Senior Field Sales Manager, SaaS

This is a fully remote position, open to applicants in District of Columbia, +3 more states.

📋 Description

• Acquire Mastery of Product Knowledge

• Cultivate in-depth understanding of the complete range of Research & Advisory and Tax & Accounting products, encompassing features, advantages, pricing, value propositions, and competitive positioning through formal training and self-directed learning.

• Implement the Sales Process

• Utilize the established sales methodology to effectively showcase products and services, ensuring they align with customer requirements and business objectives.

• Oversee and Expand Accounts

• Sustain a robust sales pipeline by organizing and prioritizing accounts, researching decision-makers, and updating CRM records (Salesforce.com) with timely and precise information.

• Propel New Business Development

• Achieve sales targets through proactive prospecting, arranging in-person meetings, attending industry events, and delivering engaging group presentations to spark interest and finalize deals.

• Preserve and Enhance Existing Business

• Regularly interact with current clients to grasp their evolving needs, reinforce the value of existing solutions, and identify upselling or cross-selling opportunities.

• Implement a Consultative Sales Strategy

• Establish strong relationships and provide customized solutions by thoroughly evaluating customer needs, fostering long-term satisfaction, loyalty, and growth.

• Assist Product Development and Address Issues

• Identify deficiencies in current offerings, collaborate with product teams to convert client feedback into actionable specifications, and manage expectations regarding enhancements.

• Expand Market Share

• Target competitive accounts and engage stakeholders at various levels to reveal business challenges and position WK solutions as strategic responses.

• Maximize Time and Resources

• Efficiently plan and schedule sales activities, grouping meetings and calls to enhance productivity and coverage.

• Collaborate Across Teams

• Share insights, strategies, and market intelligence with colleagues and work collaboratively with sales leadership to address account conflicts.

• Formulate Strategic Plans

• Create and uphold an Annual Business Plan backed by accurate pipeline forecasts, mid-year updates, weekly reports, and quarterly projections.

⛳️ Requirements

• Bachelor’s degree or equivalent relevant experience.

• Over 3 years of B2B sales experience, including formal sales training or internal WK sales experience.

• Proven track record in:

• Developing and qualifying prospect lists.

• Consistently achieving or surpassing sales quotas and performance goals.

• Crafting and executing business plans and accurate forecasts.

• Utilizing a consultative sales approach to uncover customer needs and provide tailored solutions.

• Converting networking contacts into viable business opportunities.

• Delivering impactful product presentations, both virtually and occasionally in person, aligned with client needs.

• Demonstrated success in an inside or virtual sales role.

• 5+ years of B2B sales or account management experience, preferably with on-premise software, SaaS business applications, or information services.

• Recognition for top performance, such as President’s Club, Chairman’s Club, or other sales achievement awards.

• Experience navigating multi-divisional organizations and collaborating across various sales channels.

• Previous sales experience in the Tax & Accounting sector.

• Familiarity with Tax and/or Accounting concepts and terminology.

• Ability to work independently with minimal supervision.

• Formal sales training (e.g., Challenger Sales or similar methodologies).

• Advanced written and verbal communication skills.

• Strong attention to detail and capability to manage multiple high-priority tasks.

• High level of professionalism, robust work ethic, and dedication to excellence.

• Willingness to work extended hours when necessary.

• Exceptional facilitation and influencing skills—capable of driving collaboration without needing consensus.

🏝️ Benefits

• Medical, Dental, & Vision Plans

• 401(k)

• FSA/HSA

• Commuter Benefits

• Tuition Assistance Plan

• Vacation and Sick Time

• Paid Parental Leave