The posting
Shape the Future with Dun & Bradstreet
At Dun & Bradstreet, we believe data has the power to create a better tomorrow. As a global leader in business decisioning data and analytics, we help companies worldwide grow, manage risk, and innovate. Since 1841, businesses have trusted us to turn uncertainty into opportunity. We’re a diverse, global team that values creativity, collaboration, and bold ideas. Are you ready to make an impact and help shape what’s next? Join us! Explore opportunities at dnb.com/careers.
The opportunity
We’re looking for a player-coach who loves creating pipeline as much as closing it.
This is not a traditional sales management role. You’ll carry your own sales target and remain actively involved in the market, while coaching and developing a team of Inside Sales / SMB sellers.
You’ll lead from the front through customer engagement, prospecting, opportunity creation and closing business, demonstrating the behaviours and sales techniques you expect from your team. Alongside your own target, you’ll help sellers improve how they prospect, qualify opportunities, engage stakeholders, manage deals and convert pipeline into revenue.
Our Inside Sales / SMB team works with new and existing customers, supporting growth through new customer acquisition, renewals, cross-sell, up-sell and win-back opportunities. Your focus is simple: create pipeline, win business and help others do the same.
What you'll do:
- Own and deliver against an individual sales target, creating pipeline, managing opportunities and closing business through direct customer engagement.
- Lead from the front, role-modelling high-quality prospecting, discovery, consultative selling, opportunity management, negotiation and closing.
- Coach sellers through live call listening, call reviews, role plays and real-time feedback to improve confidence, capability and results.
- Support sellers with pre-meeting preparation, account planning, stakeholder mapping and opportunity strategy, helping them run more effective customer conversations.
- Conduct post-meeting reviews and follow-up coaching to identify next steps, reinforce good practice and improve conversion.
- Provide hands-on deal, commercial and pricing support, helping sellers structure compelling proposals, navigate negotiations and maximise deal value.
- Champion a consistent sales methodology across the team, ensuring sellers take a structured approach to prospecting, discovery, qualification, opportunity management and closing.
- Run regular pipeline reviews and deal inspections, identifying risks, gaps and opportunities for intervention.
- Maintain a high standard of CRM and Salesforce discipline, with accurate opportunity management, pipeline hygiene and forecasting.
- Help the team identify and convert opportunities across new business, renewal, cross-sell, up-sell and win-back activity.
- Build a high-performance culture based on accountability, continuous learning, collaboration and customer focus.
- Balance your own production with the performance of the wider team, succeeding as both a high-performing seller and developing sales leader.
What we're looking for:
- 4+ years of Inside Sales or B2B sales experience, with experience operating in a senior, mentoring or supervisory capacity.
- A demonstrable track record of creating pipeline, managing opportunities and closing business.
- Strong understanding of B2B account management, customer growth and new business development.
- Excellent prospecting, discovery, active listening, negotiation and closing skills.
- The confidence to coach others through real customer situations, rather than relying solely on classroom-style training.
- Experience working with a structured sales methodology, with the ability to apply it consistently across qualification, discovery, opportunity management, negotiation and closing.
- Strong CRM discipline and experience using platforms such as Salesforce.
- Commercial judgement and the ability to support sellers with pricing, proposals and deal strategy.
- Strong communication, presentation and relationship-building skills.
- An analytical approach to pipeline, conversion and sales performance.
- A proactive ownership mindset, with curiosity, resilience and a willingness to solve problems and take action.
- A continuous-growth mindset and a genuine desire to develop both yourself and the people around you.
What success looks like
Success in this role means doing both parts of the job well. You’ll be personally creating pipeline and winning business, while making the sellers around you better. You’ll raise the standard of customer conversations, qualification, opportunity management and forecasting across the team. You won’t be coaching from the sidelines. You’ll have credibility because you’re doing the job, demonstrating the standard and sharing what works.
Interested?
If you’re a strong B2B seller who wants to take the next step into leadership without stepping away from selling, this is an opportunity to do both. If you enjoy building pipeline, winning business and coaching others to succeed, we’d love to hear from you.
This is a full time, on-site role based from our beautiful offices in Paddington.
All Dun & Bradstreet job postings can be found at https://jobs.lever.co/dnb. Official communication from Dun & Bradstreet will come from an email address ending in @dnb.com.
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