Senior Field Sales Manager, SaaS

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

📋 Description

• Drive profitable sales growth in designated accounting firms or corporations within a specific geographic area.

• Cultivate a deep understanding of Wolters Kluwer Research & Advisory, as well as Tax & Accounting products, including their features, benefits, pricing, value propositions, and competitive positioning.

• Utilize the prescribed sales methodology to effectively position products and services based on customer requirements and business objectives.

• Maintain and prioritize the sales pipeline, research decision-makers, and keep Salesforce.com records updated.

• Proactively prospect, arrange in-person meetings, participate in industry events, and deliver group presentations to generate interest and close deals.

• Engage with existing clients, identify their evolving needs, and seek out upselling and cross-selling opportunities.

• Build and nurture customer relationships while providing customized consultative solutions.

• Identify product gaps, collaborate with product teams, translate client feedback into specifications, and manage enhancement expectations.

• Target competitive accounts and engage stakeholders to enhance market share.

• Efficiently plan and schedule sales activities.

• Share insights and market intelligence with colleagues while collaborating with sales leadership on account conflicts.

• Create and maintain an Annual Business Plan that includes pipeline forecasts, mid-year updates, weekly reports, and quarterly projections.

• Report directly to the Divisional Sales Manager, Research & Advisory – Tax & Accounting North America.

⛳️ Requirements

• Bachelor’s degree or equivalent relevant experience.

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

• Proven success in developing and qualifying prospect lists.

• Consistently meet or exceed sales quotas and performance goals.

• Experience in creating and executing business plans and developing accurate forecasts.

• Consultative sales experience that uncovers customer needs and delivers tailored solutions.

• Experience in transforming networking contacts into viable business opportunities.

• Proven ability to deliver effective product presentations, both virtually and occasionally in person.

• Familiarity with inside or virtual sales is preferred.

• 5+ years of B2B sales or account management experience is preferred, ideally related to on-premise software, SaaS business applications, or information services.

• Recognition for sales achievements is preferred.

• Experience navigating multi-divisional organizations and various sales channels is preferred.

• Prior sales experience in the Tax & Accounting industry is preferred.

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

• Completion of formal sales training, such as Challenger Sales or similar methodologies.

• Advanced written and verbal communication skills are essential.

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

• Ability to work independently with minimal supervision.

• Comfort in operating within a fast-paced, collaborative, and matrixed environment.

• Flexibility to work extended hours as needed.

• Excellent facilitation and influencing skills.

• Willingness to travel up to 10% within the territory; minimal overnight travel (1–2 times per quarter).

🏝️ Benefits

• Medical, Dental, & Vision Plans.

• 401(k).

• FSA/HSA.

• Commuter Benefits.

• Tuition Assistance Plan.

• Vacation and Sick Time.

• Paid Parental Leave.

• Commission eligibility.