Sales Manager

Ohio, USA

United States

Full time

R

We believe in the power and joy of learning

At Cengage, our employees have a direct impact in helping learners around the world discover the power and joy of learning. We are bonded by our shared purpose – driving innovation that helps millions of learners improve their lives and achieve their dreams through education.

Infosec is seeking a hands‑on Mid‑Market Sales Manager to lead and develop a team of inbound and outbound sales representatives focused on accomplishing revenue growth through our cybersecurity training solutions. This leader will be responsible for building and implementing two distinct but complementary sales approaches: increasing conversion of inbound opportunities and actively generating new business via outbound prospecting.

• Lead, mentor, and grow a team of inbound and outbound mid-market sales representatives to consistently reach individual and team revenue goals.
• Establish a culture of accountability, continuous improvement, collaboration, and high performance.
• Conduct regular one‑on‑one coaching sessions, pipeline reviews, deal strategy discussions, and performance evaluations.
• Develop representatives' capabilities in prospecting, discovery, objection handling, consultative selling, negotiation, and closing.
• Recognize areas of underperformance and apply focused coaching and growth strategies.
• Participate in recruiting, hiring, onboarding, and ramping new sales talent.

• Own the performance of the inbound sales motion, ensuring timely lead engagement, effective qualification, and strong conversion rates.
• Define and maintain clear expectations regarding lead response times, follow‑up intervals, opportunity management, and sales actions.
• Observe and optimize critical conversion metrics, including lead-to‑opportunity, opportunity‑to‑close, win rates, and average deal size.
• Collaborate closely with Marketing to assess lead quality, campaign effectiveness, lead volume, and conversion opportunities.
• Implement consistent sales processes that improve revenue from inbound demand.
• Support representatives in uncovering extra customer needs, growing deal value, and boosting overall customer experience.

• Establish and direct a forward‑thinking outbound sales process targeting the acquisition of new business in assigned mid‑market zones.
• Set clear expectations for prospecting efforts, account targeting, pipeline development, and opportunity identification.
• Coach representatives on effective multichannel prospecting strategies, including phone, email, social selling, and personalized outreach.
• Ensure representatives develop territory and account plans that prioritize high‑potential prospects and industries.
• Maintain steady pipeline growth to meet revenue goals and decrease reliance on inbound demand.
• Track outbound success by assessing activity levels, meaningful customer conversations, qualified opportunities, pipeline created, and revenue generated.

• Own overall mid‑market revenue performance, quota attainment, pipeline health, and forecast accuracy.
• Establish measurable benchmarks appropriate to the different inbound and outbound sales motions.
• Conduct weekly pipeline and forecast reviews to assess deal progression, identify risks, and improve close rates.
• Use Salesforce dashboards and reports to assess individual and group performance.
• Ensure strong CRM field, including accurate opportunity management, next steps, close dates, and forecasting.
• Detect trends and performance gaps and carry out actionable improvement plans.
• Drive consistent execution against monthly, quarterly, and annual…