Senior Manager, Sales

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

📋 Description

• Recruit, develop, mentor, motivate, and guide a team of field sales executives.

• Oversee a regional team of Hunter and Builder Account Executives within the AMER Core Sales organization.

• Propel new-logo acquisition, client growth, and disciplined pipeline management across a specified geographic area.

• Mentor Hunters on prospecting and new business approaches, while guiding Builders on retention, expansion, and the long-term value of accounts.

• Directly supervise Account Executives assigned to a specific geographic territory.

• Provide coaching on role-specific success metrics, daily activities, and anticipated outcomes.

• Facilitate deal reviews, pipeline assessments, and forecasting discussions.

• Assist with onboarding, ramp-up processes, and transitions into new roles.

• Take ownership of regional pipeline health, achievement, and forecast precision.

• Ensure balanced coverage of Core accounts within the designated area.

• Implement the geographic Hunter/Builder model and align team capacity accordingly.

• Establish and sustain a cadence for QBRs, forecast calls, and pipeline reviews.

• Define performance expectations related to pipeline generation, quota achievement, and revenue expansion.

• Address performance deficiencies through coaching and formal performance management when required.

• Promote the Rithum Way of Selling, MEDDICC framework, and Salesforce hygiene standards.

• Collaborate with Marketing, Client Success, and Product teams.

• Act as an escalation point for intricate customer issues and strategic deals.

• Work cross-departmentally to achieve revenue goals.

⛳️ Requirements

• Minimum of 8 years of B2B SaaS sales experience.

• At least 4 years in a sales leadership role.

• Proven success in leading multi-team or multi-region sales organizations.

• Familiarity with specialized Hunter/Builder sales methodologies or their equivalents.

• Strong business insight and the ability to link execution to revenue results.

• Demonstrated sales success in a complex software or technology landscape.

• Capability to articulate the value proposition of a sophisticated software platform through phone conversations, in-person meetings, and online demonstrations.

• Strong negotiation skills and deal strategy expertise, including pricing, ROI justification, and advocating business cases with executives.

• Experience engaging C-suite and senior executive stakeholders to foster consensus and close intricate new-logo deals.

• Proficient in using CRM and sales tools as well as sales engagement platforms like Salesforce, Outreach, Salesloft, HubSpot, LinkedIn Navigator, and ZoomInfo.

• Ability to monitor and manage pipeline activities and conversion rates.

• Skill in developing strategies to motivate and energize a high-performing sales team while managing change effectively.

• Exceptional executive-level communication and presence.

• Clear and persuasive verbal and written communication skills.

• Outstanding relationship-building abilities, responsiveness, and integrity.

• Proven capability to collaborate across functions with Marketing, Product, Client Success, and Solutions Engineering.

• Must reside within the Eastern US time zone.

• Bachelor's degree in Business, Marketing, or a related field is preferred but not required.

• Preferred: Over 5 years of B2B SaaS or technology field sales experience in a closing role focused on new-logo acquisition with national key accounts.

• Preferred: Demonstrated success in managing sales cycles exceeding 6 months, including procurement, legal, and compliance processes.

• Preferred: Familiarity with Salesforce CRM, ZoomInfo, Lusha, Salesloft, LinkedIn Navigator, and Notion.

• Preferred: Knowledge of partner- or channel-influenced sales strategies.

• Preferred: Previous leadership experience in training, mentoring, and performance management.

• Preferred: Experience leading through changes in sales models or compensation structures.

• Preferred: Experience in positioning data-driven or AI-powered solutions.

🏝️ Benefits

• Comprehensive medical, dental, and vision benefits with affordable healthcare plans and company HSA contributions starting on Day 1.

• 6% 401(k) matching.

• 20 days of Paid Time Off.

• 9 Company-Paid holidays.

• 2 paid floating holidays.

• 7 paid sick days.

• 2 Wellness days.

• 1 Paid Volunteer Day.

• PTO increases to 22 days after 3 years of service and 25 days after 5 years.

• 12 weeks of primary caregiver leave.

• 4 weeks of secondary caregiver leave.

• Accident, critical illness, and hospital indemnity insurance.

• Pet insurance options.

• Legal assistance and identity theft insurance plans.

• Life insurance coverage equivalent to 2x salary.

• Access to the Calm app.

• Employee Assistance Program.

• $65/month remote work stipend for internet expenses.

• Engaging culture and team-building activities.

• Tuition assistance for ongoing education.

• Opportunities for career development.

• Charitable contribution matching up to $250 per year.

• Remote-first working environment.

• Industry-competitive compensation and comprehensive total rewards package.

• Sales incentives, where applicable.