Sales Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Act as a player-coach by taking ownership of strategic net-new opportunities while guiding, mentoring, and developing Account Executives.

• Identify, cultivate, and secure strategic enterprise new-logo opportunities.

• Lead the team in achieving new-logo bookings and Annual Recurring Revenue (ARR) goals.

• Ensure accountability for pipeline generation, opportunity advancement, forecast precision, and closed deals.

• Engage in prospecting, discovery, executive presentations, solution formulation, negotiation, and closing activities.

• Guide Account Executives through intricate, multi-stakeholder Software as a Service (SaaS) sales processes.

• Recruit, onboard, and accelerate the development of new sales talent.

• Propel pipeline generation via territory planning, account prioritization, outbound prospecting, partner collaboration, and coordination with Marketing/Business Development.

• Oversee deal inspection and forecasting methodologies.

• Assist with high-value and high-risk opportunities, encompassing deal strategy, messaging, commercial frameworks, and negotiation.

• Set qualification benchmarks for strategically aligned clients.

• Collaborate with Solution Engineering, Client Experience, Revenue Operations, Product, Finance, and Legal teams.

• Lead or assist in negotiations concerning SaaS subscriptions, Statements of Work, implementation commitments, Service Level Agreements (SLAs), pricing structures, and contract conditions.

• Foster executive relationships with prospects and clients.

• Gain proficiency in Tango’s Integrated Workplace Management System and Store Lifecycle Management solutions.

• Convert customer challenges into business outcomes and compelling value propositions.

• Utilize CRM and sales analytics to track performance, enhance conversion rates, and identify coaching opportunities.

• Collaborate with Sales leadership on go-to-market strategies, territory design, capacity planning, hiring, and sales productivity initiatives.

• Convey customer and market insights internally to shape product positioning, competitive strategies, and go-to-market priorities.

⛳️ Requirements

• Over 5 years of progressive B2B software sales experience, with considerable expertise in enterprise SaaS.

• Proven track record as a top-performing seller in the enterprise SaaS sector.

• Experience in mentoring and empowering fellow sales professionals.

• Ability to function as a player-coach while managing revenue opportunities and nurturing an expanding team.

• History of securing new business and meeting or surpassing individual and ARR targets.

• Familiarity with complex, multi-stakeholder enterprise sales cycles, significant contract values, and lengthy buying processes.

• Ability to coach sales professionals on prospecting, discovery, qualification, executive engagement, value-based selling, negotiation, competitive positioning, and closing strategies.

• Strong proficiency in pipeline management, opportunity qualification, deal inspection, forecasting, territory planning, and sales performance management.

• Experience in selling business-critical software through consultative discovery, solution selling, and quantifiable business cases.

• Background in interviewing, onboarding, and developing Account Executives.

• Cross-functional experience with Solutions Consulting, Professional Services, Customer Success, Product, Finance, and Legal teams.

• Understanding of SaaS commercial frameworks, subscription agreements, Statements of Work, implementation services, SLAs, and contract negotiations.

• Strong analytical capabilities utilizing CRM data, pipeline metrics, and conversion trends.

• Exceptional written and verbal communication skills with an executive presence.

• Strong operational discipline with experience in creating repeatable sales processes.

• Bachelor’s degree in Business, Marketing, Finance, or equivalent experience.

🏝️ Benefits

• Health, dental, and vision insurance.

• 401(k) plan with company matching.

• Generous paid time off policy.

• Flexible work options, including remote, hybrid, or in-office arrangements.

• An inclusive and collaborative workplace culture.

• Equal opportunity employer.