Note: The job is a remote job and is open to candidates in USA. Harbor Compliance is a leading technology platform for entity compliance, helping over 80,000 businesses manage their compliance needs. They are seeking a Manager Account Executive to lead a team of Account Executives, driving annual recurring revenue and developing scalable sales strategies.
Responsibilities
- Drive $2,500,000+ in annual recurring revenue (ARR) by leading a team of Account Executives through a disciplined, data-driven approach to the full sales cycle
- Develop and execute a scalable sales strategy, setting team targets, managing pipeline coverage, and holding the team accountable to performance benchmarks
- Coach and mentor Account Executives on prospecting techniques, discovery, objection handling, and contract negotiations to elevate team-wide performance
- Oversee the team's outreach and lead qualification efforts, ensuring a healthy and well-prioritized opportunity funnel across cold prospects and existing clients
- Guide the team in leading prospective clients through a comprehensive buying journey, including discovery, customized pitches, and win-win contract negotiations
- Establish and enforce best practices for CRM hygiene, ensuring all deal details, influencer associations, and qualification notes are accurate, consistent, and up to date across the team
- Deliver high-accuracy ARR forecasting every two weeks at both the individual rep and team level, consistently targeting a precision rate above 90 percent
- Serve as a strategic voice of the market by synthesizing team feedback and communicating evolving industry trends and client needs to product and partnership stakeholders
Skills
- 5+ years of B2B sales experience with a demonstrated track record of exceeding quota, plus 2+ years in a team lead, senior, or managerial capacity
- Proven ability to recruit, develop, and retain high-performing sales talent in a fast-paced, competitive environment
- Deep expertise managing complex, full-cycle sales processes and a strong command of CRM platforms such as HubSpot or Salesforce, including pipeline reporting and team-level analytics
- Demonstrated success building and scaling sales processes, playbooks, and training programs that improve team consistency and performance
- Strong analytical capabilities to identify market trends, threats, and opportunities and translate insights into actionable team strategy
- High adaptability and composure in navigating organizational complexity and rapid change, with the ability to keep teams motivated and focused
- Exceptional organizational and prioritization skills with the ability to manage both individual responsibilities and team-level operations simultaneously
- Willingness to travel for industry conferences, client engagements, and team events as needed
- Mastery of consultative sales methodologies with the ability to coach reps on discovery, pitching, and closing across diverse market segments
- Experience building a culture of continuous improvement — using call reviews, pipeline audits, and feedback loops to develop rep skills and refine team processes
- Collaborative leadership style with experience working cross-functionally alongside partnerships, marketing, and product teams to align go-to-market strategy
- Strong communication skills with the ability to translate complex industry nuances into clear, compelling narratives for both internal stakeholders and external clients
- Commitment to developing others, with a genuine interest in mentoring early-career sales professionals and building long-term team capability
Benefits
- Health benefits
- Flexible paid time off
- Parental leave
- Fertility and adoption assistance
- 401(k)
- Educational reimbursement
Company Overview