About The Role
The Sales Manager owns a team of SDRs and account executives generating pipeline and closing revenue for a B2B SaaS product. The role is accountable for team quota, forecast accuracy, and the health of the top-of-funnel motion.
This is a player-coach position in a fast-scaling revenue org: building playbooks, coaching reps on calls and deals, and partnering with marketing and sales leadership to tighten the path from lead to closed-won.
Key Responsibilities
Lead, coach, and develop a team of 6-10 sales reps through weekly 1:1s, call reviews, and deal coaching
Own and deliver monthly and quarterly team quota across pipeline generation and closed revenue
Build and manage accurate forecasts in Salesforce; report pipeline health and risks to leadership weekly
Design and enforce sales processes, playbooks, and qualification frameworks (MEDDICC or similar)
Recruit, onboard, and ramp new reps; manage performance and accountability to activity and conversion metrics
Partner with marketing on lead quality, campaign feedback loops, and ICP refinement
Use tools like Salesforce, Outreach, and Gong to analyze rep performance and coach to data
What We Are Looking For
3-6 years of quota-carrying sales experience, including 1-2 years of direct team management
Track record of consistently hitting team targets in SaaS or technology sales
Hands-on fluency with Salesforce and sales-engagement/intelligence platforms (Outreach, Gong, or similar)
Strong coaching skills: can run deal reviews, give live call feedback, and level up reps at different stages
Data-driven approach to pipeline management, forecasting, and territory planning
Excellent communication and ability to influence across sales, marketing, and leadership teams
Bonus: experience scaling a first-line sales team at a startup, or selling into a technical buyer (IT, DevOps, data)