Sales Manager

This is a fully remote position, open to applicants in South Dakota.

📋 Description

• Lead, mentor, and hold the TRAC sales team accountable to meet monthly, quarterly, and annual booking targets.

• Establish a consistent sales rhythm through one-on-one meetings, pipeline assessments, forecast discussions, deal strategies, and focused skill development.

• Take ownership of pipeline health and forecast precision, managing opportunity stages, closing dates, next steps, deal values, and CRM integrity.

• Guide sales representatives through the processes of prospecting, discovery, product demonstrations, negotiations, and contract finalization.

• Develop strategies for territories, verticals, and accounts within banking, finance, healthcare, and other regulated sectors.

• Assist with strategic opportunities via discovery calls, product demonstrations, executive discussions, pricing negotiations, and agreement discussions.

• Utilize performance metrics to identify areas for improvement, eliminate barriers, enhance conversion rates, and prioritize initiatives.

• Collaborate with marketing on lead follow-up, campaign success, event execution, and market communication.

• Work alongside product, customer success, consulting, and leadership teams on go-to-market strategies and post-sale transitions.

• Recruit, onboard, and cultivate sales talent.

• Develop expertise in TRAC capabilities, competitive positioning, and the value of the platform business.

• Represent SBS at client meetings, industry events, trade shows, and conferences.

• Keep abreast of cybersecurity trends and regulatory standards including FFIEC, NIST, HIPAA, and GLBA.

• Success will be evaluated based on bookings and revenue accomplishments, pipeline performance, forecast accuracy, CRM utilization, seller growth, cross-functional collaboration, and client transitions.

⛳️ Requirements

• A bachelor's degree in business, marketing, technology, or a related field, or equivalent relevant experience.

• Over 5 years of proven B2B software or SaaS sales experience.

• At least 2 years of experience in sales leadership, team leadership, or formal coaching with clear accountability for team results.

• A solid record of enhancing pipeline execution, maintaining forecast discipline, and achieving sales outcomes.

• Excellent coaching, communication, presentation, negotiation, and executive relationship skills.

• Capability to analyze deal specifics while ensuring the team remains focused on overarching business objectives.

• A practical, proactive leadership approach with clear expectations, straightforward feedback, support, and accountability.

• Proficient in utilizing CRM data, sales metrics, Microsoft Office, and web conferencing tools.

• Ability to juggle multiple priorities, meet deadlines, and handle interruptions.

• Willingness to travel up to 25% of the time.

• Experience leading a sales team in a rapidly growing or evolving SaaS setting is preferred.

• Background in selling to regulated sectors such as banking, financial services, or healthcare is preferred.

• Familiarity with cybersecurity frameworks like NIST, CRI, or FFIEC guidance is preferred.

• Knowledge of GRC, risk assessment, compliance, or cybersecurity software is preferred.

• Experience in shaping sales processes, compensation plans, territory design, or go-to-market strategies is preferred.

• Proven history of developing sales representatives into consistent, consultative performers is preferred.

🏝️ Benefits

• Competitive salary along with an incentive structure.

• Medical, dental, and vision insurance coverage.

• Simple IRA plan with company matching contributions.

• Life and disability insurance options.

• Paid time off along with holidays.

• Opportunities for professional development and training.

• Flexible work arrangements within a collaborative setting.

• Reimbursement for industry certifications and ongoing education.

• A family-friendly, remote work environment.