Senior Manager, Enterprise Sales SMB (West)

At Sectigo, we align around our mission and pride ourselves in helping thousands of customers sleep better at night.

Sectigo is the most innovative provider of certificate lifecycle management (CLM), delivering comprehensive solutions that secure human and machine identities for the world’s largest brands. Sectigo’s automated, cloud-native CLM platform issues and manages digital certificates across all certificate authorities (CAs) to simplify and improve security protocols within the enterprise. Sectigo is one of the largest, longest-standing, and most reputable CAs with more than 700,000 customers and two decades of delivering unparalleled digital trust.

“When people think Online trust management, they think Sectigo because we offer our customers unparalleled peace of mind.”

How we show up with each other and our customers every day is just as important, and we win as #OneSectigo by living out our core values - Support, Excellence, Communication, Teamwork, Integrity, Growth and Openness. We are committed to investing in our diverse teams where everyone understands their role and how they support our strategic goals, we drive operational excellence through scale and efficiency, and we strive to delight our customers and become the market leader in our industry. If you aspire to join a driven team that holds each other accountable to meeting our lofty goals and you’d like to be part of our growth story in delivering a market leading user experience, we’d like to talk to you.

We are looking for a talented Senior Manager, Enterprise Sales SMB to join our growing global team at Sectigo.

The Senior Manager, Enterprise Sales SMB plays a pivotal role in leading the SMB Sales department in achieving and exceeding assigned sales quotas by identifying, engaging and closing new and existing business from opportunities throughout assigned territories.  This individual oversees a team of SMB Account Executives for a portfolio of assigned territories, maintaining and growing sales, managing an existing customer base, and growing through addition of new customers and new product categories to existing customers.    

This is a full-time and ideally in-office position, reporting to a Sectigo office 5 days a week.

Here are the core functions, responsibilities, and expectations for this role: 

• Manage the SMB Account Executive team and provide guidance on the day-to-day activities that contribute to achieving and exceeding assigned sales quotas in their assigned territories.  
• Oversee, evaluate, implement, and manage all areas of inside sales, sales administration, procedures, policies, training, and support technologies.  
• Meet and exceed sales and revenue goals and key inside sales metrics. 
• Report on sales metrics and suggest improvements.   
• Manage and lead team to deliver exceptional customer experience.  
• Develop and implement strategies to help Sectigo exceed its sales goals, while delivering against customer satisfaction expectations.  
• Suggest and implement improvements in the sales administration process.   
• Deliver a best-in-class, captivating, customer experience that builds loyalty and enables consistent sales and profit growth.  
• Lead team meetings on success and build and run on-going training – tools, materials, leveraging resources around them including assisting Product teams with their presentations to make them digestible for sales teams.  
• Use customer feedback to generate ideas about new features or products.  
• Research and discover methods to increase customer engagement.   
• Ensure sales, finance and legal policies and procedures are met.
• Collaborate and liaise with Marketing, Product, and Development teams to ensure brand consistency and increase sales.
• Undertake key initiatives to accelerate the sales cycle, improve and streamline the process, gain staffing efficiencies and drive sales outcomes, all while enhancing the customer experience.   
• Derive and maintain support-staffing models to ensure that the company is meeting and exceeding support and retention goals and ensuring that support can adapt, as the business needs change.  
• Execute reviews of all associated processes and performance reports to ensure that the highest quality of inside sales, sales administration and customer service possible is achieved.  
• Align with the goals of the company to provide effective and innovative process, enabling the company to successfully scale with the deployment and support of the product.  
• Partner on account calls when needed to help bring large deals and assisting in account health monitoring to effectively maintain strong account relationships while also reducing churn and growing new business.  
• Responsible for all people management responsibilities, including reviewing and approving time off requests, etc. 
• Additional tasks associated with this position may be assigned in response to company initiatives and business needs. 

Education:

• Bachelor’s degree or equivalent work experience is strongly preferred.   

Experience:

• Minimum of 7 years of direct work experience in sales and/or insides is required.  
• Minimum of 3 years of supervision or management experience over a team of quota-achieving sales team is required. 

Ideal Candidate Profiles, Talents, and Desired Qualifications:

• Established industry relationships and experience working with executive level business and marketing leaders within client organizations.  
• Analytical skills that can translate data from paid, owned, and earned metrics into a performance measurement narrative that scales value for pinners and partners.  
• Excellent presentation, communication, and collaboration skills.  
• Strong leadership skills with the ability to lead by influence and persuasion in all interactions for prioritizing and executing deals in a disciplined manner.  
• Ability to build and maintain a virtual network of contacts with the client and non-client executives for ease of information gathering, sharing, and aligning content and tapping into varied resources.  
• Demonstrated success in researching and identifying growth opportunities and strategies in assigned and targeted markets by regions and/or geographic territories.   
• Proven track record in sales, business development and winning new business.  
• Has knowledge of effective global sales practices and strategies and the ability to work with all levels of employees, managers, and executives across geographic regions.  
• Ability to understand and clearly articulate the business benefits of security products and solutions.  
• Ability to balance different projects simultaneously; ensuring that proactive and reactive projects move forward at the same time.  
• Strong knowledge and understanding of the IT Security industry and trends.  
• Ability to work comfortably in a fast-paced environment.  
• Ability to understand business measurement, marketing process, and pipeline mechanics.  
• Excellent interpersonal skills, with the ability to communicate effectively with management and cross-functional teams.  
• Work with internal teams on behalf of clients to ensure the highest level of customer service.  
• Interface necessary support team to resolve issues that directly impact partners.  
• Must have consistently grown business over the years by achieving great sales targets.  
• Excellent analytical & problem-solving skills and a great Team player.  

All your information will be kept confidential according to EEO guidelines.

Global team. Global reach. Global impact.

At Sectigo, we believe doing good is good business. Our strength and our success come from our team of passionate, engaged individuals who make a difference, both locally and globally. Our commitment to engagement is rooted in an unconditionally inclusive workforce, embodying our unique perspectives, heritages, and backgrounds, all as diverse as the experiences of each Sectigo employee. Importantly, we strive to be recognized not only as the CLM leader but also for our intentional efforts to promote employees into the roles that most challenge and excite them, into experiences that allow them to grow their interests as we grow the business. We are committed to bringing a little bit of fun and a whole lot of happiness into everything we do so that our work – and our team members – reflect the positive outcomes we deliver to our customers every day.