Outbound Sales Manager

About The Role

The Outbound Sales Manager leads a team of outbound sales representatives across the US and UK, accountable for two revenue lines: new logo acquisition into white space accounts, and revenue growth within existing accounts through new seats, new products and new buying centers. Both motions are outbound. Reps prospect into a defined target list rather than working inbound leads or waiting on renewal timing.

The manager owns a dedicated outbound pipeline with its own sourcing, stages and forecast, held separately from renewals. Account Management retains the client relationship and the renewal in existing accounts; this team owns acquisition and growth.

• Outbound Sales Executive (New Business) — white space acquisition against a named target list of 180 to 220 accounts per rep, segment focused and region based
• Outbound Client Sales Executive (Expansion) — outbound growth inside assigned existing accounts, targeting new seats, new products and new buying centres
• Both roles carry individual quotas and neither carries renewal responsibility

• Lead, coach and develop a team of outbound reps carrying individual quotas across new business and expansion
• Hire and onboard into the team, and get new reps productive against a defined ramp
• Set activity and pipeline standards and manage performance against them consistently
• Work live deals alongside reps, particularly on commercial structuring and negotiation

• Own the new logo number for the team and the plan to deliver it, tracking progress against target list coverage and pipeline coverage ratios
• Define and allocate white space territory by segment and region, to a named target list per rep
• Drive account-based prospecting built on segment, firmographic and persona fit
• Hold reps to full-cycle execution from prospecting through negotiation and close

• Coordinate coverage so outbound activity is timed around renewal cycles and client sentiment, not against them
• Keep ownership clear: the Account Manager holds the relationship and the renewal, the rep holds the opportunity
• Escalate account health risk surfaced during outbound work, flagging early so Account Management can respond before renewal is at risk

• Own the expansion number across the team's assigned accounts, and the account-level plan to reach it
• Prioritize accounts by whitespace within the relationship: unserved teams and unattached products
• Drive outbound sourcing using product usage data, seat utilization, contract structure and engagement signals
• Hold reps to multi-threading beyond the current contact set into adjacent teams and functions
• Hand landed expansion back to the Account Manager once closed, with a clean handover of context so ongoing servicing isn't disrupted

• Build and govern a standing outbound pipeline with clear stages, definitions and hygiene standards
• Forecast new business and expansion separately so each line is visible on its own
• Run weekly pipeline reviews and monthly forecast reviews across both motions
• Maintain CRM discipline in Dynamics 365 and work with Sales Ops on funnel visibility

• Work with the deal desk on pricing, structure and approval
• Partner with Marketing on campaign design and lead generation, and with Product on positioning, packaging and objection handling
• Represent US and UK outbound performance in leadership forums and quarterly planning, bringing pipeline health and forecast confidence into the wider commercial narrative

Track record managing outbound sales teams against carried quota, ideally across both new business and expansion…