Note: The job is a remote job and is open to candidates in USA. Tracker Products develops cloud-based evidence management software for law enforcement agencies. The Sales Manager will build and lead the company’s sales engine by owning team revenue performance, participating in hands-on selling, developing SDRs and AEs, and establishing scalable sales processes, forecasting, metrics, and accountability.
Responsibilities
- Pipeline & Revenue: Own sales team performance, pipeline health, forecasting, and new-business revenue
- Hands-On Selling: Participate directly in prospecting, discovery, demos, strategic opportunities, and closing while the team remains lean
- Outbound Growth: Build a repeatable outbound engine that generates consistent, qualified opportunities rather than relying on inbound demand
- Sales Process: Establish clear qualification, pipeline stages, deal progression, follow-up standards, and CRM discipline
- Forecasting & Metrics: Build a reliable rolling forecast and weekly Sales Scorecard covering pipeline creation, conversion, velocity, win rate, forecast accuracy, and new ARR
- Team Development: Lead, coach, and hold accountable SDRs and AEs through 1:1s, call reviews, pipeline reviews, and hands-on deal coaching
- Build the Team: Determine when additional sales capacity is needed; onboard, and develop future sales hires
- Product & Market Mastery: Become fluent enough in SAFE and our customers to independently lead discovery and product demos as needed
- Cross-Functional Leadership: Partner closely with Marketing, Client Success, Product, and the CEO to improve the entire customer acquisition process
- Built a consistent, measurable pipeline engine that does not depend primarily on inbound leads
- Developed our SDR and AE through hands-on coaching, clear expectations, and accountability
- Established a disciplined sales process, weekly scorecard, pipeline cadence, and reliable forecast
- Improved pipeline quality, conversion, deal progression, and overall revenue predictability
- Become fluent enough in our product and market to confidently lead discovery, demos, and strategic sales conversations
- Created a clear, data-driven plan for when and how to grow the sales team
- Reduced the CEO’s involvement in routine sales execution by building a team and process that can operate independently
- Delivered against the team’s revenue goals while building a repeatable sales engine that can scale
Skills
- 5–8+ years of B2B sales experience, specifically SaaS
- 2–4+ years leading and coaching salespeople, ideally SDRs/BDRs and AEs
- Proven success as a quota-carrying seller with a strong player-coach mentality
- Demonstrated ability to build outbound pipeline without relying heavily on inbound leads
- Strong skills in forecasting, pipeline management, sales metrics, and CRM discipline
- A track record of improving rep performance through hands-on coaching and accountability
- Experience building or improving sales processes, playbooks, and team cadence
- Comfortable working in a lean, growth-stage environment and jumping into prospecting, demos, and deals when needed
- Strong communicator who can partner effectively with Marketing, Client Success, Product, and leadership
- B2B SaaS, government/public-sector sales, complex sales cycles, or experience hiring and ramping SDRs/AEs
Company Overview