Sr. Manager, Americas Sales

Are you our  TYPE ? Named  One of the Most Innovative Companies in Design  by Fast Company, Monotype brings brands to life through type and technology that consumers engage with every day. The company's rich legacy includes a library that can be traced back hundreds of years, featuring famed typefaces like Helvetica, Futura, Times New Roman and more. Monotype specializes in the design, development, licensing, and management of typefaces and font technologies for the world's biggest global brands and individual creative professionals, offering a wide set of solutions that make it easier for them to do what they do best: design beautiful brand experiences.

Want to learn more about who we are, what we do, and how you can become part of our team of over 1,000 talented employees across the globe? Visit us at

We are seeking a strategic, hands-on first-line sales leader to manage, coach, and elevate a team of Account Executives selling complex SaaS solutions through a licensing-based commercial model. This role is ideal for a proven sales manager who combines strong deal leadership with disciplined performance management and knows how to turn expectations into consistent execution. You will establish clear standards, hold the team accountable for results, and help sellers navigate sophisticated customer needs, complex buying groups, and high-value licensing negotiations across mid-market and enterprise segments.

• Lead and develop a team of 6-8 Account Executives, setting clear expectations for pipeline generation, sales execution, forecast accuracy, and quota attainment.
• Create a high-performance culture grounded in accountability, transparency, collaboration, and continuous improvement.
• Address performance gaps directly and promptly while providing the coaching and support needed to improve.
• Conduct structured one-on-ones, deal reviews, pipeline inspections, and performance conversations that translate data and observations into clear actions and measurable commitments.
• Coach the team through complex SaaS and licensing sales cycles, including solution discovery, business-case development, multi-stakeholder alignment, commercial negotiation, procurement, legal review, and contract execution.
• Ensure sellers can clearly articulate the value of licensing solutions, connect customer usage and business requirements to the appropriate commercial model, and navigate sophisticated pricing and contractual discussions.
• Maintain rigorous pipeline and forecasting discipline, ensuring opportunities are accurately qualified, next steps are documented, risks are surfaced early, and forecasts are supported by evidence.
• Build sufficient pipeline coverage through disciplined outbound activity, strategic account planning, prospecting, and partnership with Marketing and other demand-generation teams.
• Drive consistent adoption of the company's sales methodology, CRM requirements, account-planning standards, and operating cadence.
• Partner with senior sales leadership to execute segmentation, territory, account-coverage, and go-to-market strategies aligned with company growth objectives.
• Collaborate with Marketing, Product, Customer Success, Legal, Finance, and Sales Operations to improve deal execution, customer engagement, and the overall effectiveness of the revenue engine.
• Use performance and funnel data to identify coaching priorities, conversion gaps, execution risks, and opportunities to improve seller productivity.
• Recruit, onboard, develop, and retain strong sales talent in partnership with the Talent team, while making timely and objective decisions when performance does not meet expectations.
• Represent the company in strategic customer meetings, executive presentations, negotiations, and relevant industry events.

Travel up to 25%.

• 8+ years of progressive B2B SaaS sales experience, including a strong record of individual quota attainment and successful sales leadership.
• 3+ years of experience as a first-line sales manager with direct responsibility for Account Executives and team quota performance.
• Proven experience selling and leading teams that sell complex SaaS or technology solutions through subscription, term, usage-based, or other licensing models.
• Demonstrated ability to establish clear performance expectations, inspect execution consistently, provide direct feedback, and hold sellers accountable for agreed-upon actions and results.
• A record of improving team performance through structured coaching, performance management, and disciplined operating rhythms - not solely through individual deal intervention.
• Deep experience navigating complex sales cycles involving multiple business and technical stakeholders, executive buyers, procurement, legal teams, and sophisticated commercial negotiations.
• Strong deal-coaching skills, including the ability to assess qualification, identify decision criteria and risks, develop compelling business cases, and guide negotiations without taking ownership away from…