Sales Manager

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

📋 Description

• Act as a player-coach, taking direct responsibility for strategic new opportunities and leading the Account Executives.

• Personally identify, develop, and secure strategic new-logo enterprise opportunities.

• Guide the team toward achieving new-logo bookings and Annual Recurring Revenue (ARR) targets.

• Ensure accountability for pipeline generation, opportunity advancement, forecast accuracy, and successful closures.

• Engage in prospecting, discovery sessions, executive presentations, solution development, negotiations, and closures.

• Mentor Account Executives through intricate, multi-stakeholder SaaS sales cycles.

• Recruit, onboard, and train new sales talent.

• Enhance pipeline generation through territory planning, account prioritization, outbound prospecting, partner engagement, and collaboration with Marketing and Business Development.

• Oversee deal inspections and forecasting processes, identifying risks early on.

• Support high-value and high-risk opportunities by shaping strategies, messaging, commercial structures, and negotiations.

• Set qualification standards for strategically aligned, high-potential clients.

• Collaborate with Solution Engineering, Client Experience, RevOps, Product, Finance, and Legal teams on complex solutions.

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

• Foster executive relationships with prospects and customers.

• Acquire expertise in Tango’s Integrated Workplace Management System and Store Lifecycle Management solutions.

• Convert customer challenges across corporate real estate, workplace management, retail, restaurant operations, and public sector into tangible business outcomes.

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

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

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

⛳️ Requirements

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

• Proven track record as a top-performing enterprise SaaS salesperson.

• Demonstrated capability in mentoring and empowering fellow sales professionals.

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

• History of securing net-new business and meeting or exceeding individual and ARR targets.

• Experience in managing intricate, multi-stakeholder enterprise sales cycles with significant contract values and lengthy buying processes.

• Proficiency in coaching sellers on prospecting, discovery, qualification, executive engagement, value-based selling, negotiation, competitive positioning, and closing strategies.

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

• Background in selling business-critical software using consultative discovery, solution selling, and quantifiable business cases.

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

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

• Familiarity with SaaS commercial structures, Statements of Work, implementation services, SLAs, and contract negotiations.

• Strong analytical skills using CRM data, pipeline metrics, and conversion trends.

• Excellent written and verbal communication skills with a strong executive presence.

• Strong operational discipline and the ability to establish 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.

• Flexible work arrangements (remote, hybrid, or in-office).

• An inclusive and collaborative culture.

• Equal opportunity workplace.