Note: The job is a remote job and is open to candidates in USA. Rithum is a commerce network that helps brands, suppliers, and retailers create seamless e-commerce experiences and optimize growth across channels. The Senior Manager, Sales leads a regional team of Hunter and Builder Account Executives, driving new-logo acquisition, client expansion, pipeline execution, and sales target achievement. The role also includes coaching, performance management, forecasting, and cross-functional collaboration with Marketing, Client Success, and Product.
Responsibilities
- Directly manage a team of Hunter and Builder Account Executives aligned to a geographic region
- Coach distinctly to Hunter vs. Builder motions, reinforcing clarity on success metrics, daily activities, and expected outcomes
- Conduct regular deal reviews, pipeline inspections, and forecast calls with a focus on data quality and execution rigor
- Support onboarding, ramp, and role transitions (e.g., Hunter → Builder) within the regional model
- Own regional pipeline health, attainment, and forecast accuracy across both prospecting and client growth motions
- Ensure balanced coverage of Core accounts within the region, aligned to role design
- Operationalize the geographic Hunter/Builder model across regions, ensuring role clarity and capacity alignment
- Establish and maintain a strong operating cadence (QBRs, forecast calls, pipeline reviews)
- Set clear performance expectations tied to role specific KPIs (pipeline creation, quota attainment, expansion revenue)
- Address performance gaps early through structured coaching and, when necessary, formal performance management
- Reinforce consistent execution of Rithum Way of Selling, MEDDICC (or equivalent) and Salesforce hygiene standards
- Serve as the senior regional sales partner to Marketing, Client Success, and Product
- Escalation point for complex customer situations and strategic deals
Skills
- 8+ years of B2B SaaS sales experience with 4+ years in sales leadership
- Demonstrated success leading multi‑team or multi‑region sales organizations
- Experience operating within specialized sales motions (Hunter / Builder or equivalent)
- Strong business acumen with the ability to connect execution to revenue outcomes
- Proven record of sales success in a complex software or technology environment
- Ability to communicate and convey the value proposition of a complex software platform via phone, in person, and online demos
- Strong deal strategy and negotiation skills, including pricing, ROI justification, and defending business cases with executives
- Experience engaging C-suite and senior executive stakeholders to build consensus and close complex new-logo deals
- Experience utilizing of CRM and sales tools (Salesforce preferred) and sales engagement platforms (e.g., Outreach, Salesloft, HubSpot, LinkedIn Navigator, ZoomInfo) to monitor and manage daily, weekly, and monthly sales activities of the team, including but not limited to pipeline, activity, and conversion tracking
- Ability to devise creative strategies to motivate and energize a high-performing team of Sales Executives, managing changes effectively
- Exceptional executive communication and presence, including clear, persuasive verbal and written communication
- Outstanding relationship building skills with a high degree of responsiveness and integrity
- Proven ability to collaborate cross-functionally with Marketing, Product, Client Success, and Solutions Engineering to close new business
- Bachelor's degree in Business, Marketing, or a related field (preferred, not required)
- 5+ years of B2B SaaS or technology field sales experience in a closing role, focused on new logo acquisition with national key accounts ($50M–$1B+ revenue)
- Proven success managing 6+ month sales cycles, including procurement, legal, and compliance processes
- Experience with Salesforce CRM, ZoomInfo, Lusha (EMEA), Salesloft, ZoomInfo (US), LinkedIn Navigator, Notion
- Familiarity with partner- or channel-influenced sales motions
- Success in a past leadership role, including the ongoing development of individual team members; through training, mentoring and overall performance management
- Experience leading through sales model or compensation changes
- Experience positioning data-driven or AI-powered solutions
Benefits
- Comprehensive benefits and wellness plans
- Remote-first working conditions
- Generous time off
- Wellness days
- Medical, dental and vision benefits: Affordable health care plans and company HSA contributions, starting on Day 1
- A 6% 401(k) match
- Competitive time off package with 20 days of Paid Time Off, 9 Company-Paid holidays, 2 paid floating holidays, 7 paid sick days, 2 Wellness days, and 1 Paid Volunteer Day; at 3 years of service PTO increases to 22 days, and at 5 years it increases to 25 days
- 12 weeks primary caregiver leave & 4 weeks secondary caregiver leave
- Accident, critical illness, and hospital indemnity insurance
- Pet insurance
- Legal assistance and identity theft insurance plans
- Life insurance 2x salary
- Access to the Calm app and the Employee Assistance Program
- $65/month Remote work stipend for internet
- Culture and team-building activities
- Tuition assistance
- Career development opportunities
- Charitable contribution match up to $250 per year
- Where applicable, sales incentives
Company Overview