Head of Sales (ANZ)

About the Opportunity

First Focus is entering its next phase of sales expansion across Australia and New Zealand. The commercial motion is already in place: the brand is well regarded, marketing is producing qualified leads, and Solution Consultants add technical depth to customer discussions. The need now is for stronger, dedicated sales leadership to help scale this model effectively.

First Focus is a leading ANZ provider of managed AI and IT services for small and medium-sized businesses. The company has been named Australia’s #1 MSP by Cloudtango for nine years in a row and is on track to grow to more than 500 employees across Australia, New Zealand and the Philippines.

This position has been created because the current leader of this part of the ANZ sales function is moving into a global marketing leadership position. The move reflects a culture where people develop, the business advances with them, and each new hire inherits a stronger platform than before.

For the right candidate, this role offers more than a Head of Sales title; it can become a springboard into wider executive sales leadership as the company continues to expand.

What You Will Do

You will lead the ANZ new business sales team, which focuses on organisations typically in the 20 to 200 seat range.

This is a practical leadership role rather than a layered corporate management position. You will remain close to the deals that matter, guide a relatively small team, and create the operating cadence that helps strong salespeople perform even better.

The sales model at First Focus is different from a traditional outbound-heavy approach. Marketing creates opportunities, and Solution Consultants qualify and progress them before sales conversion.

Your focus will be to add deeper leadership to that motion by lifting conversion, improving forecast accuracy, strengthening pipeline quality, coaching the team, and reinforcing collaboration between Sales and Marketing.

You will not be expected to carry every deal yourself, but you will stay close enough to coach, challenge and improve the way opportunities are won.

Success Measures

Performance will be judged through new monthly recurring revenue, SQL-to-closed-won conversion, forecast accuracy, pipeline quality and the type of customers won.

Success will also be visible in the team’s development. Solution Consultants should improve under your leadership, Marketing should receive sharper feedback, commercial activity should feel more connected, and senior leaders should have confidence in the pipeline, forecast and sales culture.

Candidate Profile

This role is a strong fit for someone who has led a small, high-performing B2B sales team, is ready for a broader ANZ remit, and wants a real pathway toward executive sales leadership.

You may already hold a title such as Head of Sales, Sales Director, Regional Sales Manager, State Sales Manager, GM Sales, or be a strong deputy ready to step up into a wider role.

You should bring substantial B2B sales leadership experience, ideally managing a team of around six to eight people or another similarly sized sales group.

You will understand how to sell to business owners, executives and senior decision-makers in organisations of roughly 20 to 200 seats, where trust, timing, risk and practical business results matter.

Strong commercial judgement, coaching capability, CRM discipline and forecasting rigour are important. You should be able to create accountability without unnecessary performance theatre, and help capable salespeople become better.

You do not need to be a technical expert, but you do need to be technically literate, curious and credible. Comfort with learning enough about technical services to lead confidently, ask strong questions and build trust with customers and technical peers is essential.

Experience in an MSP is useful but not mandatory.

Relevant backgrounds may include managed services, IT services, cloud, cyber security, telecommunications, B2B SaaS, technology consulting, professional services, outsourced business services, or another consultative B2B environment with recurring revenue and complex sales cycles.

Interest in AI will be a notable advantage. First Focus helps SMBs understand how AI, cloud, security and automation can improve how they work, and the company is looking for someone who is curious about how those changes influence customer needs, sales productivity, qualification, enablement and value creation.

Why First Focus

First Focus is leading the market with CORE, its managed AI service, which has created strong differentiation and sales momentum.

CORE has shifted customer conversations away from technology selection and toward business performance improvement, helping buyers think about productivity, margin, efficiency, risk, revenue, customer experience and P&L impact. It turns technology from a cost centre into a business investment.

You will also join a business with a highly effective marketing engine and a continuing commitment to invest in it. Marketing drives qualified demand, CORE strengthens differentiation, Solution Consultants add credibility and depth, and the brand already holds market trust.

The opportunity is to bring stronger sales leadership to that platform: improving conversion of the right opportunities, deepening the partnership between Sales, Marketing and Solution Consulting, and helping shape the next stage of ANZ growth.

For an ambitious leader, this position has genuine room to grow. The company wants someone who can succeed in the role now and develop into broader executive sales leadership as the business scales.

Benefits and Perks

• Competitive compensation package with on-target earnings of up to $350,000 plus super, depending on experience and capability
• Hybrid flexibility to support a healthier work-life balance
• Complimentary access to Uprise, including confidential coaching from qualified psychologists and counsellors
• 10 paid training days each year under the company’s “Never Stop Growing” commitment
• Optional Tesla company car packaging, subject to conditions
• A committed, collaborative leadership group and a genuinely supportive culture
• A company that values leadership that creates opportunity for others, especially as this role exists because a previous leader progressed into a larger opportunity

Additional Information

First Focus welcomes applications from neurodiverse candidates. If you need adjustments or extra support during the hiring process, you are encouraged to share that so suitable flexible options can be provided.

Final Note

This is a leadership opportunity where you are stepping into an established platform with real momentum behind it.

The brand is trusted, demand is present, the team is capable, and the market opportunity is clear.

The next stage calls for a leader who can guide the sales function with discipline, ambition, curiosity and low ego.

If you want a role that can expand as you do, this could be a strong fit.