Sales Manager

Responsibilities

• Own the annual revenue number across Open Logic for North America
• Drive retention in vulnerable product lines and prioritize ARR as a leading indicator
• Identify and close expansion opportunities within the existing customer base
• Build and convert qualified new business pipeline into targeted segments
• Set the standard for preparation, product knowledge, and deliberate practice across your team
• Establish a consistent cadence of call reviews, 1:1’s, deal coaching, and skill‑building
• Hold sellers accountable for activity levels, pipeline hygiene, and execution quality
• Create a culture where reps are expected to know their accounts, their competitors, and their value proposition cold
• Implement a repeatable sales process motion and buyer profile
• Help build the infrastructure (playbooks, cadences, qualification criteria) to make performance predictable
• Own your forecast and deliver it with accuracy
• Partner with Product to ensure the roadmap reflects commercial priorities and that sellers can articulate differentiated value
• Partner with Marketing to ensure demand generation, messaging, and enablement are tightly aligned to pipeline goals
• Coordinate with Technical Support and Professional Services to protect retention and expand accounts
• Represent the voice of the customer and the field in planning and prioritization

• 5+ years in enterprise B2B software sales, with at least 3 years in a regional manager or Director‑level role carrying a quota or managing quota‑carrying teams
• Track record of consistent attainment in mature or competitive markets
• Experience in PE‑backed or resource‑constrained environments where execution discipline, not headcount, drives results
• Familiarity with the open source, developer tools, and/or adjacent infrastructure software markets is a plus, but not a requirement
• Known as a developer of sellers, not just a manager of results
• Comfortable with direct, specific feedback. Able to give it in a way that improves performance
• Sets high standards for preparation and follow‑through, and models those standards personally
• Knows how to hold people accountable without destroying morale
• Reads deals accurately and coach sellers to do the same
• Can prioritize ruthlessly across a portfolio without losing the thread on any individual business
• Lean into ambiguity and build structure where it does not yet exist
• Collaborate effectively with Product and Marketing without expecting them to carry the commercial load
• Communicate with Senior Leadership with clarity

• B2B software sales
• Quota management
• Sales process implementation
• Pipeline management
• Forecasting
• Deal coaching
• Account management
• Customer retention strategies
• Expansion opportunity identification
• Performance metrics

• Leadership
• Communication
• Accountability
• Feedback delivery
• Preparation
• Collaboration
• Performance improvement
• Prioritization
• Adaptability
• Team development