About The Role
The role leads a team of account executives selling a B2B SaaS platform into mid-market and enterprise accounts. It owns quota attainment, pipeline quality, and the day-to-day coaching that turns reps into consistent performers.
Reporting to the Director of Sales, this manager sits at the center of the revenue engine: forecasting accurately, running deal strategy, and partnering with SDR leadership, RevOps, and marketing to keep pipeline flowing and conversion rates climbing.
Key Responsibilities
Own and exceed a team-level bookings quota while maintaining 90%+ forecast accuracy
Coach 6-8 account executives through pipeline reviews, call shadowing, and deal-strategy sessions
Recruit, onboard, and ramp new AEs using a structured 30-60-90 plan tied to leading indicators
Run weekly forecast calls and pipeline inspections in Salesforce, keeping stages, next steps, and close dates current
Enforce and refine the sales process, MEDDICC qualification standards, and playbook usage across the team
Analyze activity, conversion, and win-rate data in tools like Gong and Clari to identify coaching opportunities and remove bottlenecks
Partner with RevOps on territory design, comp planning, and CRM hygiene, and with marketing on campaign follow-up and ICP targeting
What We Are Looking For
4-7 years of B2B SaaS sales experience, including 2+ years managing a closing team to quota
Proven track record of building or scaling a mid-market/enterprise AE team with consistent attainment
Strong command of forecasting methodology, pipeline inspection, and a qualification framework (MEDDICC, SPICED, or similar)
Hands-on with Salesforce and revenue-intelligence tools (Gong, Clari, Outreach, or similar)
Effective coach and communicator, skilled at giving direct, actionable feedback
Bachelor's degree in business or a related field, or equivalent practical experience
Bonus: Experience selling to technical buyers (DevOps, security, or data platforms); background as a top-quartile individual contributor before moving into management; experience managing remote teams