The Role
We're looking for a Direct Sales Manager in Dallas, Texas - an experienced sales leader who can motivate, coach, and develop a team of high-performing Account Executives. You'll own the success of a ~10-person team across inbound, outbound, SMB, Mid-Market, and expansion motions.
This role is perfect for someone who loves building winning teams, thrives in a fast-paced sales environment, and gets energy from developing reps to exceed quota. You'll combine commercial rigour with strong people leadership, ensuring the team executes consistently, forecasts accurately, and creates exceptional customer experiences at every touchpoint.
You'll thrive in this role if you balance high standards with high empathy - and know how to create a culture of accountability, coaching, and continuous improvement.
What You'll Do
- Lead and develop the team: Manage, coach, and develop a team of ~10 Account Executives (AE and Senior AE), driving consistent performance against monthly and quarterly revenue targets.
- Drive team performance: Establish clear goals, performance expectations, and operating rhythms through regular 1:1s, pipeline reviews, deal strategy sessions, and performance check-ins.
- Own pipeline and forecasting: Maintain visibility into team pipeline health, deal progression, and forecast accuracy, ensuring opportunities are properly qualified, prioritized, and tracked in the CRM.
- Improve sales execution: Build and refine repeatable sales processes across inbound, outbound, SMB, Mid-Market, and expansion motions to improve conversion and revenue outcomes.
- Drive outbound effectiveness: Ensure reps are targeting the right accounts, using compelling messaging, and maintaining consistent, effective prospecting activity.
- Coach complex deals: Support Senior AEs on larger Enterprise opportunities, including deal strategy, stakeholder engagement, risk management, and competitive positioning.
- Optimize lead flow and account coverage: Partner with Channel, Specifier, and Marketing teams to improve lead generation, conversion, and territory and account allocation.
- Leverage tools and data: Work with RevOps to improve CRM adoption, reporting, dashboards, and sales tooling. Use AI-powered tools to improve prospecting, meeting preparation, and follow-up efficiency.
- Lead onboarding and ramp: Ensure new hires quickly develop the product knowledge, sales skills, and process discipline needed to succeed.
- Collaborate cross-functionally: Partner with Product, Operations, and Client Success to address customer needs and deliver a seamless experience from initial engagement through installation.
- Build a high-performance culture: Identify skill gaps, address performance issues, and foster a team environment built on accountability, continuous improvement, and customer-centricity.
What We're Looking For
- 8-12+ years of total sales experience, including 3-4+ years leading teams of ~8+ reps.
- Strong track record coaching teams to exceed revenue targets across inbound, outbound, and account expansion sales motions.
- Experience selling in B2B, commercial fit-out, furniture, technology, or adjacent categories with complex, high-ticket sales cycles.
- Deep understanding of qualification frameworks, deal strategy, multi-threaded selling, and competitive positioning.
- Skilled in pipeline management, forecasting, and using CRM tools to drive transparency and accountability.
- Passion for developing people - with an ability to inspire, motivate, and elevate performance across different skill levels.
- Comfortable leading in a high-growth, fast-paced environment with evolving products, processes, and customer segments.
- Strong communication and executive presence - able to engage decision-makers from SMB to Enterprise.
- Able to collaborate cross-functionally with Channel, Marketing, Ops, and RevOps teams.
- Experience using AI and automation tools to enhance productivity, improve prospecting, and streamline administrative tasks.
- High commercial IQ - able to guide reps on pricing, margin, competitive analysis, and contract strategy.
Compensation:
The expected compensation range for this role includes $120-130K (Base Salary) and a Variable Commission Structure, with OTE (On-Target-Earnings) of up to $190-200+K. Final compensation, including the overall compensation package, will be determined based on the successful candidate's experience, skills, and overall fit for the role. Plus a comprehensive benefits package, including:
- 15 days of paid vacation to recharge and explore
- 10 paid sick/personal days to rest when you need it
- The ability to work remotely for 4 weeks per year, for greater work-life balance
- Your birthday off - because you deserve to celebrate
- Up to 5 additional unpaid PTO days per year for extra flexibility
- Access to the TELUS Employee Assistance Program
- A comprehensive extended health benefits program
- A health and wellness spending account
- An amazing corporate culture in a fast-growing company that's disrupting the industry
- Career Development Program - $1000 per year to encourage continuous education
- Bureau Master Class Series - a learning experience to help team grow and learn from experts both inside and outside the business
- Reward and Recognition Program
