Sales Manager
About The Role The role leads a team of sales development representatives and account executives responsible for building pipeline and closing new business in a B2B SaaS environment. This is a hands-on management position: coaching reps on discovery and objection handling, running forecast and pipeline reviews, and owning team quota across new and expansion revenue. The role matters because revenue velocity depends on it. Managing a team that works a hybrid inbound and outbound motion — powered by tools like Salesforce, Outreach, and Gong — the manager directly shapes how quickly the company converts demand into closed-won deals.
Key Responsibilities
Own and deliver monthly and quarterly team quota for pipeline generation and new logo bookings Coach SDRs and AEs through call reviews, deal strategy sessions, and side-by-side discovery calls using Gong call recordings Run weekly pipeline reviews and forecast calls; maintain 90%+ forecast accuracy for the team Recruit, onboard, and ramp new sellers against a defined 30-60-90 competency plan Manage territory design, lead routing, and quota allocation across the team Partner with marketing to tune messaging, lead scoring, and campaign handoff between SDRs and AEs Maintain CRM hygiene standards in Salesforce and drive adoption of sales-engagement workflows in Outreach What We Are Looking For 4-7 years of B2B SaaS sales experience, with at least 2 years managing a quota-carrying team Proven track record of consistently hitting or exceeding team bookings targets Hands-on experience coaching inside sales teams through structured call review and deal inspection Deep working knowledge of Salesforce, Outreach (or similar sales-engagement tools), and Gong Strong analytical skills: able to diagnose pipeline health, conversion rates, and rep performance from data Bachelor's degree in business, marketing, or a related field, or equivalent practical experience Bonus: experience selling to mid-market or enterprise buyers, building SDR teams from the ground up, or working with MEDDICC/Challenger methodologies