B2B Sales Manager

B2B Sales Manager

At Sustainium, we manufacture and distribute premium sustainable packaging (paper lids, aseptic and QSR straws, cutlery, and dairy & plant-based solutions) to help the global food & beverage industry transition away from single-use plastic. With a presence in 50+ countries, more than 100 million end consumers reached, and partnerships with brands such as Coca-Cola HBC, Oatly, Burger King, Tine, and Kiviks Musteri, we are scaling fast.

We are seeking an experienced, hands-on B2B Sales Manager who lives and breathes prospecting. This is a new-business-first role: you will build and own the top of the funnel, run modern multi-channel outbound, and convert qualified pipeline into long-term accounts across F&B manufacturers, QSRs, and HoReCa. You pair a sharp commercial mind with a genuine passion for sustainability, and you have a strong appetite for closing deals and earning significant, uncapped commission.

Sustainium is the brand you'll represent; your employment contract will be with Plyra Unipessoal Lda, our Lisbon-based company.

Prospecting & lead generation: your core focus

Prospecting is the heart of this role. We expect a self-starter who can independently source, qualify, and engage decision-makers at scale using a modern outbound tech stack.

What modern prospecting looks like here:

• Own the top of funnel: define and refine our Ideal Customer Profile (ICP), then build targeted prospect lists of procurement, packaging, and sustainability decision-makers at large F&B organisations.

• Run multi-channel sequences: design and execute coordinated, multi-touch outreach across email, phone, and LinkedIn, with A/B testing and personalised messaging tailored to each segment.

• Use AI to scale, not to spam: leverage AI-assisted research and personalisation to increase volume and relevance while protecting deliverability and Sustainium's brand standards.

• Structured workflow, from sourcing to closing: a clean end-to-end process that keeps your pipeline and CRM data accurate from first touch to signed contract.

Objectives of this role

• Generate a consistent, high-quality pipeline of B2B opportunities across F&B manufacturers, QSRs, dairy and plant-based brands, and HoReCa, with the freedom to target priority territories worldwide.

• Own the full sales cycle (prospecting, outreach, follow-up, sampling, negotiation, and closing) to consistently meet and exceed revenue and KPI targets set with the founders.

• Build and maintain an accurate, clean pipeline in HubSpot, with reliable forecasting and disciplined CRM hygiene.

• Stay ahead of plastic-reduction regulations and market trends to position Sustainium's products effectively and surface new product opportunities.

Responsibilities

• Lead a specific product category or territory (e.g. paper lids across Europe, or aseptic straws for global beverage brands), owning the metrics tied to it.

• Manage the full sales cycle from lead generation to contract closure, including samples, pricing, and negotiation.

• Build and nurture long-term, consultative relationships with decision-makers at large F&B organisations.

• Tailor outreach, presentations, and sales material to each client and to Sustainium's brand standards.

• Conduct forecast analysis for future deal size, timelines, and closing probability.

• Work closely with the founders to report progress, share market feedback, and help shape new product ideas.

• Represent Sustainium at relevant industry events and trade shows.

What success looks like (first 6-12 months)

• A predictable volume of qualified opportunities and booked meetings generated each month from your own outbound.

• Quota / new-business revenue targets consistently met or exceeded.

• Healthy pipeline coverage (typically 3-4x of quota) with accurate, up-to-date forecasting in HubSpot.

• Improving conversion across stages, from sequence reply and meeting to sample, proposal, and closed-won.

• Clean CRM data and well-documented sequences that the wider team can learn from and scale.

Required skills and qualifications

• 4+ years of proven success in a B2B sales or business-development role, with a strong track record in outbound prospecting and full-cycle selling (from first touch to close).

• Hands-on experience with a sales engagement / prospecting tool such as Apollo.io (or similar, e.g. Outreach, Salesloft, Lemlist) and a CRM such as HubSpot (or Salesforce / Pipedrive).

• Demonstrated ability to win and manage large, global accounts.

• Confidence in multi-channel outreach, negotiation, objection handling, and consultative / solution selling.

• Strong commercial drive and motivation to generate deals and earn uncapped, performance-based commission.

• Genuine interest in sustainability and the food & beverage industry's shift away from single-use plastic.

• Excellent written and verbal communication skills in English, with disciplined CRM and pipeline hygiene.

Preferred skills and qualifications

• Bachelor's degree (or equivalent) in business administration, sales, operations, or a related field.

• 6+ years selling into F&B manufacturers, QSRs, packaging, or FMCG, with full-cycle ownership.

• Experience building outbound motions from scratch and defining ICPs in a scale-up environment.

• Familiarity with the Apollo to HubSpot integration and AI-assisted outreach workflows.

• Ability to communicate in more than one language (Swedish or another European language is a plus).

What we offer

• A competitive base salary plus uncapped, performance-based commission, so your earnings grow directly with the pipeline and revenue you generate.

• A modern, fully-equipped sales stack, so your time goes into selling, not admin.

• Real autonomy: ownership of your territory and product category, and room to build the outbound motion your way.

• Direct collaboration with the founders in a fast-growing startup, recognised internationally through the Sustainium brand.

• Hybrid working based at our Lisbon office, with the statutory Portuguese benefits: 13th & 14th salary, 22 days' paid holiday, and a tax-free meal allowance.

• A mission with meaning: helping the world's biggest F&B brands move away from single-use plastic.

Plyra Unipessoal Lda is an equal-opportunity employer. We welcome applicants of all backgrounds and make hiring decisions on merit.