Sales Manager

About The Role
The role leads a pod of 6-10 SDRs and junior account executives in a high-velocity SaaS sales org, owning quota attainment, pipeline generation, and team development. The team sells into mid-market and enterprise accounts, and the manager is directly accountable for top-of-funnel output and conversion to qualified pipeline.
This is a player-coach seat: half the week is spent coaching reps through call reviews, deal strategy, and territory planning; the other half is spent forecasting, reporting to revenue leadership, and tightening the systems — outreach sequencing, lead routing, CRM hygiene — that make the team scale.
Key Responsibilities
Own monthly and quarterly pipeline targets for a team of 6-10 SDRs, hitting 3-4x quota coverage consistently
Coach reps daily through call shadowing, recorded-call reviews (Gong/Chorus), and live deal strategy sessions
Build and optimize outbound sequences across Outreach/Salesloft, calls, and LinkedIn, iterating on messaging by segment and persona
Forecast weekly to leadership with accuracy within ±10%, flagging risk and gaps early with a corrective plan
Recruit, onboard, and ramp new SDRs — target full productivity inside 60 days — and manage performance to clear PIP and promotion standards
Maintain CRM data quality in Salesforce and enforce activity, meeting, and pipeline-stage standards across the team
Partner with marketing and revenue operations on lead routing, ICP refinement, and campaign feedback loops
What We Are Looking For
3-6 years in B2B SaaS sales, including 1-3 years managing SDR or AE teams with documented quota attainment
Track record of building or scaling an outbound motion — playbook design, sequencing, and messaging that measurably improved meeting rates
Hands-on with modern sales tech: Salesforce, Outreach or Salesloft, Gong, LinkedIn Sales Navigator
Strong forecasting discipline and comfort presenting pipeline performance to VP/CRO-level leadership
Experience hiring, ramping, and coaching early-career reps, including managing underperformance directly and fairly
Bachelor's degree or equivalent practical experience; data literacy in reporting dashboards (Tableau, Looker, or Clari preferred)
Bonus: carried a personal quota in tech sales before managing; experience selling into technical buyer personas (IT, engineering, security); familiarity with SQL or RevOps tooling for pipeline analysis

Work arrangement
Yes