Senior Manager, Enterprise Sales

What you'll do

Lead a high-performing Enterprise Sales team

• Manage, coach, and develop a team of Enterprise Account Executives responsible for winning net-new enterprise customers
• Foster a culture of accountability, continuous improvement, and high performance
• Hire, onboard, and develop top enterprise sales talent
• Conduct regular 1:1s, team meetings, pipeline reviews, and career development conversations
• Join customer meetings to support strategic opportunities and help move complex deals forward

Drive forecasting and operational excellence

• Own the team's forecasting process, ensuring consistent pipeline hygiene, inspection, and forecast accuracy
• Conduct weekly forecast reviews and deal inspections to identify risks and opportunities
• Coach reps on building healthy pipelines and maintaining accurate forecasts
• Drive disciplined adoption of Salesforce, Gong, Outreach, and other GTM tools
• Analyze sales data to identify trends, risks, and opportunities that improve team performance

Coach enterprise sellers

• Develop your team through coaching on discovery, qualification, negotiation, executive engagement, account strategy, and deal progression
• Help reps navigate complex buying committees and multi-thread opportunities
• Reinforce consistent execution of our enterprise sales methodology and operating cadence
• Create a culture of continuous learning through call reviews, deal strategy sessions, and skill development

Partner across the business

• Collaborate with Revenue Operations, Marketing, Customer Success, Product, and Enablement to improve sales effectiveness
• Provide market feedback that influences product direction, messaging, and GTM strategy
• Help refine sales processes, playbooks, and operating rhythms as the organization scales

How success will be measured in this role

• Consistently achieve team quota and new logo goals
• Deliver accurate forecasts and healthy pipeline coverage
• Improve win rates and average contract value
• Develop high-performing Enterprise Account Executives
• Drive disciplined execution of the enterprise sales process
• Build strong partnerships across Sales, Revenue Operations, Marketing, Product, and Customer Success

Requirements

• 5+ years of experience managing Enterprise Account Executives in a B2B SaaS environment
• Experience leading teams responsible for acquiring net-new enterprise customers
• Demonstrated success leading enterprise sales teams through complex, multi-stakeholder sales cycles
• Strong track record of coaching enterprise sellers to exceed quota and close strategic opportunities
• Experience owning forecasting, pipeline management, and sales operating cadence
• Experience partnering with Revenue Operations on territory planning, forecasting, and sales performance
• Strong business acumen with the ability to use data to influence decisions and improve execution
• Excellent communication skills with the ability to deliver candid feedback and hold teams accountable
• Experience hiring, developing, and retaining high-performing enterprise sales talent
• Ability to thrive in a fast-paced, remote-first environment
• Proactively incorporate AI tools into day to day work to improve productivity and accelerate delivery

This role requires up to 10% travel for team collaboration, customer engagements, and company events. Attendance at our annual company offsite (typically held in Mexico) is expected.