Enterprise Sales Manager
Key Responsibilities
Lead, coach, and develop a team of 6–8 Account Executives, establishing clear expectations around pipeline generation, sales execution, forecasting, and quota attainment. Create a high-performance sales culture centered on accountability, transparency, collaboration, and continuous improvement. Coach Account Executives through complex SaaS and licensing sales cycles, including discovery, business-case development, multi-stakeholder alignment, commercial negotiations, procurement, legal review, and contract execution. Maintain rigorous pipeline and forecasting discipline, ensuring opportunities are properly qualified, next steps are documented, risks are identified early, and forecasts are supported by evidence. Drive sufficient pipeline coverage through outbound prospecting, strategic account planning, and partnership with Marketing and demand-generation teams. Conduct structured one-on-ones, deal reviews, pipeline inspections, and performance conversations that translate sales data into measurable actions and commitments. Ensure sellers effectively articulate the value of licensing solutions and align customer requirements with appropriate commercial models. Drive consistent adoption of sales methodology, CRM requirements, account-planning standards, and operating cadence. Partner with senior sales leadership on segmentation, territory planning, account coverage, and Go-to-Market strategies aligned with company growth objectives. Collaborate with Marketing, Product, Customer Success, Legal, Finance, and Sales Operations to improve deal execution and overall revenue performance. Use pipeline, funnel, activity, and performance data to identify coaching opportunities, conversion gaps, execution risks, and opportunities to improve seller productivity. Recruit, onboard, develop, and retain high-performing sales talent while proactively addressing performance gaps. Represent the organization in strategic customer meetings, executive presentations, commercial negotiations, and relevant industry events. Day to Day Responsibilities Conduct regular one-on-one coaching sessions with Account Executives focused on pipeline development, deal strategy, performance, and professional development. Review active opportunities and coach sellers on qualification, customer needs, decision criteria, competitive positioning, business cases, and potential deal risks. Inspect pipeline activity and ensure sufficient coverage against individual and team revenue targets. Review sales forecasts and challenge assumptions to maintain accurate, evidence-based forecasting. Coach Account Executives through complex commercial negotiations involving executive buyers, procurement teams, legal stakeholders, and other decision-makers. Help sellers navigate sophisticated SaaS licensing, pricing, contractual, and commercial discussions. Monitor outbound prospecting, strategic account planning, and pipeline-generation activity. Analyze sales activity, pipeline progression, conversion rates, and other performance metrics to identify areas requiring additional coaching or intervention. Partner with Marketing and demand-generation teams to develop coordinated pipeline-building initiatives. Work with Product, Customer Success, Legal, Finance, and Sales Operations to support complex opportunities and improve the overall sales process. Provide direct, actionable feedback to Account Executives and establish measurable expectations for improvement when performance is off track. Support recruiting, interviewing, onboarding, and development of new sales team members. Participate in strategic customer meetings and executive-level sales conversations when appropriate. Maintain close alignment with senior sales leadership regarding team performance, forecast, pipeline, territory strategy, and Go-to-Market execution. Preferred Experience and Attributes 8+ years of progressive B2B SaaS sales experience with a strong record of individual quota attainment and successful sales leadership. 3+ years of experience as a first-line sales manager with direct responsibility for Account Executives and team quota performance. Demonstrated experience leading teams selling complex SaaS or technology solutions through subscription, term, usage-based, licensing, or similar commercial models. Proven ability to establish clear performance expectations, inspect execution, provide direct feedback, and hold sales professionals accountable for results. Strong track record of improving sales team performance through structured coaching, performance management, and disciplined operating rhythms. Deep experience navigating complex sales cycles involving business and technical stakeholders, executive buyers, procurement, legal teams, and sophisticated commercial negotiations. Strong deal-coaching capabilities with the ability to assess qualification, identify decision criteria and risks, develop compelling business cases, and guide negotiations while maintaining seller ownership. Demonstrated success building and maintaining healthy pipeline coverage through outbound prospecting, strategic account planning, and coordinated cross-functional campaigns. Strong command of pipeline management and forecasting with a history of producing accurate, evidence-based forecasts. Experience developing and executing Go-to-Market strategies, including segmentation, territory planning, account coverage, and pipeline-generation initiatives. Fluency with modern sales technologies such as Salesforce, Gong, and Apollo, with the ability to leverage activity, pipeline, and conversion data to improve coaching and decision-making. Strong executive presence and communication skills with the ability to influence senior customer stakeholders and collaborate effectively across internal teams. Strategic and analytical mindset combined with a willingness to remain closely involved in day-to-day sales execution. Proven ability to lead through change, maintain team trust, and create a culture that balances high performance expectations with meaningful coaching and development. Ability to travel up to 25%. OTE for this role is between $280k-320k annually