About The Role
The role leads a team of 6-10 sales development and account executives selling a B2B SaaS platform into mid-market and enterprise accounts.
You will own team quota, coach reps on pipeline generation and deal execution, and build the process rigor — territory planning, forecasting, and CRM hygiene — that turns individual effort into predictable revenue.
Key Responsibilities
Own and hit a monthly and quarterly team bookings quota, with weekly pipeline and forecast reviews
Recruit, onboard, and coach SDRs and AEs through live call reviews, deal strategy sessions, and structured 1:1s
Build and manage territory plans and lead-routing rules in Salesforce, ensuring clean data and accurate forecasting
Analyze funnel metrics — activity, meeting set rates, stage conversion, win rates — and adjust plays to close gaps
Partner with marketing on campaign follow-up, ICP refinement, and outbound sequences in tools like Outreach or Salesloft
Serve as escalation point on key deals, joining calls to unblock negotiations and pricing conversations
Report pipeline health, hiring needs, and performance trends to revenue leadership
What We Are Looking For
3-6 years of SaaS sales experience, including 1-2 years managing a sales team with direct quota ownership
Track record of leading teams to quota in a metrics-driven, outbound-heavy environment
Hands-on fluency with Salesforce or HubSpot, sales-engagement platforms, and pipeline analytics
Strong coaching instincts with a documented approach to call review and deal inspection
Excellent communication skills; comfortable presenting pipeline reviews to VP-level leadership
Bachelor's degree or equivalent practical experience
Bonus: experience selling technical products (DevTools, data infrastructure, or security software) and familiarity with MEDDICC or Challenger methodologies