At a Glance
- Tasks: Drive sales forecasting, pricing strategies, and performance management to boost revenue growth.
- Company: Dynamic company focused on innovative sales solutions and international expansion.
- Benefits: Generous leave, health plans, discounts, and a vibrant work culture.
- Other info: Enjoy hybrid working and exciting career development opportunities.
- Why this job: Be the commercial bridge between Finance and Sales, making impactful decisions.
- Qualifications: Experience in Sales Finance or Operations, with strong analytical skills.
The predicted salary is between 36000 - 60000 £ per year.
The Sales Controller is an individual contributor role reporting to the UK Sales Director with responsibility for sales forecasting, pricing, profitability, and process governance, driving accurate, commercially aligned insights that support decision-making.
The Sales Controller will also act as the commercial bridge between Finance and Sales, ensuring revenue growth isaligned to strategic goals, and risk is managed through the contracting process. This role therefore combines financial control, commercial governance, and performance management.
The role works with key stakeholders to shape pricing strategies, monitor margins, deliver reporting and analytics, and drive data-led improvements. The role also manages Salesforce governance and processes, ensuring accurate customer and pipeline data. This is an exciting opportunity to not only be a driver for revenue growth in the UK but also continue to expand into international markets.
Hours: 37.5 hours per week, Monday to Friday, 8:30am-5:00pm
Location: This role can be performed fully remotely, or on a hybrid basis from our Exeter, Devon office.
Key Responsibilities
Forecasting & Performance Management
- Lead sales forecasting and variance tracking for bookings, revenue, and pipeline conversion.
- Maintain and improve sales dashboards and reporting tools (Salesforce, Excel etc).
- Analyse performance against target and provide commentary on trends and risks.
- Track key commercial KPIs including forecast accuracy, win rates, conversion, deal slippage and pipeline health.
- Prepare clear, board-ready summaries on sales performance and pipeline health.
Commercial Governance & Pricing
- Review deals to ensure pricing, terms, and margins align with commercial policy.
- Maintain pricing templates, guardrails, and approval workflows.
- Support the CFO and CRO with deal validation and credit checks for larger opportunities.
- Monitor discounting, promotional activity, and incentive impact on profitability.
System & Process Governance
- Own Salesforce data quality for opportunities, forecasts, and deal lifecycles.
- Drive process improvements to ensure clean, auditable data and accurate reporting.
- Champion sales process discipline across teams, supporting adoption and compliance.
- Partner with Finance to align bookings, revenue recognition, and cash forecasting.
- Support contract drafting and negotiation, ensuring commercial terms align with agreed pricing.
- Administer sales commission calculations and ensure accurate, timely payments.
- Provide reporting and analysis on commission costs and attainment trends.
- Maintain incentive plan tracking and alignment to budget and performance targets.
Cross-Functional Collaboration
- Collaborate with Finance, Account Management, and Product to ensure commercial alignment.
- Support Account Management with renewal and upsell tracking.
- Support the Sales team with ad hoc administrative and operational activities, including travel coordination, meeting logistics and sales team events.
- Contribute to commercial model reviews and product pricing discussions as required.
Experience & Qualifications
- Proven experience inSales Finance, Commercial Finance, or Sales Operationswithin SaaS or subscription-based businesses.
- Strong acumen in forecasting, pricing, reporting, and process optimisation.
- Proficiency in Salesforce or equivalent CRM.
- Skilled in forecasting, financial modelling, and data analytics with advanced Excel skills.
- Commercial mindset and collaborative business partner with excellent communication and stakeholder management ability, with the ability to challenge senior stakeholders.
- Analytical and strategic thinker with high attention to detail.
- Proactive, curious, and results oriented.
- Bachelor’s degree in finance, accounting, business, or a related field; professional qualification (ACA/ACCA/CIMA/MBA) preferred.
- Experience in contract drafting and credit approval process/structuring.
- Experience in helping design and subsequently administering sales incentive and commission plans.
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Sales Controller in Exeter employer: Lightfoot
As a Field Installation Engineer at Lightfoot, you will join a forward-thinking company that prioritises innovation and customer satisfaction. With a strong commitment to employee development, we offer comprehensive training and growth opportunities, alongside a supportive work culture that values teamwork and excellence. Enjoy the flexibility of remote work while being equipped with all necessary tools and a company vehicle, allowing you to make a meaningful impact across the UK.
StudySmarter Expert Advice🤫
We think this is how you could land Sales Controller in Exeter
✨Tip Number 1
Network like a pro! Reach out to people in your industry on LinkedIn or at events. A friendly chat can lead to opportunities that aren’t even advertised yet.
✨Tip Number 2
Prepare for interviews by researching the company and its culture. Tailor your answers to show how your skills align with their goals, especially around sales forecasting and commercial governance.
✨Tip Number 3
Practice your pitch! Be ready to explain how you can drive revenue growth and improve processes. Highlight your experience with Salesforce and data analytics to impress the hiring team.
✨Tip Number 4
Don’t forget to apply through our website! It’s the best way to ensure your application gets seen by the right people. Plus, we love seeing candidates who are proactive!
We think you need these skills to ace Sales Controller in Exeter
Some tips for your application 🫡
Tailor Your CV:Make sure your CV is tailored to the Sales Controller role. Highlight your experience in sales finance, forecasting, and any relevant SaaS or subscription-based business experience. We want to see how your skills align with our needs!
Craft a Compelling Cover Letter:Your cover letter is your chance to shine! Use it to explain why you're the perfect fit for the role and how you can contribute to our revenue growth. Be sure to mention your analytical skills and experience with Salesforce.
Showcase Your Achievements:When detailing your past roles, focus on specific achievements that demonstrate your ability to drive performance and improve processes. Numbers speak volumes, so include metrics where possible to back up your claims!
Apply Through Our Website:We encourage you to apply directly through our website. It’s the best way for us to receive your application and ensures you’re considered for the role. Plus, it shows you’re keen on joining the StudySmarter team!
How to prepare for a job interview at Lightfoot
✨Know Your Numbers
As a Sales Controller, you'll be expected to have a strong grasp of sales forecasting and performance metrics. Brush up on key figures like ARR, MRR, and margin variance before the interview. Be ready to discuss how you've used data to drive decisions in past roles.
✨Master the Art of Communication
This role requires you to act as a bridge between Finance and Sales, so showcasing your communication skills is crucial. Prepare examples of how you've successfully collaborated with different teams and managed stakeholder expectations. Clear, concise communication can set you apart.
✨Showcase Your Analytical Skills
Expect questions that test your analytical thinking and problem-solving abilities. Bring along examples of reports or dashboards you've created in the past, especially those that led to actionable insights. Highlight your proficiency in tools like Salesforce and Excel to demonstrate your technical skills.
✨Understand Pricing Strategies
Since pricing strategy execution is a key responsibility, be prepared to discuss your experience with pricing models and deal structures. Think about how you've optimised pricing for profitability in previous roles and be ready to share specific examples during the interview.
