Sales Manager; US Remote

Overview

Jackrabbit Technologies is a leading provider of software and services that help youth activity centers grow and operate efficiently. We are an entrepreneurial-minded, rapidly growing SaaS company recognized as a Best Places to Work in North Carolina. Our SaaS solution powers over 7000 clients in 35 countries and we support a fully remote workforce.

As Sales Manager, you will lead and develop a high-performing sales team responsible for driving new customer acquisition across SMB and Enterprise segments. You will manage Sales Development Representatives (SDRs) and Business Development Representatives (BDRs) to generate pipeline, qualify leads, and convert prospects into new clients. Your focus is on net new business development, excluding Private Equity acquisitions and Franchise expansion opportunities (handled by the Enterprise Strategic Account Executive).

• Lead & manage the daily activities of SDRs and BDRs across SMB and Enterprise segments
• Set clear goals, KPIs, and performance metrics to measure individual and team success
• Provide continuous coaching, mentorship, and performance feedback
• Foster a collaborative, high-energy, results-driven environment
• Hire, onboard, and evaluate team members to build a world-class sales organization
• Develop sales talent with differentiated coaching for SMB velocity and Enterprise relationship-building

• Manage inbound lead flow to ensure timely follow-up, nurturing, and conversion
• Develop strategies for prioritizing and handling inbound inquiries from SMB prospects
• Drive high-velocity sales processes focused on efficient conversion and deal closure
• Monitor SMB pipeline health, conversion rates, and sales cycle velocity
• Ensure the sales team executes SMB playbooks and talk tracks
• Optimize the SMB sales process for scalability and efficiency

• Oversee Enterprise BDR activities, including prospecting, outreach, and qualification of new Enterprise opportunities
• Manage Enterprise pipeline development for standard accounts outside PE and Franchise segments
• Coach team on complex, consultative sales processes with multiple stakeholders
• Lead sales cycles for new Enterprise clients from qualification through close
• Develop Enterprise-specific sales strategies, messaging, and qualification criteria
• Track Enterprise pipeline metrics, including progression, deal size, and win rates
• Coordinate handoffs to the Enterprise Strategic Account Executive post-sale

• Continuously refine and improve sales processes for SMB and Enterprise to maximize conversion
• Collaborate with Marketing to align messaging and campaigns across both segments
• Work with Client Success to ensure seamless handoffs and positive onboarding experiences
• Analyze and report on team performance, lead conversion, pipeline health, and forecast accuracy
• Implement best practices and sales methodologies tailored to SMB and Enterprise needs
• Ensure all leads are tracked in Hub Spot and data is captured for analysis

• Collaborate with the Director of Sales and Client Success to align on goals and pipeline management
• Regularly report on performance, conversion statistics, and improvement opportunities to senior management
• Partner with the Enterprise Strategic Account Executive to ensure clear handoffs for PE and Franchise opportunities
• Provide market intelligence and team insights to inform strategic decisions
• Represent sales in cross-functional planning and strategy discussions
• Travel 25-30% for team meetings, training, and industry events; international travel may be required

You are a results-driven sales leader with a passion for developing talent and driving new customer acquisition across diverse market segments. You excel at building high-performing teams, optimizing sales processes, and creating systems that scale. You understand the nuances of both high-velocity SMB sales and complex Enterprise sales motions, and you’re skilled at coaching your team to succeed in both.

• 4-year college degree or equivalent work experience
• 5+ years of B2B sales/relationship management experience, preferably in SaaS with exposure to both SMB and Enterprise segments
• 3+ years of team management or leadership experience with a track record of developing sales professionals
• Experience selling SaaS/subscription-based products to both SMB and Enterprise clients
• Success managing both transactional/velocity and complex/consultative sales processes
• Proven experience hiring, coaching, and evaluating a diverse team
• Experience with CRM systems (Hub Spot a plus)
• Ability to analyze sales metrics and implement process improvements across segments
• Valid visa/passport required for travel
• Ability to monitor team performance to ensure quality and goal achievement
• Ability to manage multiple priorities and projects without becoming overwhelmed