Sales Manager – SLED, Capital Planning

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

📋 Description

• Lead, mentor, and enhance the skills of a team of SLED Account Executives to meet individual and collective revenue targets.

• Set clear expectations for prospecting, pipeline creation, account strategy, opportunity advancement, forecasting, and closing deals.

• Conduct one-on-one meetings, pipeline assessments, deal strategy discussions, and performance coaching sessions.

• Uphold forecast integrity and provide leadership with a precise view of the pipeline, associated risks, and anticipated performance outcomes.

• Guide sellers through intricate consultative sales involving multiple stakeholders, executive buyers, procurement teams, and extended public sector purchasing cycles.

• Promote the use of Gordian's sales methodologies, CRM protocols, qualification standards, and sales processes.

• Assist in formulating business cases related to facility conditions, deferred maintenance, capital prioritization, budgeting, risk assessment, and long-term capital planning.

• Collaborate with Business Development, Pre-Sales, Operations, Finance, Legal, Marketing, Customer Success, and other Gordian teams throughout the discovery, contracting, and delivery phases.

• Foster a culture centered around accountability, collaboration, continuous improvement, and a strong customer focus.

• Recognize performance gaps and create coaching and action plans to address them.

• Aid in recruiting, onboarding, training, and the development of new Account Executives.

• Analyze sales data and KPIs to identify trends, troubleshoot pipeline or conversion issues, and enhance team performance.

• Ensure sellers are well-versed in public sector procurement requirements, contracting methods, RFPs, budgeting cycles, and funding considerations.

• Engage in customer meetings and strategic opportunities.

⛳️ Requirements

• Over 8 years of successful B2B sales experience, ideally within SaaS, professional services, facilities, construction technology, asset management, capital planning, or a related industry.

• At least 5 years of direct sales management experience, overseeing quota-carrying sellers.

• Proven track record of leading teams to achieve revenue and pipeline objectives.

• Experience in selling to State and Local Government entities is highly desirable.

• Familiarity with government procurement processes, RFPs, contracting methods, budgeting, and public sector sales cycles.

• Strong capabilities in forecasting, pipeline management, CRM utilization, and sales analytics.

• Experience in coaching a structured sales methodology such as MEDDPICC, SPICED, Challenger, or similar frameworks.

• Excellent executive communication and presentation skills.

• Ability to balance accountability with coaching and employee development.

• Comfortable working across functions in a matrixed organization.

• Willingness to travel for customer meetings, industry events, team gatherings, and strategic opportunities as required.

🏝️ Benefits

• Medical insurance

• Dental insurance

• Vision insurance

• Life insurance

• Long-term disability insurance

• Health Savings Account (HSA)

• 401(k) retirement plan