Sales Manager, Phone Sales (Upsell Team)

This is a remote position.

We are looking for a Sales Manager to build, from scratch, a dedicated phone sales team whose only goal is to grow business with existing Profitroom clients in Poland. Profitroom provides hotels with technology for direct sales, payments, marketing and property management, and is used by hotels in more than 50 countries. With the backing of MCI Capital, a leading European private equity group, we have accelerated our growth, and in 2027 we are focusing on the Polish market.

About the team

The Upsell Team is being created to sell significantly more to our existing clients next year. We will focus on clients who currently use only a few of our products and are not contacted proactively by anyone. The team will sell solutions that are simple to explain and easy to onboard. The focus is on our SaaS products for hotels, supported by digital marketing services and websites. Each team member will look after about 300-400 clients, with the goal of reaching about 90% of the assigned base every quarter.

This role is for someone who will come in and set up the whole structure: the process, the scripts, the daily rhythm, the measurement of results and a culture built on numbers. You stay close to sales, know it from practice, and can show the team what a good conversation looks like. You get a real mandate, a direct impact on company results, and the support of management and of the Sales, Customer Success and RevOps teams.

Key goals and responsibilities

• Build the sales team: recruitment (including taking part in final interviews), onboarding and coaching, including weekly 1:1 meetings.
  

• Design a repeatable phone sales process: segmentation and allocation of the client base, rhythm of contacts, qualification, offer, closing and handover to implementation.
  

• Monitor KPIs and progress against team goals: number of calls and contacts made, base coverage, call quality and financial results broken down by service. Results are visible every day and reviewed every week.
  

• Assess the quality of calls, give concrete feedback and make sure the team works correctly in the CRM.
  

• Create and keep optimising the sales scripts.
  

• Analyse results, optimise processes and prepare reports based on CRM data.
  

• Define together with RevOps what we measure in HubSpot and how (telephony, call recording, reports). RevOps carries out the technical implementation.
  

• Stay close to sales: when needed, talk to clients yourself and close the harder deals.
  

• Own the team's ARR result and sales forecast.
  

• Agree rules of cooperation with Customer Success: who contacts the client, exclusion lists, and how information is passed on after each call.
  

• Propose the compensation model and targets for the team.
  

• Keep selling honest: our clients are a small, closely connected market, so the quality of every conversation matters as much as volume.
  

Requirements

• At least 5 years of experience in B2B sales, including at least 2 years managing a phone sales team (telesales, inside sales, subscription or SaaS sales).
  

• Experience in a large organisation with a dedicated, high-volume telesales department. Industry background does not matter.
  

• A hands-on approach: readiness to talk to clients when the situation calls for it, and the ability to show the team what good selling looks like.
  

• A documented track record: sales plans delivered, activity volumes, conversion rates.
  

• Experience building a sales process: scripts, contact cadence and client base segmentation.
  

• The ability to define what to measure and how (activity, funnel, conversion), and to manage a team through numbers, 1:1 meetings and coaching based on call assessments.
  

• Polish at native level and English at a level that allows you to work with international teams.
  

Nice to have

• Experience selling to an existing client base (upsell, cross-sell, renewal).
  

• Experience selling SaaS products, payments or digital services.
  

• Practical knowledge of a CRM (HubSpot or similar) and experience introducing telephony and call recording tools.
  

• Knowledge of the hospitality industry. It is not required.
  

Benefits

• Form of employment: employment contract or B2B.
  

• Compensation: fixed base + bonus tied to team results. At 100% of plan, 14,000-16,500 PLN gross (employment contract) or 16,800-20,000 PLN net + VAT (B2B), of which about 60% is base (8,400-9,900 PLN gross, or 10,080-12,000 PLN net) and about 40% is bonus (5,600-6,600 PLN gross, or 6,720-8,000 PLN net). Your position in the range depends on your experience managing phone sales teams and your past results.
  

• A mandate to build the team and the process from scratch, with direct impact on company results.
  

• Access to client data, product knowledge and sales tools.
  

• English classes and a dedicated team development fund
  

• Medical and life insurance, co-financed, plus access to sports facilities
  

• 24 / 26 days off
  

• Company perks: retreats and events, wedding and baby packs, and an employee referral program
  

• Flat hierarchy: open communication, no bureaucracy