Description Position at Dealer Spike
Sales Manager (Territory Management) - Dealer SpikeIf you're energetic and have experience leading a successful field or outside sales team, this could be the role for you! This is a hybrid position supporting our Headquarters in
Lake Oswego, OR, working closely with our
Territory Managers (TMs) and broader sales organization. We're looking for an outcome-driven, high-impact leader who is eager to join client meetings,
actively assist with closing calls, and provide real-time coaching to increase outbound calling performance and demonstrate what success looks like in managing a full-cycle sales territory, overcoming objections, and securing high-value SaaS contracts.
This role partners closely with Sales and Marketing leadership to drive net-new revenue growth, expand market share within designated regions, and consistently improve win rates.
This position reports directly to the Director of Acquisition Sales and plays a critical role in developing our territory sales talent.
Here is more of what you'll get to do:- Motivate, train, and coach Territory Managers to meet and exceed monthly, quarterly, and annual revenue goals.
- Drive outbound prospecting performance, coaching the team on high-impact phone skills, hook strategies, and building a robust, self-generated pipeline within their territories.
- Lead from the front by jumping on critical closing calls, helping TMs navigate late-stage negotiations, handle complex objections, and push deals across the finish line.
- Actively participate in virtual and on-site client presentations, pipeline reviews, and hands-on deal strategy to accelerate the sales cycle.
- Develop and implement best practices for full-cycle territory management, account mapping, and consultative value-selling to dealerships.
- Partner with Sales Operations and Marketing to optimize territory assignments, align on regional campaigns, and identify untapped market opportunities.
- Attract, interview, and onboard top-tier sales talent to scale the territory team while actively focusing on continuous talent development and career progression.
- Review customer presentations and discovery calls (via Gong) to provide consistent, actionable feedback that shortens sales cycles and improves closing ratios.
- Track, analyze, and report on key metrics, including regional quota attainment, sales velocity, pipeline health, and conversion rates to drive data-informed decisions.
- Enhance processes, tools, and workflows to maximize territory coverage and efficiency.
- Maintain accountability across the team, including performance management, forecasting accuracy, and productivity expectations.
You'll thrive in this role if you have:- 3+ years of B2B Sales Management experience, specifically managing full-cycle quota-carrying reps (preferably within SaaS or digital marketing).
- Experience in the automotive/powersports space or direct experience selling B2B products to dealerships is a major plus (Bonus qualification).
- A proven track record of driving outcomes-you are relentlessly focused on execution, target attainment, and moving metrics rather than just managing activities.
- Proven experience coaching outbound sales tactics, including phone scripts, handling gatekeepers, and turning cold outreach into qualified opportunities.
- Proven experience coaching and developing a remote or regional team of 10+ Territory Managers through 1:1 mentorship and structured sales methodology training.
- Strong closing instincts with a willingness to roll up your sleeves, hope on a call, hop on a plane to attend a tradeshow, and help your team secure the "win" on major accounts.
- A passion for territory strategy, consultative selling, and building scalable revenue growth models.
- Demonstrated success collaborating cross-functionally with internal teams and building strong relationships with dealership decision-makers.
- Strong systems orientation with experience using CRM platforms (Salesforce), Jiminny (Similar to Gong).
- Excellent organizational, communication, and people leadership skills with the ability to manage a geographically dispersed team.
Employee benefits & earnings:- Full Coverage Health Insurance
- Company 401K Match
- Life Insurance (Basic and Voluntary)
- Open & Flexible Vacation Policy (including sick leave)
- Generous Leave Benefits: medical, maternity, paternity, and personal
- Competitive base salary plus commission
- Top performers qualify for our annual President's Club trip, along with additional incentives and compensation growth opportunities
Does this position sound like something you would enjoy and be successful at, but you're not sure you have the exact qualifications to be considered? While our job descriptions are an outline for the type of candidate we're looking for, it is not a checklist. We encourage you to apply! *This role is not open to candidates located in Colorado, Connecticut, California, Maryland, Nevada, New York, Rhode Island, or Washington.
