ShiftCare is one of the fastest-growing care management SaaS platforms, supporting home care, disability and community care providers across Australia, the United States, Canada and the United Kingdom. More than 7,000 providers and 300,000 support workers rely on ShiftCare every day to run their operations – rostering, compliance, billing, workforce management and service delivery.
As care providers face growing workforce shortages, compliance complexity and tight margins, operational software has become mission-critical. ShiftCare helps providers run sustainable services and deliver better care outcomes.
Role Overview
We are launching and scaling our UK sales operation and are looking for a Sales Manager to build, lead and sell from the front. This is a hands-on leadership role at the centre of our UK growth strategy. You will own the regional number, manage and develop the frontline sales team, and stay close enough to the deals to coach by example. If you prefer managing
dashboards to being in front of customers, this role will not be the right fit.
This is a high-volume, low-dollar sales motion – typical deal sizes sit in the £3K–£10K ARR range at high velocity. We need someone who has genuinely run this kind of motion and understands what high volume means.
What you will do
- Own the UK revenue target and build a clear, repeatable, high-velocity sales process the team can execute against.
- Lead, coach and develop the regional sales team – SDRs, AEs and BDMs – setting measurable goals and holding the team accountable for individual and collective results.
- Stay close to the deals: run and support discovery calls and product demonstrations, and step in on key opportunities to lift the team's execution.
- Work closely with SDRs and BDMs to convert inbound and outbound pipeline into closed revenue.
- Help shape and execute the go-to-market approach for the UK region, adapting positioning and strategy to local market conditions, customer needs and the competitive landscape.
- Provide detailed, quantitative feedback to leadership and product on sales losses – including deals lost to missing or weak product features – so the business can prioritise effectively.
- Maintain disciplined pipeline management, reporting and forecasting in HubSpot, providing regular updates to executive leadership on progress toward revenue goals.
- Lead by example through activity, consistency and execution, building a high-energy, collaborative team culture.
Why this role matters
The UK is a new and strategically important market for ShiftCare. This role sits at the centre of building it – proving the model, establishing our presence and building the team and IP that will scale the region. Early learning, iteration and execution matter more here than simply optimising an established machine.
Requirements
What we are looking for
- Proven B2B SaaS sales – a demonstrated track record selling B2B SaaS, with at least 5 years of total selling experience.
- High-volume, low-dollar motion – demonstrated success closing high-volume, lower- ticket SaaS deals at velocity (if you don't understand what high volume means, this role isn't for you).
- Sales management experience – a minimum of 3 years in a sales management role, with demonstrated experience managing and developing SDRs, AEs and BDMs.
- Self-starter – a high-ownership mindset; able to operate autonomously, build from the ground up and drive results without close supervision.
- GTM contribution – able to actively contribute to go-to-market strategy and execution in the UK region, not just inherit a playbook.
- Analytical rigour – able to provide detailed, quantitative feedback on why deals are won and lost, including loss attribution to product features and gaps.
- Technical proficiency – strong proficiency with HubSpot and modern SaaS sales tools, with the ability to manage pipeline, track progress and forecast accurately.
- Sector experience (strong preference) – preference is given to candidates from the care industry, or with B2B SaaS experience selling payroll/HR software, learning software or accounting software.
Critical screening questions
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