Sales Manager

This is a fully remote position, open to applicants in California, +17 more states.

📋 Description

• Lead and mentor a team of 4-6 new logo Account Executives, ensuring they meet high standards for activity, pipeline quality, and execution.

• Take ownership of the team's new logo bookings goals; provide accurate forecasts and manage business operations rigorously through weekly one-on-one meetings, pipeline assessments, and deal evaluations.

• Guide representatives through intricate, multi-threaded sales processes, from prospecting and discovery to business case formulation, executive alignment, and closing the sale.

• Develop and implement the broker channel strategy: mentor the team to create, maintain, and activate partnerships with benefits brokers and consultants who source, influence, and refer deals, as well as to co-sell effectively with them.

• Promote the adoption of a uniform sales methodology and qualification framework (e.g., MEDDPICC / Command of the Message) across both direct and broker-sourced opportunities.

• Collaborate with Marketing and BDRs to generate and prioritize the sales pipeline, and partner with Solutions Architects to align demonstrations and proofs with buyer pain points.

• Engage directly in strategic and high-risk deals by guiding negotiations, navigating procurement processes, and unblocking stalled opportunities.

• Recruit, onboard, and develop new sales personnel; cultivate a strong team culture that attracts talent.

• Gather market and competitive insights from the field and relay this information to product, marketing, and leadership teams.

⛳️ Requirements

• Over 10 years of direct sales experience in benefits administration or HCM. Familiar with HR/benefits buyers, brokers, the open enrollment cycle, and the evaluation and purchasing of these solutions.

• More than 3 years of sales management experience leading a quota-carrying team, with a proven history of meeting or surpassing team objectives.

• Proven track record in new logo/net new acquisition roles (not primarily focused on expansion or renewal).

• Practical experience with a broker/channel sales approach—building and leveraging relationships with benefits brokers or consultants to source and close business, in addition to direct selling.

• Experience selling to mid-market and/or enterprise-level segments with complex, multi-stakeholder purchasing committees.

• A coaching mindset. You enhance team members' development and significantly improve their performance, rather than just managing their activities.

• An entrepreneurial spirit. Willing to engage directly, spend time in the field, and communicate market insights back to the team as we expand our product offerings.

• Strong discipline in forecasting and mastery of pipeline metrics and CRM practices.

🏝️ Benefits

• Explore our benefits here!

• Jellvision is dedicated to ongoing evolution and to cultivating an inclusive workplace where everyone feels welcome, valued, respected, and empowered to excel in their roles.