Sales Manager
Leads and develops a team of Account Executives, owning quota attainment, forecasting, pipeline discipline, hiring, and sales-process development. The role requires at least two years managing quota-carrying AEs and prior success closing B2B SaaS deals.
About the job
Responsibilities
- Lead, coach, and develop a team of Account Executives to consistently meet and exceed revenue targets.
- Own team quota attainment, forecast accurately, manage the pipeline, and drive quarter-over-quarter performance.
- Coach Account Executives through full-cycle, consultative sales, including discovery, business-case development, multithreading, negotiation, and closing.
- Run deal reviews and pipeline inspections for complex, multistakeholder evaluations that may displace incumbent ERP systems.
- Refine and document the sales playbook, including qualification frameworks such as MEDDPICC, messaging, and repeatable close plans.
- Partner with SDR leadership on pipeline quality and handoffs, and collaborate with Marketing, Product, and Solutions Consultants.
- Source, interview, hire, and onboard Account Executives.
- Design ramp programs that help new representatives become productive quickly.
- Maintain clean forecasting and CRM hygiene, and report team performance to leadership.
- Foster a culture of accountability, coaching, and high performance.
Requirements
- 2+ years managing a quota-carrying Account Executive team, with a consistent record of meeting or exceeding team targets.
- A strong personal track record closing B2B SaaS deals before moving into management, ideally in mid-market or enterprise sales.
- Experience holding Account Executives accountable for self-sourced outbound prospecting in a full-cycle sales motion.
- Experience selling technical or finance-oriented products; familiarity with the office of the CFO, ERP, fintech, or accounting workflows is a plus.
- Command of a modern sales methodology such as MEDDPICC, Command of the Message, or Challenger, with the ability to teach it.
- Strong forecasting judgment and comfort leading data-driven pipeline reviews.
- Genuine coaching orientation and commitment to team growth and results.
- Ability to thrive in a fast-paced, high-growth environment.
Compensation and Benefits
- Competitive salary and on-target earnings.
- Meaningful equity.
- Full benefits.
Skills
B2B SaaS, MEDDPICC, Command Of The Message, Challenger, CRM, Forecasting, Pipeline Management, Outbound Prospecting, Consultative Selling, Enterprise Sales
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