Sales Manager – Enterprise Sales

This is a fully remote position, open to applicants in California, +2 more states.

📋 Description

• Take ownership of the team’s annual recurring revenue (ARR) target for new logos.

• Transform company objectives into specific expectations for representatives, pipeline necessities, and execution strategies.

• Enhance performance in pipeline creation, conversion rates, deal value, and sales cycle efficiency.

• Collaborate with Marketing, Partnerships, and Solutions Engineering on sales initiatives.

• Set up pipeline reviews, deal assessments, forecasting calls, and account planning sessions.

• Oversee pipeline coverage by representative, territory, and quarterly metrics.

• Ensure forecast accuracy through customer evidence, qualification benchmarks, and closing strategies.

• Cooperate with GTM Operations regarding CRM data, reporting, and sales processes.

• Lead and nurture a team of six Account Executives, expanding to ten through recruitment, onboarding, and ramp management.

• Provide coaching on discovery, value communication, stakeholder engagement, competitive positioning, negotiation, and closing techniques.

• Create development plans, reinforce accountability, and address any performance deficiencies.

• Engage with priority opportunities that involve complex buying groups, procurement processes, and executive decision-making.

• Cultivate executive relationships with customers and align Nametag’s value with their business objectives.

• Compile customer insights, competitive intelligence, objections, and win/loss trends into actionable recommendations.

• Collaborate cross-functionally to enhance positioning, sales strategies, product priorities, and customer transitions.

• Integrate practical AI usage into account research, prospecting, call preparations, coaching, deal analysis, and forecast evaluations.

• Experiment with and scale AI-enabled workflows alongside GTM Operations to assess their effectiveness.

⛳️ Requirements

• Proven track record of achieving new-logo revenue targets in enterprise B2B SaaS sales.

• Experience in directly managing Account Executives and building, hiring, and training a team within a high-growth startup or scale-up environment.

• Strong enterprise selling capabilities, including navigating complex buying groups and cultivating executive relationships.

• Demonstrated diligence in pipeline management, coverage planning, qualification, forecasting, and performance evaluation.

• A coaching style that enhances representative skills and outcomes.

• Ability to develop repeatable processes while swiftly adapting to business growth.

• Hands-on experience applying AI to sales workflows, management, or operations, with clear examples of its business impact.

• Excellent cross-functional communication skills and the ability to convert field feedback into effective business decisions.

• Cybersecurity or identity-market experience is highly preferred, especially in selling to enterprise security and IT leaders.

• Willingness to work remotely from anywhere in the US and participate in quarterly in-person off-site meetings.

🏝️ Benefits

• Remote-first: Work from anywhere in the US.

• Quarterly in-person team off-sites.

• Flexible schedules; work according to your own time zone.

• Competitive salary.

• Meaningful equity ownership.

• Comprehensive health benefits (medical, dental, vision).

• Flexible paid time off.

• Support for quarterly team off-sites and travel.

• Provision of new computer hardware and equipment.

• An inclusive environment where your voice matters and your work fosters change.