – enhanced maternity, paternity and adoption pay.  

All are welcome.

At Flagstone, we’re assembling a diverse team that defies our industry’s norms. Think this role could suit you? We encourage you to apply, no matter your background.

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