Sales Manager - Strategic Markets

Job Title:

Sales Manager - Strategic Markets

Location:

Boise, IDBuild the Playbook, Prove the Model. Build the Team.

Most sales leadership roles ask you to inherit a team, a territory, and a playbook someone else created.

This one starts differently.

BBB Great West + Pacific is building a new B2B sales motion focused on helping businesses strengthen trust, reputation, and long-term growth. We are looking for an experienced sales leader who is ready to roll up their sleeves, test the market, and prove the model before building the team around it.

You will begin as a hands-on seller and builder. Working directly with our COO and Director of Business Development, you will identify promising markets, refine our positioning, create pipeline, run discovery, and close business. As you learn what works, you will turn those insights into a clear, repeatable sales playbook.

Then you will help recruit, develop, and lead the team that scales it.

You will not inherit a finished sales process or an established team. You will build both.

What You'll Be Doing:

Build and test a new B2B sales motion

You will help determine where BBB can create the most value, which businesses we should pursue, and how we communicate our value in a way that matters to each buyer.

You will:

Help identify the most promising industries, territories, account segments, and business opportunities

Test prospecting approaches, messaging, discovery questions, and sales materials

Use customer conversations, market research, pipeline data, and win-loss patterns to improve the approach

Develop industry-specific positioning, proof points, and objection strategies

Partner with Marketing and other internal teams to create a clear and consistent customer story

Use AI and other modern sales tools to research accounts, personalize outreach, prepare for conversations, and sell more effectively

We encourage thoughtful experimentation and calculated risk-taking. You’ll have the freedom to test new ideas, learn from the results, and turn what works into repeatable practices. When something doesn’t work, you exhibit curiosity: examine it, adjust it, and use what you learned to inform the next move.

Sell and prove the model

This is a hands-on sales role, you will personally:

Build and refine a new B2B sales approach, testing strategies, messaging, market segments, and buyer personas.

Develop and manage a targeted pipeline through creative prospecting and outreach.

Lead meaningful discovery to uncover business needs, priorities, risks, and decision processes.

Turn customer insights into tailored recommendations and compelling business cases.

Navigate objections, negotiate effectively, and close complex opportunities.

Identify win/loss patterns and market insights, using what you learn to continuously improve the sales approach.

Turn successful strategies into repeatable processes, tools, and a scalable sales playbook.

As the program grows, build, coach, and lead a high-performing sales team to execute the proven approach.

We are looking for someone who can move comfortably between strategy and execution. You should be as willing to make the call as you are to improve the process behind it.

Create the sales playbook

As you test and sell, you will help create the structure future team members will use. That includes:

Target-market and account-selection criteria

Prospecting and outreach strategies

Discovery and qualification standards

Sales-conversation frameworks

Objection-handling and closing approaches

Pipeline stages and next-step expectationsCRM, forecasting, and data-quality practices

Customer onboarding, retention, and expansion strategies

Performance indicators that show whether the model is working

The goal is to build a practical, repeatable sales system that creates consistency and supports good judgment. The sales leader will have flexibility to test and refine workflows as the methodology develops, with successful approaches becoming the standard for the team.

Recruit and lead the team

This role is designed to become the leader of the new sales team.

You will not have direct reports on your first day. Before asking others to follow the model, you will help build it, use it, and…