Sales Manager

📋 Description

• Take ownership of Forecasting and New Business Targets - Achieve monthly, quarterly, and annual revenue goals for new business.

• Provide precise and defendable forecasts to the CRO and the wider leadership team.

• Rigorously assess the pipeline through structured deal inspections to maintain a realistic perspective on potential closures.

• Lead Weekly Pipeline and Deal Strategy Meetings - Conduct weekly sessions with AEs to uncover deal risks, formulate mitigation tactics, and advance opportunities diligently.

• Facilitate weekly one-on-ones with the Presales team to evaluate what is effective and what requires improvement in demos, trials, and implementation consulting calls.

• Utilize insights from Presales as a secondary validation to confirm the accuracy of AE-reported pipeline and forecasts.

• Provide Ongoing Coaching and Serve as Executive Support - Continuously mentor AEs and Presales team members during 1:1s, deal assessments, call evaluations, and live prospect engagements.

• Participate in customer calls as the initial executive support, aiding in the progression of strategic deals and resolving late-stage discussions without overshadowing the representative.

• Collaborate with Marketing, RevOps, and Product teams to ensure the group has the necessary enablement, content, and tools to succeed.

• Oversee and Develop the AE and Presales Teams - Directly manage Account Executives and the Presales team, responsible for hiring, onboarding, performance management, and career advancement.

• Identify skill gaps and create targeted coaching, enablement, and development plans to address them.

• Keep the team engaged, motivated, and enthusiastic about QBench's mission and growth trajectory.

• Maintain high-performance standards while fostering an environment that encourages personal growth and excellence.

• Collaborate on Revenue Strategy - Work closely with the CRO, Director of Marketing, and Manager of Revenue Operations to establish and implement quarterly revenue strategies.

• Partner with the CRO on annual revenue planning, including target setting, segmentation, and resource allocation.

• Contribute to compensation strategies, quota setting, and territory design that aligns incentives with organizational goals.

• Assist in establishing clear career progression and professional development paths for AEs and Presales team members.

• Transform Field Insights into Company Strategy - Gain a comprehensive understanding of our successes and challenges, translating these insights into actionable recommendations for product, marketing, and leadership.

• Collaborate with Product on prioritizing the roadmap and feedback loops to maintain our competitive edge in attracting new customers.

• Share market insights to refine ICP focus, messaging, packaging, and pricing strategies.

• Foster Cross-Functional Alignment - Collaborate with Customer Success and CS Ops to ensure smooth transitions and a strong initial phase of the customer journey during implementation.

• Work with Revenue Operations to enhance efficiency, tooling, reporting, and processes across the revenue organization.

• Partner with Talent/HR on recruitment strategies, leveling, and career frameworks for the sales organization.

• Promote a "one team" culture across Sales, Marketing, CS, and Product.

• Steward (and Challenge) the Sales Methodology - Own and continuously refine QBench's sales methodology, qualification standards, and deal review practices.

• We currently utilize a Challenger-based approach. We expect this leader to provide a strong viewpoint on its continued relevance and to adapt the strategy as we grow.

• Encourage a consultative, value-based selling approach that prioritizes long-term customer relationships over short-term gains.

• Exemplify and reinforce QBench's core values in every internal and customer interaction.

⛳️ Requirements

• Over 3 years of experience managing quota-carrying B2B SaaS Account Executives, with a proven record of achieving team targets.

• 3–5 years of prior experience as an individual contributor AE in a consultative, full-cycle, new logo software sales environment.

• Proven ability to provide accurate forecasts and lead structured pipeline and deal review sessions.

• Experience managing or closely collaborating with Presales/Solutions Consulting functions is highly preferred.

• Proven experience selling complex software into midmarket or large SMB segments with multi-stakeholder, approximately 90-day sales cycles.

• Familiarity with consultative or value-based selling methodologies (Challenger, MEDDIC/MEDDPICC, Command of the Message, or similar).

• Experience working in a fast-paced, high-growth startup or scale-up setting.

• Exceptional communication skills with the ability to build credibility among both individual contributors and senior leadership.

• Experience in related business functions (e.g., Product, RevOps, Customer Success) is an advantage.

• Experience selling to laboratories, scientific organizations, or regulated environments is a plus, but not mandatory. Software sales experience is essential.

🏝️ Benefits

• Lead a high-performing team that sells a mission-critical platform to customers engaged in significant scientific and operational work.

• Step into a role with substantial strategic influence: shape our sales approach, target markets, hiring processes, and the evolution of the revenue organization.

• Clear advancement opportunities to lead either Sales or Presales as the team expands and the functions evolve.

• Enjoy a fully remote position with a base salary of $150K / $250K OTE and uncapped commissions.

• Work for a company that enjoys strong inbound interest and is committed to enhancing inbound demand as we grow.

• Join a rapidly growing, stable, vertical SaaS company with significant market potential ahead.

• Collaborate closely with a cooperative Revenue, Product, and Customer Success leadership team.