Senior Manager, Sales – Retail

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

📋 Description

• Lead, mentor, and develop a sales team to meet the annual operating plan, team quotas, customer retention objectives, and performance metrics.

• Create and implement a strategy for install-base growth via renewals, cross-selling, upselling, product adoption, migrations, and expansion efforts.

• Take ownership of territory and account planning, which includes segmentation, whitespace analysis, executive engagement strategies, opportunity prioritization, and action plans for at-risk customers.

• Set up operating cadences for pipeline assessments, business reviews, forecasting calls, deal strategies, and customer metric evaluations.

• Produce monthly and quarterly forecasts; evaluate risks and opportunities, and adjust coverage, resources, and priorities accordingly.

• Guide direct reports through enterprise sales cycles, negotiations, pricing decisions, executive presentations, escalations, and multi-stakeholder buying processes.

• Collaborate with Customer Success, Services, Product, Marketing, Finance, and Revenue Operations.

• Recruit, onboard, and oversee talent; establish expectations, conduct performance evaluations, support development plans, and foster team culture.

• Manage budgetary responsibilities and implement sales programs, customer engagements, and operational plans.

⛳️ Requirements

• In-depth knowledge of enterprise software and SaaS sales.

• Strong strategic and commercial acumen.

• Ability to interpret customer requirements, market dynamics, competitive insights, and business analytics into actionable account and territory strategies.

• Proven track record of leading complex negotiations involving pricing, concessions, terms and conditions, procurement, legal, security, finance, and executive stakeholders.

• Expertise in sales forecasting, CRM practices, pipeline analytics, and quota and KPI management.

• Strong leadership abilities, effective executive communication, presentation skills, conflict resolution, and cross-functional influence.

• Over 10 years of progressive sales experience with a demonstrated history of success in the software industry; SaaS experience is mandatory.

• More than 5 years of experience in managing and developing sales personnel.

• Experience in leading an annual sales or bookings quota of at least $2M; typical scope around $5M in SaaS bookings.

• At least 4 years of specialized experience in selling enterprise software to large, complex clients.

• Willingness to travel up to 50% of the time within North America.

• Bachelor's degree or equivalent experience.

🏝️ Benefits

• Comprehensive health and wellness benefits.

• Mentorship, ongoing education, and tailored career goal setting.

• Complimentary LinkedIn Learning licenses.

• Mentoring Program.

• An inclusive, global work environment.

• Policies that promote time off to rest, recharge, and reconnect.

• Assistance with international relocations and permanent residency processes.

• Access to training courses.

• Ongoing support for professional development.