Functional Lead - Sales (Direct/Account)

The Functional Lead is a senior person and business leader responsible for driving strategy, execution, and operational excellence across a large, multinational sales organization. Partnering closely with the Sales Lead counterpart, this role owns the development and implementation of strategic and tactical plans to scale revenue, elevate sales performance, and ensure consistent execution across markets. The Functional Lead brings structure, rigor, and thought leadership to the organization while remaining deeply involved in delivery outcomes. This leader manages managers, develops high performing teams, and ensures sales initiatives are clearly understood, effectively adopted, and delivered on time.

Key Responsibilities Strategy & Execution

• Partner with the Sales Lead to develop and implement strategic and tactical plans aligned to revenue growth, market expansion, and program scale.
• Translate strategy into clear operational plans, milestones, and measurable outcomes.
• Manage multiple delivery outcomes simultaneously, providing both strategic and hands on tactical leadership.

People Leadership

• Lead, manage, and coach a team of Sales Managers across multiple countries and regions (typically overseeing 50-100 sales professionals).
• Build, develop, and retain high performing, engaged sales teams with a strong culture of accountability and excellence.
• Act as a people developer, providing regular coaching, feedback, and performance management.

Operational Excellence

• Bring structure, operational rigor, and consistency to planning, execution, and reporting.
• Ensure teams execute against agreed timelines and priorities.
• Drive strong cross regional alignment and clarity of roles, goals, and expectations.

Insights & Performance Management

• Identify, analyze, and present data driven, actionable insights to inform decision making.
• Develop clear plans to address performance gaps and unlock growth opportunities.
• Model data driven decision making with strong analytical and reporting discipline.

Communication & Enablement

• Ensure all relevant teams have a thorough understanding of sales initiatives, programs, and changes being rolled out.
• Communicate effectively with senior stakeholders, regional leaders, and cross functional partners.
• Bring relevant thought leadership to enhance overall program outcomes.

Segment Specific Focus Areas

• Direct / Account (Existing Business): Drive ongoing account growth, retention, and operational excellence across established portfolios.

Qualifications (Required)

• 7+ years of total professional experience, including at least 3+ years as a Sales Manager or in a similar leadership role

Preferred Qualifications

• Proven experience managing managers in a high paced, results driven sales environment.
• Strong ability to make decisions using data, with advanced analytical and reporting skills.
• Demonstrated success leading large, culturally diverse, multinational teams.
• Excellent communication and presentation skills, with the ability to influence senior stakeholders.
• High attention to detail with strong deadlines and execution focus.
• Experience using CRM systems such as Salesforce, as well as Office or G Suite collaboration and presentation tools.
• Experience in digital media sales, online advertising, or technology driven sales environments.
• Multinational leadership experience across complex, matrixed organizations.
• Direct / Account Track: Experience leading large-scale Account Management organizations focused on retention and growth.
• Demonstrated ability to scale programs, improve operational maturity, and drive sustained revenue growth.

Additional Requirements (Role & Region Specific) Direct / Account Management Functional Lead - Additional Scope

• (Existing Business / Account Management)
• Partners with Sales Lead on ongoing account growth, retention, and program evolution.
• Leads large-scale teams responsible for existing customer portfolios.
• Accountable for ensuring Account Management teams fully understand and execute new initiatives and programs across markets.

Preferred Qualifications (Direct / Account Only)

• Experience leading Account Management or Existing Business sales teams.
• Proven ability to drive operational excellence and sustained revenue growth in mature accounts.

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About Accenture

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