About This RoleWe're scaling the sales team and need a Sales Manager who can do more than run a clean territory. We need someone who makes the team around them better. In this role, you'll own a high-performing book of business, manage a team of experienced AEs, and serve as a peer mentor to other managers. You'll also be the person we trust to take our most complex deals and most senior reps.
Responsibilities- Build, hire, coach, and develop a team of experienced Account Executives, with a focus on both performance and career growth
- Own and accurately forecast a multi-million dollar book of business; run a rigorous operating cadence that instills the same discipline across your team
- Teach and implement a structured sales methodology - establishing shared frameworks, coaching reps to execute against them consistently, and rallying adoption across the broader team over time
- Serve as a peer mentor to other managers, sharing your playbook and raising the collective ceiling of the management team
- Work alongside other AEs and managers to close our most complex, high-stakes deals, leading by example rather than from the sideline
- Diagnose organizational problems, propose solutions, and drive cross-functional programs through to execution and impact
- Partner with Sales Leadership, Marketing, and Product to surface market intelligence and inform strategy
- Maintain rigorous pipeline hygiene and hold your team to the same standard - owning the number end-to-end
Must-Haves- You have managed a team of multiple AEs for multiple years, and have opinions about how to run the programs - territory design, hiring profiles, coaching cadences, and performance management
- You have implemented a sales methodology and know what it takes to actually get a team executing against a framework, not just trained on it. You can point to measurable improvements in forecast accuracy and deal quality that came from your system
- You have a track record of managing up effectively. You've identified a problem, built the case, and driven a cross-functional initiative through to a real outcome rather than handed it off
- You forecast multi-million dollar books of business accurately, and can speak in detail about how your operating cadence and methodology make that possible
- You aspire to continue growing in management and you're energized by mentoring other leaders, not just individual contributors
You Could Be a Great Fit If- Your AEs describe you as someone who made them better, not just someone who held them accountable
- You're as comfortable running executive-level conversations on a live deal as you are reviewing pipeline with your team
- You have a builder's mentality - you're not looking for a polished machine to step into; you want to shape the machine
- You treat forecasting as a discipline, not a guess - and you've built systems that make your team's forecast as reliable as yours
- You've seen the early stages of a company scale and know how to operate with intensity and clarity when the org chart is still being drawn
Nice to Haves- Experience selling into or managing a team that sells into the office of the CFO or Controller
- Familiarity with fintech or accounting software markets
- Experience building or inheriting a team during a period of rapid headcount growth
How We WorkThis role is in person in New York or SF (in office by default but with flexibility to manage your schedule as you see fit).
We strongly believe we will only be successful if everyone on the team is anchored in our following set of core principles:
- Brick by Brick: To win, our team needs to show up and execute in each domain every day.
- Love the Game: We focus on the craft and a deep sense of giving a f*ck. We're building a company full of people who are equally engaged and motivated.
- SALY: We refuse to accept "Same As Last Year." For too long, accounting and finance systems have reflected outdated processes instead of reimagining what's possible. We're driven by a first-principles approach to building better solutions.
- Own the Outcome: We own our results. We typically hire builders and give them large mandates with high-trust.
- Earn the right: We're impatient to deliver results. We relentlessly iterate, measure, and improve. Every day is an opportunity to beat our prior best, raising the bar for the value we deliver to customers. E Pluribus Unum-eric.
