Sales Manager

JOB SUMMARY 

The Sales Manager will lead a team of Account Executives, Business Development Representatives, and Account Expansion professionals—owning sales strategy and execution across the entire revenue funnel. This role is responsible for overseeing top-of-funnel prospecting, mid-funnel deal progression, and post-sale expansion, with a strong emphasis on both individual coaching and organizational scalability. Reporting directly to the CEO, this is a highly visible role with clear impact on company growth.

The ideal candidate brings direct, hands-on experience managing sales professionals across new business and existing account growth, with a strong record of leading teams to outperform their goals. They are a seasoned people leader who has already built or scaled a multi-function sales team, driven performance through data and process, and delivered measurable revenue results. 

Core to their approach is a deep understanding of the sales lifecycle and a leadership style rooted in accountability, coaching, and collaboration.

ESSENTIAL JOB DUTIES AND RESPONSIBILITIES

• Lead and coach a high-performing team of AEs, BDRs, and Expansion professionals, driving success across the full customer acquisition and growth lifecycle
• Own sales strategy and performance, setting and managing to clear KPIs, revenue targets, and process standards
• Establish and continuously refine systems for lead qualification, opportunity management, closing, and post-sale account expansion
• Maintain ownership of pipeline pacing, forecasting, and reporting to inform strategic decision making
• Implement sales best practices and playbooks to standardize approach and scale team efficiency
• Deliver regular, structured coaching and performance reviews focused on individual growth and team outcomes
• Set clear performance expectations and take swift, transparent action to address underperformance
• Hire, onboard, and scale the sales team as needed to meet evolving business needs
• Collaborate with Marketing, Customer Success, and executive leadership to align on GTM strategy, ICP definition, and account prioritization
• Champion a customer-centric sales culture that ensures long-term client success is baked into every stage of the sales process
• Use market insights, pipeline analytics, and sales data to drive both strategic and day-to-day decision making
• Represent the sales team’s needs and wins at the leadership level, advocating for continuous improvement and cross-functional alignment

MINIMUM QUALIFICATIONS, JOB SKILLS, AND ABILITIES

• 5+ years of sales experience, with at least 2 years of direct people management experience across multiple sales functions (e.g., BDR, AE, Account Expansion/Growth)
• Demonstrated success managing an end-to-end sales environment—from prospecting through close and account growth
• Proven track record of leading sales teams to meet or exceed revenue goals in a fast-paced, performance-driven environment
• Direct experience managing sales teams that span both acquisition and expansion
• Familiarity with structured sales methodologies such as MEDDICC, SPIN, or Challenger
• Experience building or refining team infrastructure, including process design, documentation, and performance measurement
• Comfortable working with senior-level stakeholders in strategic sales conversations, contract negotiation, and customer planning
• Prior experience in marketplace, SaaS, or tech-enabled services industries
• Direct ownership of sales forecasting, pipeline pacing, and reporting across multiple deal stages
• Experience setting clear performance expectations, providing real-time coaching, and addressing underperformance with urgency and transparency. Able to evolve team structure as business needs scale
• Strong working knowledge of CRM and sales enablement tools (e.g., Salesforce, Gong, Outreach) and data-informed sales planning
• Commitment to customer-centric selling, ensuring team strategies are grounded in client needs while driving long-term business value
• Effective communicator and people leader with a track record of motivating teams, developing talent, and delivering feedback that drives results
• Expertise aligned with core sales team competencies:
• Lead Generation & Qualification
• Pipeline Management & Sales Execution
• Communication & Relationship Building
• Product Fluency & Market Insight
• Strategic Thinking & Data-Driven Decision Making

PREFERRED QUALIFICATIONS

• Experience scaling a sales team during a period of high company growth, including headcount expansion, process maturity, and systems implementation
• Background in building collaborative workflows between Sales, Marketing, and Customer Success to drive GTM alignment
  
  

The pay rate for this role will range between $150,000 to $165,000 per annum. We consider many factors when determining salary offers, such as the applicant’s work experience, education and training, skills, market data, and internal equity. This role is eligible to participate in a performance-based bonus plan.

EMPLOYEE BENEFITS

• Competitive compensation packages including bonus and options
• Medical, dental, and vision benefits
• Matching 401(K)
• Paid time off
• Telecommuting and remote-work options
• Support for continuing education
• Team off-sites, social events, annual company events, and frequent extracurricular activities
• Unlimited snacks and drinks (in office)