Senior Manager, Sales

What You Will Work On

The Regional Operating System (Meetings & Leadership)

• Coaching & Accountability: Lead weekly 1:1s with Managers and skip-levels with AEs; contribute to the All-AE Manager agenda and host the Bi-Weekly AE All-Hands to drive change management and alignment.
• Deal Strategy: Host the weekly "War Room" to dive deep into top opportunities and the Regional AE meeting to foster collective winning.
• Backfill Leadership: Act as an interim leader for teams during manager absences, ensuring no loss in momentum.

Revenue & Pipeline Command

• Pipeline Generation: Direct all-channel pipeline strategy. Ensure outbound efforts are organized and effective, leveraging marketing triggers and partner relationships (AE owned to Partnerships owned) to fuel growth.
• Data Rigor & Gong: Leverage Gong data for forecasting, coaching, and pipeline management; hold managers accountable to doing the same.
• Cleanliness & Dashboards: Maintain a regional dashboard to highlight key data. Own the "Single Source of Truth"—ensuring close dates, stages, and categories are flawless.

Strategic Deal & Underwriting Execution

• Complex Negotiations: Attach yourself to strategic deals, often leading presentations to push them across the finish line.
• Technical Liaison: Work directly with Finance, Workers' Comp, and Health Underwriters to win business.
• Authority: Act as the final approver for admin discounts and the primary advocate for medical pricing exceptions to Underwriting leadership.
• Internal Leverage: Ensure the team effectively utilizes specialists and C-level support to maximize conversion rates.

Cultural Stewardship & Talent

• Culture Champion: Routinely recognize top performance and set a high-energy, high-integrity tone for the region.
• Headcount Ownership: Manage the regional headcount (AEs and Managers), staying active in the interview loop and owning the final "Buy/No-Buy" decision for all candidates.
• Cross-Functional Representation: Act as the voice of Sales for new company-wide content and initiatives, ensuring the field is bought-in and prepared.

How You Will Do Your Work

Foundational knowledge, skills, abilities, and personal attributes:

• Good judgment
• Detail-oriented
• Results-driven
• Foundational Sales Knowledge (prospecting, cold calling, nurturing, engaging, presenting, negotiating, closing etc.)
• Clear communication

Qualifications

• Experience: 5+ years of sales leadership experience, preferably having managed managers in a high-growth HCM or SaaS environment.
• Product Knowledge: Deep familiarity with PEO, International payroll, or complex insurance/benefit models is a major plus.
• Technical Fluency: Expert-level command of Gong, Salesforce, and data visualization tools to drive regional performance.
• Communication: A "Master Communicator" who can simplify complex underwriting or organizational changes into actionable steps for the team.
• The "Grit" Factor: Ability to dive into the weeds of a deal one hour and present regional strategy to Finance/Underwriting the next.