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 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.
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.
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.
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.
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.
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).
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.
