Fast Facts

The Account Executive (SMB) Team Lead is responsible for managing a team of Account Executives to maximize sales opportunities and meet their sales quotas, particularly in new business and reactivating lapsed accounts.

Responsibilities: Key responsibilities include managing and coaching a sales team, monitoring performance statistics, conducting weekly pipeline reviews, supporting deal closures, and driving adoption of AI-powered sales technologies.

Skills: Required skills include a strong background in sales management, experience with advanced sales tools, and leadership capabilities to mentor a high-performing team.

Qualifications: Preferred qualifications are 1+ years in sales management, 3+ years in closure sales roles in IT, SaaS, or cybersecurity, and relevant educational background.

Location: Arlington, Virginia, open to candidates in the Washington, DC area.

Compensation: Not provided by employer. Typical compensation ranges for this position are between $90,000 - $140,000.

Arlington positions open to candidates located in the Washington, DC area.

The Account Executive (SMB) Team Lead is responsible for managing a team of Account Executives and maximizing all sales opportunities they are assigned. More specifically, this position will ensure that subordinates are meeting and/or exceeding their monthly sales quota by targeting new business as well as reactivating dark (lapsed) customer accounts. In addition, this position will work to employ best in class sales techniques to ensure the sales team delivers on its revenue goals on a monthly, quarterly and annual basis.

Responsibilities:

• Manage and coach a team of 12-15 Account Executives to develop a strong team of world class sales professionals
• Monitor the statistics for the Account Executives within the assigned territory
• Maintain an accurate pipeline for your team and conduct weekly pipeline reviews with all of your Account Executives to ensure forecast accuracy and sales goal achievement
• Support the Account Executives by assisting with closing deals by tags, handling customer objections, reactivating dark deals, and handling coaching plans and drilling as needed to improve skills
• Maintain accurate reporting and pipeline management
• Prioritize the workload and direct the activities of Account Executives
• Utilize data analytics and reporting tools to monitor key performance indicators (KPIs) and/or identify areas of improvement and provide actionable coaching and training to improve performance and productionDrive adoption of AI-powered sales technologies and platforms to optimize sales team productivity and insight-driven decision making
• Champion innovation in sales methodologies by identifying opportunities to streamline workflows and automate repetitive sales tasks using technology
• Be an expert on closing, negotiating, prospecting and other sales techniques that are necessary to be a top performer and consistently achieve sales quota
• Handle day to day needs of the sales team they manage

Minimum Qualifications:

• Prior 1+ years in sales management experience and 3+ years in closing sales role in IT, SaaS, or cybersecurity
• Associate's or Bachelor's degree in a relevant field strongly preferred
• Experience using advanced sales tools such as SalesLoft, Gong, Marketo, ZoomInfo, & Salesforce or others that leverage AI, automation, and machine learning
• Proficient understanding of compliance frameworks (SOC 2, HIPAA, etc)
• Leadership skills required, including the ability to provide dynamic coaching and strong mentorship, and building and maintaining a high-impact, mission-driven team through an environment of trust and collaboration
• Proven track record of sales success in similar SaaS environment, including mastery of closing techniques, discovery questions, prospecting, building rapport and other key elements of the sales cycle
• Strong verbal and written communications