Senior Sales Manager

Location: Fully Remote
Employment Type: Full-Time
Level: Senior Sales Manager / Director-Level Potential

About Our Client

Our client is a growing B2B SaaS organization serving mission-driven organizations through a portfolio of technology solutions supporting critical business and operational workflows.

The company is entering an exciting stage of its go-to-market evolution, transforming its sales organization from a primarily inbound, product-led motion into a more consultative, value-based, and disciplined revenue engine.

As part of this transformation, our client is seeking an experienced Senior Sales Manager to lead and develop its Account Executive organization while building the systems, coaching culture, and operating discipline required for the next stage of growth.

The Opportunity

This is not a maintenance management role.

Our client is looking for a hands-on sales leader who can coach AEs, improve sales execution, strengthen pipeline and forecasting discipline, and build a high-performance sales culture.

You'll own the day-to-day and quarter-to-quarter performance of the Account Executive team while helping evolve the broader sales motion. A major focus will be moving sellers beyond product-led demonstrations toward stronger discovery, qualification, value-based selling, urgency creation, and strategic deal management.

You'll also help expand the organization's sales motion beyond inbound demand, partnering with leadership to build and operationalize new outbound AE strategies.

This is an opportunity for a strong sales manager to make a measurable impact while taking on scope that has the potential to grow toward Director-level leadership.

What You'll Do

Lead & Develop the AE Team

• Own Account Executive team performance, including quota attainment, win rates, pipeline quality, forecast accuracy, deal velocity, and rep productivity.

• Set clear expectations around discovery, qualification, demos, follow-up, opportunity progression, and closing.

• Build a consistent management cadence across 1:1s, pipeline reviews, forecast calls, deal strategy sessions, and call coaching.

• Create a high-performance culture built around accountability, ownership, continuous improvement, and strong execution.

• Provide direct, actionable feedback that translates into observable behavior change.

Elevate Consultative Selling

• Coach AEs to move beyond product demonstrations and toward discovery-led, value-based selling.

• Improve seller performance across discovery, qualification, urgency creation, business impact, stakeholder mapping, objection handling, negotiation, and closing.

• Help reps diagnose customer problems before positioning solutions.

• Ensure sellers consistently connect customer pain to business impact and measurable value.

• Reinforce strong sales methodology throughout the customer journey.

Own Pipeline & Forecast Discipline

• Inspect pipeline quality, opportunity stages, next steps, close plans, deal risks, and forecast categories.

• Hold AEs accountable for accurate CRM and opportunity management.

• Identify stalled opportunities and help sellers develop stronger deal strategies.

• Surface risk early and create clear action plans for advancing opportunities.

• Improve forecast accuracy through consistent inspection and stronger qualification standards.

• Ensure the team is advancing real opportunities rather than simply managing activity.

Build a Strong Sales Operating Rhythm

• Establish repeatable processes and management systems that can scale as the team grows.

• Create clear standards for what great AE execution looks like.

• Partner with Sales Enablement to reinforce methodology, onboarding, certifications, and ongoing seller development.

• Use call reviews, CRM data, pipeline analytics, and performance trends to identify coaching opportunities.

• Build an environment where coaching and feedback are expected parts of the team's operating rhythm.

Expand the Sales Motion

• Help the organization evolve from a primarily inbound-led sales model toward a stronger combination of inbound and outbound selling.

• Partner with sales leadership to launch and operationalize new outbound AE strategies.

• Establish expectations, coaching, pipeline inspection, and feedback loops for outbound opportunity creation.

• Help sellers develop stronger prospecting and demand-creation capabilities where appropriate.

• Use early performance data to continuously refine and scale new sales motions.

Develop & Upgrade Talent

• Assess Account Executive talent against the organization's future-state sales model.

• Build development plans for high-potential sellers.

• Ramp new AEs through structured onboarding, coaching, and inspection.

• Address underperformance clearly, fairly, and quickly.

• Partner on future AE hiring, interviewing, candidate calibration, and scorecards.

• Help establish career paths and performance standards as the organization grows.

Partner Across the GTM Organization

• Work closely with SDR leadership to improve handoff quality and opportunity conversion.

• Partner with RevOps on reporting, funnel analysis, pipeline rules, and forecasting.

• Collaborate with Marketing and Product Marketing on messaging, launches, buyer personas, and competitive positioning.

• Partner with Customer Success around customer handoffs, expansion opportunities, and lifecycle insights.

• Work closely with Sales Enablement to ensure training translates into consistent seller behavior and measurable results.

Leverage AI & Sales Technology

• Use AI, CRM data, call intelligence, sales engagement platforms, and other technology to improve management effectiveness.

• Leverage AI to identify coaching themes, analyze call patterns, inspect follow-up quality, and improve deal strategy.

• Help AEs integrate AI into research, call preparation, discovery planning, follow-up, objection handling, and account strategy.

• Continuously identify ways technology can make the team faster, more productive, and more consistent.

What We're Looking For

• 8–10 years of B2B SaaS sales experience.

• 5+ years of experience managing Account Executives or quota-carrying sales teams.

• Proven success leading and developing AEs within a B2B SaaS environment.

• Strong experience managing inbound sales organizations.

• Experience with outbound sales motions or expanding an inbound organization into outbound.

• Strong understanding of high-velocity SMB and/or mid-market sales.

• Demonstrated ability to coach sellers on discovery, qualification, demos, objection handling, negotiation, closing, and pipeline management.

• Strong pipeline inspection and forecasting discipline.

• Experience improving seller performance through call reviews, CRM inspection, data, and structured coaching.

• Proven ability to build repeatable sales playbooks, operating cadences, and performance-management systems.

• Experience leading teams through organizational or GTM change.

• Strong written and verbal communication skills.

• Ability to provide candid feedback while maintaining trust and engagement.

• Strong cross-functional partnership skills across RevOps, Marketing, Product Marketing, Customer Success, Enablement, and leadership.

• An AI-forward mindset with comfort using technology and automation to improve sales productivity and coaching.

Bonus Points

• Experience within a PE-backed, multi-product, or multi-brand SaaS organization.

• Experience leading a sales team through a transition from transactional or inbound-led selling to consultative, value-based selling.

• Experience launching or scaling a new outbound AE motion.

• Experience managing both high-volume transactional opportunities and more complex, multi-stakeholder deals.

• Experience selling into nonprofit, finance, accounting, CRM, ERP, fundraising, or operational buyer personas.

• Experience helping rebuild, hire, onboard, and ramp an AE organization.

• Experience with Salesforce, Outreach, conversation intelligence tools, Notion, and AI-enabled sales workflows.

What Success Looks Like

Success in this role means creating measurable improvement across both team performance and seller behavior.

You'll be expected to:

• Improve Account Executive quota attainment and productivity.

• Raise the quality of discovery and consultative selling across the team.

• Improve pipeline hygiene, stage progression, and deal velocity.

• Increase forecast accuracy and visibility.

• Improve conversion and win-rate quality.

• Establish a consistent and scalable coaching and management cadence.

• Successfully develop and ramp Account Executives.

• Build stronger accountability and ownership across the sales organization.

• Help establish and scale new outbound sales motions.

• Drive meaningful adoption of AI and modern sales technology.

• Create a high-performance culture where expectations are clear and coaching leads to measurable improvement.

Why This Opportunity

This is an opportunity to do more than manage an existing sales team. You'll have the ability to help reshape how the entire Account Executive organization sells and operates.

You'll have meaningful ownership over sales methodology, coaching, pipeline discipline, forecasting, talent development, and the expansion of the company's go-to-market motion.

For a sales leader who enjoys developing people, building systems, using data and AI to improve performance, and leading teams through transformation, this is an opportunity to have a significant impact while positioning yourself for broader sales leadership responsibility as the organization grows.