About The Role
The role leads a team of 6-8 account executives and SDRs selling a B2B SaaS platform into mid-market and enterprise accounts, owning quota from $3-5M annually.
The manager is accountable for pipeline health, forecast accuracy, and rep development — running weekly pipeline reviews, coaching call execution, and working deals directly alongside the team to hit quarterly targets.
Key Responsibilities
Own a team quota and deliver against it while forecasting pipeline weekly in Salesforce with 90%+ accuracy
Coach reps through deal strategy, call shadowing, and deal reviews; run weekly 1:1s and pipeline inspections
Build and manage the hiring pipeline: interview, onboard, and ramp new AEs to full productivity within 90 days
Partner with marketing and SDR leadership to tune outbound plays, lead routing, and territory coverage
Report team performance, forecast, and risk to revenue leadership with clear mitigation plans
Drive adoption of sales tooling (Salesforce, Gong, Outreach) and enforce CRM hygiene across the team
Work strategic deals directly alongside reps in late-stage negotiations and executive alignment
What We Are Looking For
3-6 years of B2B SaaS sales experience, including 1-2 years managing a quota-carrying team
Track record of hitting or exceeding team quota across multiple quarters
Strong coaching skills with experience ramping new reps quickly
Hands-on with Salesforce and sales enablement tools (Gong, Outreach, ZoomInfo, or similar)
Comfortable with pipeline math, forecasting methodologies, and metrics-driven management
Bachelor's degree or equivalent practical experience
Bonus: experience selling into technical buyers (IT, DevOps, data platforms) or building a team from the ground up