Manager, Sales - Local Sales

Sales Manager – Outside Sales People Leader | Territory-Based | Hybrid

Company: Locali

Q, powered by the USA TODAY Network

Location: Local/Regional Sales Leader Role - Worcester, MA region

Locali

Q is the full‑service digital marketing services agency within the USA TODAY Network, delivering end‑to‑end digital solutions—from strategy and creative to execution and optimization—across search, social, programmatic, video, and more, all backed by the scale and credibility of USA TODAY.

The Sales Manager is a frontline people leader responsible for coaching, developing, and leading a team of Account Executives who sell consultative, full‑cycle marketing solutions to local businesses.

This role is ideal for a leader who believes great sales results start with clear expectations, consistent coaching, disciplined execution, and strong relationships
—with both clients and their team. You’ll lead sellers who own their territories end to end: prospecting for net‑new business, growing existing client relationships, and delivering long‑term value through thoughtful marketing strategies.

As a Sales Manager, you will balance hands‑on coaching
, performance management
, and strategic leadership
, while partnering closely with post‑sale, sales enablement, and cross‑functional teams to support strong outcomes for both clients and sellers.

You will play a critical role in building a high‑performance, accountable, and client‑centered sales culture
, ensuring your team has the tools, skills, and support needed to succeed.

• Competitive base salary with incentive compensation tied to team performance
• Opportunity to lead, coach, and develop a team in a modern, consultative sales environment
• Direct impact on market growth, talent development, and client success
• Strong onboarding, leadership enablement, and peer support
• Visibility and partnership with senior sales leadership
• Career progression into senior sales leadership roles
• Backed by industry‑leading marketing solutions, tools, and data
• High‑performance culture

• Lead, coach, and develop a team of Account Executives focused on full‑cycle, consultative selling
• Drive execution of daily, weekly, and monthly sales behaviors including prospecting, pipeline management, and forecasting
• Conduct regular 1:1s, pipeline reviews, ride‑alongs, call coaching, and performance check‑ins
• Support sellers in running strong discovery conversations, building thoughtful proposals, and closing new and expanded business
• Set clear performance expectations and hold the team accountable to activity, quality, and results
• Partner with post‑sale teams, sales enablement, and internal stakeholders to support client outcomes and seller success
• Recruit, onboard, and ramp new hires with a strong focus on early success and skill development
• Use CRM and reporting tools to monitor performance, identify trends, and proactively address gaps
• Foster a positive, inclusive, and resilient team culture grounded in coaching, feedback, and continuous improvement
• Stay close to the market—client needs, competitive landscape, and local business trends—to guide effective sales strategy

• 3+ years of experience leading, coaching, or mentoring sales professionals (formal people leadership preferred)
• 3+ years of experience in B2B sales, with demonstrated success in consultative or full‑cycle selling (in media preferred)
• Proven ability to coach prospecting, discovery, pipeline management, and closing skills
• Experience managing performance through activity, behaviors, and outcomes—not just results
• Comfort selling and coaching across digital marketing solutions (search, social, display, video, or similar)
• Strong working knowledge of CRM tools with disciplined forecasting and pipeline management
• Ability to balance empathy and accountability when coaching performance
• Clear, confident communicator who builds trust with sellers, peers, and senior leaders

Top-performing Sales Managers are coaches first
. They are organized, consistent, resilient, and deeply invested in developing people. They don’t avoid tough conversations, but they lead them with clarity and…