HCM Sales Manager

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Must be eligible to work in the United States without the need for work visa or residency sponsorship.
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Role Overview
The HCM Sales Manager is a frontline sales leader responsible for the execution, coaching, and performance management of a team of Sales Account Executives selling MP’s Human Capital Management (HCM) solutions to small and mid-market organizations.
This role ensures consistent sales execution, strong pipeline health, and disciplined adherence to MP’s consultative sales methodology. The HCM Sales Manager operates as a hands-on coach and deal advisor, supporting Account Executives through opportunity strategy, customer engagement, and close execution while reinforcing sales fundamentals and accountability.
The HCM Sales Manager partners closely with the Chief Revenue Officer and cross-functional teams to support revenue growth, forecast accuracy, and customer experience continuity, while remaining primarily focused on day-to-day sales leadership and team performance.
Key ResponsibilitiesSales Execution & Revenue Leadership
Lead, coach, and manage a team of Sales Account Executives to achieve assigned revenue, pipeline, and activity goals
Translate company revenue objectives into clear execution priorities, territory plans, and individual expectations
Drive consistent application of MP’s consultative sales process and sales fundamentals
Maintain visibility into active opportunities and support effective opportunity management
Act as an escalation point for complex, high-impact, or at-risk deals
Deal Coaching & Opportunity Management
Operate as a deal “co-pilot” by participating in discovery calls, solution discussions, and proposal reviews
Coach Account Executives on qualification, solution positioning, pricing strategy, and close planning
Identify risks within active deals and provide timely guidance to improve win probability
Reinforce effective prospecting, discovery, and pipeline hygiene behaviors
Coaching, Development & Performance Management
Conduct regular one-on-one meetings, pipeline reviews, and performance check-ins
Provide real-time coaching and actionable feedback to strengthen selling skills and execution confidence
Identify skill gaps and implement targeted coaching or development plans
Support onboarding and ramp-up of new Account Executives
Foster a positive, accountable, and performance-driven team culture aligned with MP’s core values
Forecasting, Reporting & CRM Discipline
Produce accurate weekly, monthly, and quarterly sales forecasts
Monitor pipeline health, conversion metrics, and sales activity trends
Ensure consistent, accurate, and timely use of Salesforce for opportunity, activity, and forecasting data
Maintain high standards for CRM hygiene, data quality, and reporting discipline
Partner Engagement & Cross-Functional Collaboration
Support partner involvement in sales opportunities and relationship development
Collaborate with Marketing, Sales Enablement, Implementation, and Client Services to ensure smooth handoffs
Provide feedback to leadership on market trends, competitive dynamics, and execution challenges
Maintain working knowledge of MP’s HCM technology, services, and value proposition
Process Improvement & Team Operations
Identify execution gaps or inefficiencies and recommend process improvements
Support adoption of sales tools, enablement resources, and best practices
Contribute to continuous improvement of sales execution and team effectiveness
Perform other duties as assigned to support revenue and organizational objectives
Role Competencies
Sales Coaching & Execution Discipline – Reinforces fundamentals, deal rigor, and consistent sales behaviors
Deal Strategy & Risk Assessment – Identifies opportunity risks and guides effective close planning
Pipeline & Forecast Management – Maintains accuracy and visibility into revenue performance
Accountability & Performance Leadership – Sets clear expectations and drives results
Collaboration & Communication – Partners effectively across teams to support customer success
Knowledge, Skills, Abilities (KSAs)Technical & Functional Knowledge
Understanding of B2B consultative sales cycles and pipeline management
Experience with HCM, SaaS, or technology-enabled services sales
Familiarity with small-market and mid-market sales motions
Working knowledge of Salesforce or comparable CRM platforms
Skills
Proven ability to coach and develop sales professionals in a quota-driven environment
Strong deal coaching, opportunity management, and negotiation skills
Effective verbal and written communication skills
Strong organizational, prioritization, and time-management skills
Abilities
Ability to lead with accountability while building trust and engagement
Ability to provide clear expectations, coaching, and feedback
Ability to adapt quickly to changing priorities and business needs
Ability to collaborate effectively across functional teams
Qualifications
5–8 years of experience in B2B sales, including prospecting and closing
Prior experience coaching, mentoring, or leading sales professionals (formal leadership experience preferred)
Experience selling HCM, SaaS, or technology-enabled services strongly preferred
Demonstrated success in small-market and/or mid-market sales environments
Bachelor’s degree preferred or equivalent relevant experience
This role is intended for emerging to mid-level sales leaders ready for increased leadership responsibility.
Working Conditions & Physical Requirements
This position is a primarily remote, computer-based role requiring the ability to work effectively from a home office environment with reliable internet access.
The role involves:
Prolonged periods of sitting at a desk
Extensive use of a computer, keyboard, and mouse
Frequent virtual meetings via video and phone
Occasional travel for team meetings, customer engagements, or company events
Periodic extended hours aligned with sales cycles and business needs
Reasonable accommodation will be provided for qualified individuals with disabilities to perform the essential functions of the role.
Your base pay is dependent upon your skills, education, qualifications, professional experience, and location. In addition to base pay, some roles are eligible for variable compensation, commission, and/or annual bonus based on your individual performance and/or the company’s performance. We also offer eligible employees health, wellbeing, retirement, and other financial benefits, paid time off, overtime pay for non-exempt employees, and robust learning and development programs. You will receive reimbursement of job-related expenses per the company policy and may receive employee perks and discounts.
To learn more, visit: www.onedigital.com/careers
OneDigital is an equal opportunity employer. Not only as a matter of standard, but to honor and celebrate our differences. We believe that the power of ONE starts with you. We are committed to cultivating and preserving a culture that celebrates diversity, insists on equity and inclusion, and connects us. Ensuring our people feel seen, valued, respected, and supported is fundamental to our core v