Senior Field Sales Manager, SaaS

This is a fully remote position, open to applicants in New York, +4 more states.

📋 Description

• Cultivate in-depth knowledge of the complete range of Research & Advisory and Tax & Accounting products, encompassing features, benefits, pricing, value propositions, and competitive positioning.

• Utilize the established sales methodology to align products and services with customer requirements and business objectives.

• Systematically organize and prioritize accounts, conduct research on decision-makers, and maintain accurate and timely records in Salesforce.com CRM.

• Proactively seek new prospects, arrange in-person meetings, participate in industry events, and deliver group presentations to stimulate interest and secure deals.

• Engage with existing clients to comprehend their evolving needs and pinpoint opportunities for upselling and cross-selling.

• Foster customer relationships and provide customized consultative solutions.

• Identify product deficiencies, collaborate with product teams, convert client feedback into specifications, and manage expectations regarding enhancements.

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

• Efficiently plan and schedule sales activities to maximize productivity and coverage.

• Share insights, strategies, and market intelligence with team members and collaborate with sales leadership to address account conflicts.

• Develop and maintain an Annual Business Plan, including pipeline forecasts, mid-year updates, weekly reports, and quarterly projections.

• Drive profitable sales growth within assigned accounting firms or corporations in a specific geographic area and achieve or surpass sales targets.

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

⛳️ Requirements

• Bachelor’s degree or equivalent relevant experience.

• Minimum of 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 objectives.

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

• Ability to apply a consultative sales approach to identify customer needs and deliver customized solutions.

• Skill in converting networking contacts into viable business opportunities.

• Ability to deliver compelling product presentations, both virtually and occasionally in person, in alignment with client needs.

• Demonstrated success in an inside or virtual sales role (preferred).

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

• Recognition for outstanding performance, such as President’s Club, Chairman’s Club, or other sales achievement awards (preferred).

• Experience working within multi-divisional organizations and across various sales channels (preferred).

• Prior sales experience within the Tax & Accounting industry (preferred).

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

• Capability to work independently with minimal supervision.

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

• Advanced written and verbal communication skills.

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

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

• High level of professionalism, strong work ethic, and commitment to excellence.

• Flexibility to work extended hours as needed.

• Excellent facilitation and influencing abilities—capable of driving collaboration without necessitating consensus.

• Ability to work from a remote home office located anywhere in the Eastern or Central Time Zones.

• Willingness to travel up to 10% within the territory for client visits and team meetings; 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.