Senior Manager, Sales

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

📋 Description

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

• Oversee a regional group of Hunter and Builder Account Executives within AMER Core Sales.

• Facilitate new logo acquisition, client growth, and disciplined pipeline execution for a designated geographic area.

• Guide Hunters in prospecting and new business development, while assisting Builders in retention, expansion, and long-term account value.

• Directly supervise Account Executives assigned to a specific region.

• Coach towards success metrics, daily activities, and anticipated outcomes.

• Conduct deal evaluations, pipeline reviews, and forecasting discussions.

• Assist with onboarding, ramp-up, and transitions from Hunter to Builder roles.

• Manage regional pipeline health, achievement, and forecast precision.

• Ensure balanced coverage of Core accounts within the region.

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

• Establish and uphold QBRs, forecast discussions, and pipeline evaluations.

• Set performance expectations linked to pipeline generation, quota achievement, and revenue expansion.

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

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

• Collaborate with Marketing, Client Success, and Product as the principal regional sales partner.

• Act as the escalation point for complex customer issues and strategic deals.

• Work across departments to meet revenue goals.

⛳️ Requirements

• 8+ years of experience in B2B SaaS sales.

• 4+ years in a leadership role in sales.

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

• Experience with specialized Hunter/Builder sales motions or similar methodologies.

• Strong business acumen linking execution to revenue results.

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

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

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

• Experience engaging with C-suite and senior executive stakeholders to build consensus and finalize complex new-logo deals.

• Proficiency in using CRM and sales tools, including Salesforce, Outreach, Salesloft, HubSpot, LinkedIn Navigator, and ZoomInfo.

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

• Exceptional executive communication and presence.

• Clear and persuasive verbal and written communication skills.

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

• Proven capability to collaborate cross-functionally with Marketing, Product, Client Success, and Solutions Engineering.

• Must reside in the Eastern US time zone.

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

• Preferred: Demonstrated success in managing sales cycles of 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 motions.

• Preferred: Previous leadership experience involving 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 benefits with affordable health care plans and company HSA contributions, starting on Day 1.

• 6% 401(k) match.

• 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 primary caregiver leave.

• 4 weeks secondary caregiver leave.

• Accident, critical illness, and hospital indemnity insurance.

• Pet insurance.

• Legal assistance and identity theft insurance plans.

• Life insurance at 2x salary.

• Access to Calm app.

• Employee Assistance Program.

• $65/month remote work stipend for internet.

• Culture and team-building activities.

• Tuition assistance.

• Career development opportunities.

• Charitable contribution matching up to $250 per year.

• Remote-first working conditions.

• Industry-competitive compensation and total rewards benefits.

• Sales incentives, where applicable.