Senior Manager, Sales

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

📋 Description

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

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

• Drive the acquisition of new logos, expand client relationships, and ensure disciplined pipeline execution across a designated geographic territory.

• Coach Hunters on prospecting and new business initiatives, while Builders focus on retention, expansion, and maximizing long-term account value.

• Directly oversee Account Executives assigned to a specific geographic region.

• Provide coaching based on role-specific success metrics, daily tasks, and expected outcomes.

• Conduct deal reviews, pipeline assessments, and forecasting calls.

• Assist with onboarding, ramp-up periods, and transitions between roles.

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

• Ensure balanced coverage of Core accounts.

• Implement the geographic Hunter/Builder model across various regions.

• Organize and maintain quarterly business reviews (QBRs), forecasting calls, and pipeline evaluations.

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

• Address performance deficiencies through coaching and formal performance management as needed.

• Promote the Rithum Way of Selling, MEDDICC methodology, and adherence to Salesforce hygiene standards.

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

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

⛳️ Requirements

• A minimum of 8 years of experience in B2B SaaS sales, including at least 4 years in a leadership role.

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

• Experience working within specialized sales strategies (Hunter/Builder or similar).

• Strong business acumen linking execution to revenue results.

• Documented sales success in a complex software or technology sector.

• Ability to articulate the value proposition of a complex software platform through phone, in-person, and online demonstrations.

• Excellent deal strategy and negotiation capabilities, including pricing, ROI justification, and defending business cases with executives.

• Experience engaging C-suite and senior executive stakeholders to foster consensus and finalize complex new-logo agreements.

• Familiarity with CRM systems and sales tools for tracking pipeline, activities, and conversions.

• Capability to develop strategies that motivate and energize a high-performing sales team while managing change effectively.

• Exceptional communication skills and executive presence.

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

• Proven track record of collaborating cross-functionally with Marketing, Product, Client Success, and Solutions Engineering.

• Must be based in the Eastern US time zone.

• Bachelor’s degree in Business, Marketing, or a related discipline (preferred but not mandatory).

• Preferred: 5+ years of B2B SaaS or technology field sales experience in a closing role focused on acquiring new logos with national key accounts.

• Preferred: experience managing sales cycles of 6 months or longer, 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: prior leadership experience in developing team members through 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

• Medical, dental, and vision coverage with affordable healthcare plans and company contributions to HSA, starting from 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.

• Legal assistance and identity theft insurance plans.

• Life insurance equal to 2 times the salary.

• Access to the Calm app and the Employee Assistance Program.

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

• Culture and team-building activities.

• Tuition assistance.

• Opportunities for career development.

• Charitable contribution matching up to $250 per year.

• Sales incentives.

• Comprehensive benefits package.

• Remote-first working environment.

• Competitive industry compensation and total rewards benefits.