Sales Manager

About The Role

The Sales Manager will lead a team responsible for selling cloud-based B2B SaaS solutions to technical and business stakeholders. The role combines frontline coaching, pipeline inspection, forecast ownership, and direct involvement in strategic opportunities across the full sales cycle. This manager will help translate platform capabilities—such as APIs, integrations, data workflows, security controls, and analytics—into clear business outcomes for prospects. The role matters because consistent execution across discovery, evaluation, and close directly drives predictable growth and customer adoption.

• Manage, coach, and develop account executives or sales development representatives against monthly and quarterly pipeline, bookings, and conversion targets
• Inspect pipeline quality in Salesforce, reviewing stage progression, next steps, close plans, and coverage by segment
• Run weekly forecast reviews and deliver accurate commit, best-case, and risk projections to sales leadership
• Coach reps on discovery, technical qualification, objection handling, demos, negotiation, and multi-threaded deal strategy
• Partner with solutions engineering to connect customer requirements to APIs, integrations, security architecture, and product capabilities
• Collaborate with marketing, customer success, and product teams to improve lead quality, messaging, competitive positioning, and handoff processes
• Recruit, onboard, and performance-manage a high-performing team using defined ramp plans, call reviews, activity metrics, and documented development goals

• 5+ years of quota-carrying B2B technology sales experience, including 2+ years managing or mentoring sales professionals
• Demonstrated record of achieving or exceeding team revenue and pipeline targets in SaaS, cloud infrastructure, cybersecurity, data, or developer-focused technology
• Strong command of Salesforce or a comparable CRM, sales engagement platforms, forecasting methodology, and pipeline analytics
• Ability to coach complex discovery and consultative selling with technical buyers, including engineering, IT, security, and data leadership
• Clear written and verbal communication skills, with the ability to present forecasts, business cases, and deal strategies to executive stakeholders
• Bachelor’s degree in business, communications, technology, or a related field, or equivalent professional experience
• Bonus:
  Experience selling API-first products, developer tools, cloud platforms, cybersecurity solutions, or data infrastructure; familiarity with MEDDICC, SPICED, or another structured sales methodology