Sales Manager

Description Position at Dealer Spike

If you’re energetic and have experience leading a successful field or outside sales team, this could be the role for you! This is a hybrid position supporting our Headquarters in Lake Oswego, OR , working closely with our Territory Managers (TMs) and broader sales organization. We’re looking for an outcome-driven, high-impact leader who is eager to join client meetings,
actively assist with closing calls, and provide real-time coaching to increase outbound calling performance and demonstrate what success looks like in managing a full-cycle sales territory, overcoming objections, and securing high-value SaaS contracts.

This role partners closely with Sales and Marketing leadership to drive net-new revenue growth, expand market share within designated regions, and consistently improve win rates.
This position reports directly to the Director of Acquisition Sales and plays a critical role in developing our territory sales talent.

• Motivate, train, and coach Territory Managers to meet and exceed monthly, quarterly, and annual revenue goals.
• Drive outbound prospecting performance, coaching the team on high-impact phone skills, hook strategies, and building a robust, self-generated pipeline within their territories.
• Lead from the front by jumping on critical closing calls, helping TMs navigate late-stage negotiations, handle complex objections, and push deals across the finish line.
• Actively participate in virtual and on-site client presentations, pipeline reviews, and hands‑on deal strategy to accelerate the sales cycle.
• Develop and implement best practices for full-cycle territory management, account mapping, and consultative value-selling to dealerships.
• Partner with Sales Operations and Marketing to optimize territory assignments, align on regional campaigns, and identify untapped market opportunities.
• Attract, interview, and onboard top-tier sales talent to scale the territory team while actively focusing on continuous talent development and career progression.
• Review customer presentations and discovery calls (via Gong) to provide consistent, actionable feedback that shortens sales cycles and improves closing ratios.
• Track, analyze, and report on key metrics, including regional quota attainment, sales velocity, pipeline health, and conversion rates to drive data-informed decisions.
• Enhance processes, tools, and workflows to maximize territory coverage and efficiency.
• Maintain accountability across the team, including performance management, forecasting accuracy, and productivity expectations.
• Demonstrated ability to work effectively in a mixed mode (onsite, remote or hybrid) environment, including consistent use of video conferencing, collaboration tools, and proactive communication practices while maintaining a professional on-camera presence

• 3 years of B2B Sales Management experience, specifically managing full-cycle quota-carrying reps (preferably within SaaS or digital marketing).
• Experience in the automotive/powersports space or direct experience selling B2B products to dealerships is a major plus (Bonus qualification).
• A proven track record of driving outcomes—you are relentlessly focused on execution, target attainment, and moving metrics rather than just managing activities.
• Proven experience coaching outbound sales tactics, including phone scripts, handling gatekeepers, and turning cold outreach into qualified opportunities.
• Proven experience coaching and developing a remote or regional team of 10 Territory Managers through 1:1 mentorship and structured sales methodology training.
• Strong closing instincts with a willingness to roll up your sleeves, hope on a call, hop on a plane to attend a tradeshow, and help your team secure the “win” on major accounts.
• A passion for territory strategy, consultative selling, and building scalable revenue growth models.
• Demonstrated success collaborating cross-functionally with internal teams and building strong relationships with dealership decision-makers.
• Strong systems orientation with experience using…