DescriptionThe Manager of North America Mid-Market Sales will report to the CRO, playing a pivotal role in leading and coaching a performance driven team of mid-market Sales Representatives for Keeper. At Keeper, our channel is a core growth engine and we're looking for sellers who know how to maximize it. Top candidates for this role will have experience working hand-in-hand with VARs, distributors, and reseller partners to co-sell, co-market, and close. You know the difference between an activated partner and a logo on a slide deck, and you know how to build the former.
Responsibilities - Lead and manage a team of mid-market sales representatives focused on actioning and converting leads, and driving revenue growth
- Develop and implement sales strategies to meet and exceed monthly and quarterly sales targets
- Monitor and manage individual and team performance, providing coaching, training, and feedback to enhance productivity
- Conduct regular one-on-one meetings with sales reps to review performance, troubleshoot challenges, and strategize for success
- Oversee the sales pipeline to ensure a steady flow of qualified opportunities, guiding reps through the sales cycle from initial lead to close
- Join customer calls alongside sales reps to provide strategic support, assist in advancing deals toward closure, and deliver real-time coaching to optimize sales conversations and outcomes
- Leverage channel partnerships (VARs, distributors, and resellers) to drive pipeline generation, accelerate deal cycles, and increase win rates through effective co-selling strategies
- Coach and enable sales representatives on how to effectively engage, activate, and collaborate with channel partners to maximize revenue opportunities
- Partner closely with Channel Sales teams to align on territory strategy, partner engagement, and joint go-to-market initiatives
- Identify opportunities to expand and deepen partner relationships, ensuring consistent contribution to pipeline and revenue growth
- Analyze sales data to identify trends, opportunities, and areas for improvement, ensuring accurate forecasting and reporting
- Collaborate closely with the marketing team to ensure alignment on lead generation, campaigns, and messaging
- Continuously refine and optimize sales processes and tools to improve efficiency and effectiveness
- Maintain a deep understanding of Keeper's product offerings, customer needs, and market dynamics
- Drive a high-energy, positive sales culture that motivates the team to perform at their best
- Ability to travel to and from customer meetings (locally and nationally) & rent and/or operate a vehicle on behalf of the company
Requirements - 3+ years proven work experience as a Sales Manager within the SaaS cybersecurity industry, mid-market sales teams preferred
- Experience selling privileged access management (PAM) solutions
- Proven track record of meeting or exceeding sales targets and managing a high-performing sales team
- Demonstrated experience successfully leveraging channel partnerships (VARs, distributors, resellers) to drive pipeline, influence deals, and close business
- Proven ability to coach and develop sales teams on effective partner engagement strategies and channel best practices
- Strong knowledge of SaaS sales processes, lead qualification, and CRM systems, Salesforce experience preferred
- Exceptional leadership, communication, and interpersonal skills, with the ability to inspire and develop a team
- Data-driven mindset with experience analyzing sales metrics to drive decision-making.
- Ability to adapt in a fast-paced, ever-changing market environment
- Strong problem-solving skills, with the ability to handle challenges and find creative solutions
- Ability to travel up to 20% of the time
- Bachelor's degree in Business, Marketing, or a related field
Benefits- Medical, Dental & Vision (inclusive of domestic partnerships)
- Employer Paid Life Insurance & Employee/Spouse/Child Supplemental life
- Voluntary Short/Long Term Disability Insurance
- 401K (Roth/Traditional)
- A generous PTO plan that celebrates your commitment and seniority (including paid Bereavement/Jury Duty, etc)
Classification: Exempt
