Note: The job is a remote job and is open to candidates in USA. Tango Analytics helps businesses make smarter decisions through technology, data, and collaboration. The Sales Manager will serve as a player-coach, personally managing strategic enterprise SaaS opportunities while leading, coaching, and developing Account Executives. The role is responsible for driving new-logo bookings and ARR, improving pipeline and forecasting discipline, supporting complex negotiations, and partnering cross-functionally on go-to-market execution.
Responsibilities
- Serve as a player-coach, balancing direct ownership of strategic net-new opportunities with leadership, coaching, and development of a growing team of Account Executives
- Carry an individual sales target and personally source, develop, and close strategic new-logo opportunities, particularly larger or more complex enterprise deals
- Lead the team against new-logo bookings and ARR targets, establishing clear expectations and accountability for pipeline creation, opportunity progression, forecast accuracy, and closed business
- Model effective enterprise selling behaviors by actively participating in prospecting, discovery, executive presentations, solution development, negotiation, and closing activities
- Coach Account Executives through complex, multi-stakeholder SaaS sales cycles involving corporate real estate, facilities, finance, IT, operations, procurement, and executive leadership
- Recruit, onboard, and ramp new sales talent as the team expands, helping build a high-performance culture focused on disciplined execution, continuous learning, and customer value
- Drive consistent pipeline generation across both the individual and team books of business through territory planning, account prioritization, outbound prospecting, partner engagement, and coordination with Marketing and Business Development
- Maintain rigorous deal inspection and forecasting processes, identifying risks early and ensuring opportunities have clear next steps, compelling business cases, executive sponsorship, and realistic close plans
- Take an active role in high-value and high-risk opportunities, helping shape deal strategy, customer messaging, commercial structure, and negotiation approach
- Establish and reinforce qualification standards that prioritize customers with strong strategic fit, meaningful business need, appropriate deal size, and long-term growth potential
- Partner closely with Solution Engineering, Client Experience, RevOps, Product, Finance, and Legal to structure commercially sound solutions for complex customer requirements
- Lead or support negotiations involving SaaS subscriptions, Statements of Work, implementation commitments, SLAs, pricing, contract terms, and other elements of enterprise transactions
- Build executive relationships with key prospects and customers while helping Account Executives strengthen their own executive-level selling capabilities
- Develop a deep understanding of Tango’s Integrated Workplace Management System and Store Lifecycle Management solutions, including lease management, transactions, space management, reservations, visitor management, and occupancy
- Translate customer challenges in corporate real estate, workplace management, retail, restaurant operations, and the public sector into compelling business outcomes and value propositions
- Use CRM and sales analytics to monitor individual and team performance, improve conversion rates, identify coaching opportunities, and provide leadership with accurate visibility into pipeline and expected results
- Partner with Sales leadership on go-to-market strategy, territory design, capacity planning, hiring, and initiatives that improve sales productivity and scalability
- Represent customer and market feedback internally to help inform product positioning, competitive strategy, and go-to-market priorities
Skills
- 5+ years of progressive B2B software sales experience, including significant experience in enterprise SaaS
- Proven success as a top-performing enterprise SaaS seller combined with demonstrated experience mentoring and enabling fellow sales professionals
- Strong willingness and ability to operate as a true player-coach, personally owning revenue opportunities while simultaneously developing and managing a growing team
- Demonstrated track record of winning net-new business and consistently achieving or exceeding individual and ARR targets
- Experience managing complex, multi-stakeholder enterprise sales cycles with material contract values and extended buying processes
- Demonstrated ability to coach sellers on prospecting, discovery, qualification, executive engagement, value-based selling, negotiation, competitive positioning, and closing strategy
- Strong command of pipeline management, opportunity qualification, deal inspection, forecasting, territory planning, and sales performance management
- Experience selling business-critical software solutions that require consultative discovery, solution selling, and development of a quantified business case
- Ability to move effectively between leadership and hands-on execution, from team coaching and forecasting to personally leading customer meetings and closing deals
- Experience interviewing, onboarding, and developing Account Executives in a growing sales organization
- Experience working cross-functionally with Solutions Consulting, Professional Services, Customer Success, Product, Finance, and Legal teams
- Working knowledge of SaaS commercial structures, including subscription agreements, Statements of Work, implementation services, SLAs, and contract negotiations
- Strong analytical skills and the ability to use CRM data, pipeline metrics, and conversion trends to drive decisions and improve performance
- Excellent written and verbal communication skills, with the executive presence to engage senior customer stakeholders and internal leadership
- Strong operational discipline and a track record of creating repeatable sales processes while maintaining the flexibility required in a growing organization
- Bachelor's degree in Business, Marketing, Finance, or comparable experience
- Experience with complex Real Estate Technology and/or PropTech industry is preferred
Benefits
- Health, dental, and vision insurance
- 401(k) plan with company match
- Generous paid time off
- Flexible work environment, including remote, hybrid, or in-office work arrangements
- Inclusive and collaborative culture where diverse perspectives are valued, teamwork is encouraged, and everyone has a voice
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