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.

• Oversee Hunter and Builder Account Executives assigned to a specific geographic area.

• Provide coaching on Hunter and Builder sales strategies, performance metrics, daily tasks, and anticipated results.

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

• Assist with onboarding, training, and transitions between roles.

• Take ownership of the regional pipeline's health, achievement, and forecasting accuracy.

• Ensure equitable coverage of Core accounts throughout the region.

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

• Set up and uphold Quarterly Business Reviews (QBRs), forecasting calls, and pipeline evaluations.

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

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

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

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

• Act as an escalation point for intricate customer scenarios and strategic agreements.

• Work together across departments to meet revenue objectives.

⛳️ Requirements

• At least 8 years of experience in B2B SaaS sales, including 4 or more years in a leadership role.

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

• Familiarity with specialized sales strategies (Hunter/Builder or similar).

• Strong business insight linking execution to revenue results.

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

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

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

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

• Proficiency in using CRM systems and sales tools, along with sales engagement platforms like Outreach, Salesloft, HubSpot, LinkedIn Navigator, and ZoomInfo.

• Capability to devise innovative strategies to motivate and energize a high-performing team while effectively managing change.

• Exceptional executive communication skills and presence.

• Outstanding ability to build relationships, demonstrate responsiveness, and uphold integrity.

• Proven capacity for cross-functional collaboration with Marketing, Product, Client Success, and Solutions Engineering teams.

• Must reside in the Eastern US time zone.

• 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: Documented success managing sales cycles of 6 months or longer, including procurement, legal, and compliance processes.

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

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

• Preferred: Leadership experience in training, mentoring, and performance management roles.

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

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

🏝️ Benefits

• Medical, dental, and vision coverage with affordable health care plans and company contributions to Health Savings Accounts, effective 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 options.

• Life insurance equivalent to 2x salary.

• Access to Calm app.

• Employee Assistance Program.

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

• Opportunities for culture and team-building activities.

• Tuition assistance.

• Career development opportunities.

• Charitable contribution match up to $250 per year.

• Remote-first working environment.

• Competitive compensation and comprehensive total rewards package.

• Sales incentives where applicable.