Position: Commercial Manager, Enterprise SalesDepartment: Sales
Why this position:The Commercial Manager, Enterprise Sales is a player-coach role responsible for carrying an individual enterprise sales quota while directly managing, coaching, and mentoring up to two Account Executives (AEs). These AEs may be experienced Interplay Learning sellers or newly hired enterprise reps.
This role is designed for a highly motivated, self-starting sales leader who can balance personal revenue performance with hands-on leadership, onboarding, and development of enterprise sellers. Success in this role requires strong deal execution, disciplined sales process management, and a passion for coaching others to quota attainment.
What you'll do: - Individual Contributor (IC) Responsibilities
- Own and consistently achieve or exceed a personal enterprise sales quota
- Manage the full enterprise sales cycle: discovery, value positioning, deal strategy, negotiation, and close
- Build and progress a healthy pipeline of qualified enterprise opportunities
- Engage senior-level stakeholders and navigate complex buying committees
- Accurately forecast deals and pipeline using CRM
Player-Coach / Management Responsibilities- Directly manage up to two Account Executives
- Serve as a day-to-day coach, mentor, and role model for enterprise selling excellence
- Support onboarding and ramp for new Account Executives, including:
- Product and market knowledge
- Enterprise sales process and methodology
- Deal qualification and pipeline management
- Provide ongoing coaching through:
- Call reviews and deal strategy sessions
- Opportunity inspection and pipeline reviews
- Regular 1:1s focused on skill development and quota progress
- Help Account Executives create and execute territory, account, and deal plans
- Ensure Account Executives are on track to achieve their individual quotas
Sales Execution & Process Excellence- The Commercial Manager is accountable for maintaining high standards of sales rigor and discipline across their own book of business and their team.
- Key expectations include: - Enforcement of excellent sales hygiene in CRM, including: - Timely and accurate opportunity updates - Clear next steps, close plans, and decision criteria - Proper use of stages, forecasting categories, and required fields - Consistent use of Interplay Learning's sales methodology and best practices - Strong forecasting accuracy and pipeline inspection cadence - Data-driven coaching using CRM insights and activity metrics
Cross-Functional Collaboration- Partner closely with Sales Leadership to align on revenue targets, forecasts, and team performance
- Collaborate with Marketing on enterprise campaigns, account-based initiatives, and lead follow-up
- Work with Customer Success to ensure smooth handoffs and long-term customer value
- Provide feedback to Product and Enablement based on field insights and customer needs
Requirements: - 5-8+ years of B2B sales experience, with a strong focus on enterprise or mid-market SaaS sales
- Proven track record of meeting or exceeding individual sales quotas
- Prior experience mentoring, onboarding, or informally leading other sales reps
- Strong understanding of complex, multi-stakeholder sales cycles
- Demonstrated ability to manage time and priorities across personal quota and team responsibilities
- Experience working in CRM systems (Salesforce or similar) with high data discipline
Pay: : $90,000 - $110,000 + Variable pay/Commission
Benefit & Perks - why you'll love working with us:- Remote-first & flexible hours - Offices in Austin, TX; Deer Park, TX; Woodland, WA; and Cleveland, OH.
- Learning & growth - Annual learning reimbursement.
- Family-friendly policies - Support for work-life balance.
- Generous time off - 3 weeks PTO, 1 week Winter Break, holidays, and sick days.
- Comprehensive benefits - Medical, vision, dental, and 401(k) match.
- Equity - Private Company Equity Options
- Wellness - Mental and physical health resources and social events.
Join us and grow with a team that values you!
