Role Overview
The API Sales Team Lead is responsible for driving revenue growth and accelerating enterprise adoption of advanced AI platform APIs for a strategic AI client. This role combines sales leadership, disciplined pipeline governance, and consultative, value‑based selling across complex enterprise environments. Working with other TL’s and Sales Managers to drive a high‑performance sales culture. You will lead a team of API sellers across SMB, ensuring structured execution, productivity discipline, and consistent quota attainment. Success in this role requires strong commercial leadership, technical fluency, operational rigor, and the ability to drive performance through clear KPIs and compliance standards. You will act as both a people leader and executive sponsor on strategic opportunities, ensuring consistent delivery across revenue, activity, quality, and forecast accuracy metrics.
Key Responsibilities
Sales Leadership & Performance
Lead, coach, and performance‑manage API sellers across SMB, Enterprise Qualification, and Renewals segments.
Own team‑level quota, pipeline coverage, forecast accuracy, and productivity metrics.
Establish clear daily, weekly, and monthly performance expectations (e.g., outreach volumes, SLA adherence, pipeline progression).
Drive structured inspection cadence including pipeline reviews, call coaching, and QA scorecard reviews.
Ensure strong onboarding and ramp programs aligned to role‑specific experience requirements.
Pipeline & Revenue Execution
Drive disciplined opportunity qualification using structured methodologies (e.g., MEDDICC, BANT).
Ensure sellers meet defined daily outreach expectations across calls, email, and sequencing tools.
Enforce SLA responsiveness standards for inbound and customer follow‑up.
Maintain rigorous Salesforce hygiene, forecast accuracy, and clean pipeline management.
Consistently deliver against revenue targets and team quota attainment.
Strategic Deal Leadership
Act as executive sponsor on complex enterprise API opportunities.
Guide commercial structuring, pricing strategy, and negotiation processes.
Partner with Solutions Engineering to align AI capabilities with measurable business outcomes.
Ensure compliance with responsible AI, data governance, and client risk requirements.
Compliance, Governance & Quality Standards
Uphold QA scorecard standards across calls, documentation, and customer interactions.
Ensure strict adherence to CRM data hygiene and reporting accuracy.
Monitor compliance with outreach productivity benchmarks and SLA discipline.
Drive accountability for audit readiness and documentation standards across the team.
Experience Requirements
Minimum Years of Experience (YoE) by Segment:
SMB Sales: 2+ years of SaaS closing experience in high‑velocity environments.
Team Lead: 4+ years total B2B technology sales experience, with 2+ years in a people leadership role.
Mandatory Qualifications
Proven track record of consistent quota attainment.
Mandatory SaaS experience (AI / SaaS / technology sales required).
Strong expertise in CRM management (Salesforce strongly preferred).
Familiarity with sales sequencing and engagement tools.
English proficiency at C1 minimum, validated through formal testing.
Technical & Commercial Fluency
Strong understanding of APIs, platform architectures, and developer ecosystems.
Working knowledge of AI/ML concepts and enterprise AI use cases.
Ability to engage both technical stakeholders and executive decision‑makers.
Data‑driven, KPI‑oriented leadership mindset.
Mindset & Behaviours
Performance‑driven and highly accountable.
Structured, disciplined, and operationally rigorous.
Customer‑centric and solution‑oriented.
Agile and adaptable within a rapidly evolving AI landscape.
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