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.

• Manage Hunter and Builder Account Executives directly within a designated geographic area.

• Guide Hunter and Builder activities focusing on success metrics, daily tasks, and expected results.

• Perform deal assessments, pipeline evaluations, and forecasting discussions.

• Assist with onboarding, ramping up, and transitioning from Hunter to Builder roles.

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

• Ensure comprehensive Core account coverage throughout the region.

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

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

• Define performance benchmarks related to pipeline generation, quota fulfillment, and revenue expansion.

• Tackle performance deficiencies through coaching and formal performance management as necessary.

• Uphold the Rithum Way of Selling, MEDDICC or its equivalent, along with Salesforce hygiene standards.

• Collaborate with Marketing, Client Success, and Product as the senior sales partner for the region.

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

• Propel new-client acquisition, client growth, pipeline management, and sales target achievement across the Eastern US territory.

⛳️ Requirements

• Over 8 years of B2B SaaS sales experience.

• More than 4 years in a sales leadership role.

• Proven track record of leading multi-team or multi-region sales organizations.

• Experience in specialized Hunter/Builder sales approaches or their equivalents.

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

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

• Proficient in utilizing CRM and sales tools, as well as sales engagement platforms to monitor pipeline, activities, and conversions.

• Capability to inspire and energize a high-performing sales team and manage change efficiently.

• Exceptional executive communication skills and presence.

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

• Proven collaboration with Marketing, Product, Client Success, and Solutions Engineering teams.

• Must reside in the Eastern US time zone.

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

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

• Preferred: Experience managing sales cycles of over 6 months that involve procurement, legal, and compliance processes.

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

• Preferred: Experience with partner- or channel-influenced sales strategies.

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

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

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

🏝️ Benefits

• 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.

• Legal assistance and identity theft insurance plans.

• Life insurance equal to twice the salary.

• Access to the Calm app.

• Employee Assistance Program.

• $65/month remote work stipend for internet.

• Culture and team-building activities.

• Tuition assistance.

• Opportunities for career development.

• Charitable contribution match up to $250 per year.

• Remote-first work environment.

• Industry-competitive compensation and total rewards benefits.

• Sales incentives, where applicable.