About The Role
The role leads a team of sales development and account executive professionals responsible for generating and converting pipeline across a B2B SaaS portfolio. This is a hands-on front-line manager role: coaching reps on discovery and objection handling, driving activity and conversion metrics, and building the systems that make a high-velocity sales motion repeatable.
The team sells into technical and economic buyers at mid-market and enterprise accounts, and this role owns the numbers that matter — meetings booked, pipeline created, win rates, and quota attainment. Performance here directly shapes revenue growth, and strong managers in this org advance quickly into senior sales leadership.
Key Responsibilities
Recruit, hire, and onboard sales development and account executive talent; maintain a healthy pipeline of candidates to support team growth
Coach reps daily through call reviews, deal strategy sessions, and pipeline inspections in Salesforce and Gong
Own team quota for meetings booked and pipeline generated; forecast weekly and report performance to sales leadership
Build and optimize outbound plays using Salesloft, LinkedIn Sales Navigator, and intent data from sources like 6sense
Run weekly one-on-ones and pipeline reviews; identify skill gaps and implement targeted coaching plans
Partner with marketing to tighten lead-routing, scoring, and SLA processes between inbound and outbound motions
Develop playbooks, scripts, and enablement materials that raise rep ramp time and productivity
What We Are Looking For
3-6 years of B2B SaaS sales experience, including 1-2 years managing or leading a sales team
Track record of hitting team quota for pipeline generation or revenue across multiple quarters
Hands-on fluency with Salesforce and at least one sales-engagement platform (Salesloft, Outreach, or similar)
Strong coaching skills: able to diagnose deal and skill issues from call recordings and pipeline data
Experience hiring, ramping, and retaining SDR or AE teams in a metrics-driven environment
Comfortable building reports and dashboards to run the business; SQL or RevOps collaboration is a plus
Bonus: experience selling into technical buyers (developers, IT, or platform teams) or having carried a quota personally in a prior AE role