B2B Sales Manager - Mid market

Prophet builds digital clones of businesses so leaders can rehearse decisions before they make them.

Prophet is an award-winning Australian SaaS platform that helps marketing and commercial leaders understand what's actually driving their business. Our marketing mix modelling and decision science platform is used by some of the most recognisable brands in the region, giving them the rigour and confidence to make better investment decisions.

Recognised as the AFR Most Innovative Company for Media & Marketing in 2025, and we're scaling fast: 45+ enterprise customers and growing.

We’ve spent the past three years building a business with relentless momentum and 3x growth year on year . Now, with our expansion into APAC and the US underway, the opportunity is getting considerably bigger. The product, customer relationships and commercial foundations are in place. The next chapter is about turning that momentum into scale: winning more ambitious brands, building deeper partnerships and establishing Prophet in new markets. This role puts you at the centre of it.

About the role

As Sales Manager, you’ll win new mid-market clients for Prophet across Australia and New Zealand. Reporting to the Sales Director, you’ll own a target-account portfolio and run the sales cycle from the first relevant conversation through discovery, demonstrations, proposals and close.

You’ll be an individual contributor working closely with the Sales Director, the VP of Business Development and Partnerships, the Growth Architect and the broader Marketing team. You’ll use enriched account data and personalised engagement to build pipeline, with the support of specialists who can help you show what Prophet makes possible.

This is an opportunity to take ownership of your sales performance in a business with a sophisticated product and international momentum. You’ll develop your commercial and product knowledge, build relationships with ambitious brands and agencies, and see the direct impact of the business you win.

What you’ll own

Your mid-market sales performance

Deliver against an agreed personal sales target for new clients and recurring revenue. Build and manage your own pipeline across a defined set of ANZ accounts, balancing new prospecting, active opportunities and timely follow-up.

Keep a realistic forecast with clear next steps, close dates and evidence of progress. Understand the value, scope and commercial terms of each opportunity, and raise risks or support needs early with the Sales Director.

The full sales cycle

Research and qualify prospects, lead discovery and build an understanding of their marketing investment, growth priorities, decision-makers and data readiness. Ask good questions and establish whether Prophet can solve a meaningful business problem.

Run tailored demonstrations and build clear proposals and business cases. Explain how Prophet helps customers rehearse marketing and commercial decisions, and bring in Decision Science or product specialists when deeper expertise is needed.

Negotiate value, pricing and scope within the approved commercial framework. Progress procurement and contract discussions with the Sales Director, recognising terms that need senior or legal review and keeping the customer informed through to signature.

Account based prospecting and lead generation

Build a mature account-based selling approach using enriched company and contact data, buying signals and stakeholder research. Personalise email, LinkedIn and other relevant outreach to the account and the people you want to engage.

Work with the Growth Architect and broader Marketing team on ABM, demand generation, nurture and events. Act on campaign engagement, follow up introductions promptly and turn interest into qualified conversations and opportunities.

Agency and partner opportunities

Work closely with the VP of Business Development and Partnerships to progress agency introductions, partner referrals and joint opportunities. Coordinate with the Sales Director so account ownership, messaging and next steps are clear.

Build your own relationships with brand and agency stakeholders. Stay relevant through useful insight and consistent follow-up, uncover opportunities across client portfolios and keep longer-term prospects engaged.

Turn pipeline into long-term customers

Sales discipline and collaboration

Use the agreed sales methodology to qualify opportunities, map stakeholders and build practical close plans. Prepare for deal reviews with a clear view of customer priorities, buying decisions, barriers and the next action needed.

Work openly with the Sales Director on deal strategy, skill development and feedback. Share what is working, flag stalled opportunities early and contribute examples and learning that help the wider team sell more effectively.

Customer handover and growth

Provide a complete handover to Customer Success and onboarding, including the agreed scope, customer objectives, stakeholders, data requirements and commercial commitments. Help the customer move confidently from purchase to delivery.

Stay connected with the account team after a sale, surface relevant expansion opportunities and share customer feedback. Make sure the promises made during the sales process are understood by the people delivering them.

MarTech AI and daily sales execution

Use HubSpot and the sales technology stack to maintain accurate account records, contacts, activity and opportunity stages. Work with the Growth Architect to use enrichment, workflows and campaign signals effectively.

Use AI and automation to improve research, meeting preparation, personalisation, follow-up and proposals. Check the quality of outputs, keep communication relevant to the customer and use the time saved to create and progress opportunities.

Product knowledge and market awareness

Build a confident understanding of Prophet’s digital clones, predictive intelligence and marketing mix modelling. Keep learning how customers use the platform and translate that knowledge into clear demonstrations and commercial conversations.

Keep your finger on the pulse of MarTech, media, agency activity and competitor positioning. Bring useful customer and market insight to the Sales Director, the VP of Business Development and Partnerships, and Marketing, and apply it to your prospecting and account plans.

What success looks like

In your first 90 days, learn the platform and sales approach, agree your target-account plan, begin leading discovery and demonstrations, and build qualified pipeline. Establish good CRM habits and a clear working rhythm with the Sales Director and the people supporting your opportunities.

By 180 days, demonstrate progress against your agreed sales target and a pipeline supported by credible next steps and buying decisions. Ongoing success will be measured through new recurring revenue, qualified pipeline, conversion, forecast accuracy and the quality of customer handovers.

What you’ll bring

We’re open to people from SaaS, MarTech, data, analytics, media and agency backgrounds. Direct agency experience is welcome, especially if you’ve won new clients, grown a commercial portfolio or worked in business development and want to apply that experience to a technology business.

A record of winning B2B business and delivering against personal sales targets, ideally with mid-market brands or agencies. You can show how you have created opportunities and moved them through to a signed agreement.

The ability to run a full sales cycle, from relevant prospecting and good discovery to demonstrations, proposals and close. You are comfortable building relationships with senior marketers, agency leaders and other decision-makers.

Experience with personalised, account-based selling and lead generation. You use account and contact research, enriched data and buying signals to make outreach relevant and follow-up useful.

Sound co