Description:

Position Summary:

This role leads a team of approximately 8-10 Account Executives focused on selling SPS Commerce Analytics solutions into Supplier customers ranging from emerging businesses up to $300M in revenue. Operating as a true player-coach, this manager does not carry a personal territory but instead works side-by-side with their team on active deals getting on the phone, joining calls, helping navigate buying cycles, and coaching in the moment to drive results. This leader is equally fluent in pipeline data and people development, bringing a numbers-driven mindset to forecast management while building and protecting a high-performing, tenured team culture that aligns with SPS Commerce values. Winning is in their DNA - they're competitive, they love to win, and they love watching their people win even more.

The Day-to-Day
As the leader of this team, you will work alongside a tenured, high-performing team of Account Executives focused on net new customer acquisition and expansion within the Supplier segment. You will:

Team Leadership & Coaching

Serve as a player-coach: actively join calls, assist with customer consultations, and help your team navigate and close deals across a territory of Supplier customers ($0-$300M in revenue) - you don't manage from behind a desk.

Coach and develop team members in the moment - on calls, in deal reviews, and through regular 1:1s - leading with integrity, curiosity, and empathy because you care about your people's growth, not just the number.

Cultivate and maintain a strong team culture with intention every day - you understand that a great culture isn't accidental; it's built and protected deliberately in alignment with SPS Commerce values.

Recruit, hire, onboard, and develop Account Executives; manage for performance and ensure team continuity.

Identify individual and team coaching opportunities; recognize and address performance gaps early and constructively.

Pipeline & Forecast Management

Own the team forecast: pipeline reviews energize you - manage pipelines of all reps through individual and team reviews and aggregate for leadership reporting.

Ensure every rep maintains a healthy rolling 90-day pipeline to meet or exceed ARR quota targets.

Identify key selling trends and communicate insights to senior sales leadership.

Ensure team documents key findings, progress, insights, and pipeline velocity in Salesforce.com.

Cross-Functional Partnership

Work closely with the Analytics Sales Director to drive and deliver business expectations.

Partner with Sales Training to ensure team members are equipped with current SPS product knowledge, analytics positioning, and effective sales techniques.

Collaborate with Marketing, Customer Operations, and Implementation teams to ensure campaigns are executed effectively and customer satisfaction is maintained.

Minimum Requirements

Bachelor's degree or a combination of equivalent education and professional experience.

5+ years of sales experience; quota-carrying experience strongly preferred.

2+ years of formal people management experience strongly preferred; a minimum of 2 years of informal leadership experience with a proven history of coaching and developing others is required.

Background in Software or SaaS sales strongly preferred.

Proven success developing individual contributors and demonstrated ability to work through others to complete work and resolve issues.

Strong track record of forecast management and pipeline discipline; comfortable rolling up and presenting pipeline data to leadership.

Clear, concise, and confident communicator - verbal, written, and in front of customers.

Proven competence with Microsoft Office (Word, Excel, PowerPoint, Outlook) and a CRM, preferably Salesforce.com.

Preferred Experience

Experience selling analytics, data, or insights-driven SaaS solutions.

Retail supply chain experience .

Internal Equivalency

Manager I, Sales

Strategic Account Executive
Location:

This role follows a hybrid work model, with regular in-office presence required at our Minnapolis office.

What We Offer:

At SPS Commerce, we are committed to ensuring that each employee's compensation reflects their unique experiences, performance, and skills in their role. The compensation range for this role considers several factors, including education, relevant skills, work history, certifications, location, and more. SPS provides the annualized compensation range inclusive of base salary and annualized commission target for this role.

The total annualized on-target compensation range for this position is $155, 000 to $203,000; which includes base salary, commission and equity. Actual compensation will be determined based on the factors listed above and may fall anywhere within the range.

SPS Commerce offers a comprehensive benefits package designed to support employees' health, well-being, and financial security. Benefits are country-specific and aligned with local laws and market practices.