Lead Industry Manager - SMB

Pinterest’s Small Business team connects small businesses with their customers and helps them grow. We’re looking for an experienced leader to oversee our direct advertiser new business segment in Australia & New Zealand. The SMB Sales Manager will drive our go-to-market strategy for new logo acquisition, building sales programs and processes that will bring high-potential ANZ brands onto Pinterest for the first time.

Success in this position requires a strong ability to lead and inspire a team, sales and analytical skills to make data-driven decisions, and the ability to manage competing priorities in a highly dynamic team environment. While this role will need to understand our broader SMB ecosystem, it will be laser-focused on our fastest-growing direct advertiser segment and on building the playbook for how new ANZ advertisers start and scale on Pinterest.

What makes this role unique:

• Second Sales Manager to join the ANZ direct advertiser leadership team, with a clear opportunity to shape strategy, culture, and ways of working from an early stage.
• Leadership over a vendor team composed of managers and ICs across SDR and PM functions, giving you broad scope to influence how our new business engine runs.
• Opportunity to collaborate with peer Sales Managers across multiple regions on global workstreams, sharing best practices and shaping Pinterest’s global SMB new business playbook.
• High exposure to cross-functional partners (marketing, product, measurement, sales operations) who support our sales motion and look to SMB as a testing ground for innovation.
  
  

What you’ll do:

• Lead a high-performing team of Sales Development Representatives (SDRs) and Partner Managers (PMs) to deliver quarterly new logo and revenue targets from ANZ direct advertisers through effective territory planning, goal setting, and rigorous pipeline and performance analysis.
• Design and deploy innovative, scalable outbound and inbound programs that systematically generate, qualify, and convert high-potential ANZ brands into first-time Pinterest advertisers.
• Implement strategies, processes, and tooling that streamline the full-funnel new business motion, improving SDR and PM productivity, conversion rates, and forecast accuracy for ANZ direct advertisers.
• Develop and execute ANZ-specific go-to-market strategies that clearly articulate Pinterest’s value proposition to new direct advertisers, driving activation, early product adoption, and sustainable revenue growth.
• Communicate progress, risks, and learnings on ANZ new business initiatives to regional and global stakeholders across time zones in a clear, timely, and data-driven manner.
• Build cohesive cross-regional and cross-functional partnerships with peers and internal stakeholders (including PMM, marketing, and sales operations) to unlock new logo opportunities and remove friction from the ANZ acquisition journey.
• Leverage deep knowledge of the ANZ digital advertising landscape to identify priority verticals and accounts, open doors with decision-makers, and accelerate multi-stakeholder deals.
• Manage and nurture relationships with Pinterest’s vendor partners supporting ANZ SDR and PM teams to ensure aligned goals, consistent quality, and seamless execution across all new business motions.

What are we looking for:

• Demonstrated success leading high-performing commercial, sales development, or new business teams—preferably within digital advertising or SaaS environments—delivering against ambitious revenue and customer acquisition goals.
• Strategic thinker with hands-on experience designing and implementing outbound and inbound pipeline programs that drive measurable results, especially within the ANZ or broader APAC region.
• Proven ability to translate commercial vision into operational excellence: you’re comfortable building frameworks, processes, and toolsets that enable teams to scale, forecast accurately, and execute efficiently.
• Effective communicator and storyteller, able to distill complex data and insights into clear, purpose-driven recommendations for diverse stakeholders—across markets and levels of seniority.
• Collaborative leader who builds strong cross-functional and cross-regional partnerships, removing roadblocks and orchestrating resources to accelerate growth and drive shared outcomes.
• Deep knowledge of the ANZ digital advertising landscape, with a strong network of contacts and a track record of converting high-potential brands into new customers.
• Data-driven approach to daily management: you leverage analytics to set priorities, understand conversion dynamics, manage pipeline health, and optimize performance.
• Strong coaching, development, and people management skills; able to inspire, empower, and nurture SDR and PM teams, as well as external vendor partners.
• High degree of adaptability and resilience, thriving in fast-paced, ambiguous, or evolving environments.
• Bachelor’s degree or equivalent practical experience; advanced degree is a plus.

Relocation Statement:

• This position is not eligible for relocation assistance. Visit our PinFlex page to learn more about our working model.
  
  

In-Office Requirement Statement

• We let the type of work you do guide the collaboration style. That means we're not always working in an office, but we continue to gather for key moments of collaboration and connection.
• This role will need to be in the office for in-person collaboration 2 times per week and therefore needs to be in a commutable distance from our Sydney office.

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