Sales Manager
Tallinn
Full-time
Permanent employee
Your mission
To continue growing with our financial crime fighting mission, we're looking for a Sales Manager to drive new business across Salv's full portfolio — Screening/Monitoring/Network offerings in the AML and fraud context — into retail and neo-banks, fintechs, and other regulated financial & payments firms across Europe. While Marketing owns volume (inbound demand generation and top-of-funnel campaigns), your outbound is targeted, account-based reach into a known universe of banks, fintechs, and consortia. Alongside that, you'll qualify hard, nurture deals patiently through long RfP and consortium-style cycles, and close them.
Your main responsibilities
- Targeted outbound: Initiate contact with a defined set of priority accounts — banks, fintechs, and financial industry consortia across Europe — through researched, account-based outreach rather than volume prospecting. Marketing generates inbound volume; this is deliberate, targeted reach into named accounts.
- Lead nurturing through long cycles: Keep warm contact alive between active phases of consortium and RFP-driven deals — where the buying process pauses for weeks or months but the relationship can't go cold — so momentum survives the gap.
- Deal qualification & selection: Assess fit early and rigorously — know which deals are worth the sales cycle and which aren't, and say no to the latter fast.
- Full-cycle ownership: Take qualified deals from first contact through negotiation to close, across Salv's full product portfolio, from day one.
- Cross-functional collaboration: Work closely with a small, dedicated growth team — Marketing on inbound handoff and positioning, Customer Success on post-sale account health, and Product on customer feedback.
- Industry presence: Represent Salv at conferences and industry events across Europe, building the relationships and visibility that turn into pipeline.
What your day will look like
Marketing brings you volume; your own time goes into the accounts that volume alone won't reach — targeted outbound into named banks, fintechs, and consortia, and nurturing the ones already in motion through the quiet stretches between RfP phases. The rest of your day is qualification, negotiation, and closing — deciding what's worth pursuing and seeing it through. Alongside all of this, you're regularly on the road: conferences, industry events, and in-person meetings with prospects across Europe.
What help do we need?
We need someone who can open a door cold with a targeted account when there's no inbound signal yet, keep a relationship warm through a slow-moving RFP or consortium process without losing momentum, and then qualify hard and close. Volume isn't the job — precision, patience, and follow-through are.
Your profile
- 4+ years of B2B sales or business development experience — we're looking for energy and drive, not years for their own sake.
- Comfortable initiating contact cold with a targeted account — not high-volume dialing, but unafraid of a cold open when there's no inbound signal to work with.
- Skilled at nurturing relationships through long, paused, multi-stage cycles — you keep a contact warm through a quiet RFP phase without it feeling like following up for its own sake.
- Comfortable qualifying hard and disqualifying fast: you can walk away from a deal that isn't worth the cycle, and you know the difference.
- Proven negotiation and closing ability on mid-size, multi-stakeholder B2B deals.
- Background in banking, payments, AML/compliance or fraud is a real plus — as is experience with structured sales methodology (MEDDIC, Miller Heiman or similar) and modern CRM / outbound automation tooling. Any of these count in your favour; none is a hard requirement.
- Exceptional communicator, written and spoken, who approaches customers as a partner, not a vendor — able to build relationships with senior stakeholders that hold up through friction and disagreement, across long, multi-party sales cycles.
- Fluent in English, further European languages are a benefit.
- Location in Estonia or ability to regularly travel to our HQ in Tallinn.
About us
Our mission is to beat financial crime, and we help our clients to prevent money laundering, terrorist financing, and fraud. We are expanding our business in Europe.