As DivergeIT's Sales Manager, you'll own both new business growth and the commercial health of our existing client base, reporting directly to the VP of Sales. You'll lead our Business Development and Client Success teams - setting pipeline, quota, retention, and expansion targets, coaching your team to hit them, and stepping in on strategic deals and at-risk accounts when it counts. You'll be accountable for executing DivergeIT's annual sales plan across our full service portfolio and for keeping pipeline and forecast reporting sharp and accurate. What You'll Do • Own and execute DivergeIT's annual sales plan, including quarterly targets for new MRR, gross revenue, and product line penetration. • Lead, coach, and hold accountable Business Development Managers driving net-new SMB and mid-market growth. • Lead, coach, and hold accountable Client Success Managers responsible for account retention, renewals, and expansion revenue. • Review and approve proposals, pricing, and SOWs; step in on strategic deals and at-risk accounts to support closing and renewal. • Build and manage a 3x pipeline coverage ratio, running regular pipeline reviews and deal coaching to drive quota attainment. • Serve as an escalation point for at-risk accounts, partnering with Service Delivery and Technical Account Management. • Contribute to annual revenue planning, ICP development, competitive intelligence, and go-to-market strategy. • Deliver accurate weekly pipeline and forecast reporting to leadership, tracking KPIs including new MRR, activity, and conversion rates. • Maintain deep expertise across DivergeIT's managed IT, cloud, cybersecurity, compliance, and vCIO offerings. WHAT WE'RE LOOKING FOR • Proven experience building and managing business development / outside sales teams from the ground up - including hiring, ramping, and scaling a hunter-mentality BDM team to consistent quota attainment. This is a core requirement, not a nice-to-have. • 5-7 years of progressive B2B sales experience, including 2+ years leading a sales, business development, or client success team. • 3+ years of leadership experience managing outside sales and/or client success teams, ideally within an MSP, IT services, SaaS, or B2B technology environment. • Demonstrated ability to coach and retain high-performing teams; experience recruiting, onboarding, and developing sales and account management talent. • History of hitting or exceeding team-level revenue, retention, and growth targets - not just individual quota attainment. • Comfortable balancing dual mandates: driving net-new business growth through the BDM team while protecting and expanding revenue through Client Success Managers. • Strong forecasting, pipeline management, and CRM discipline; able to translate team activity data into accurate, actionable reporting for leadership. • Executive presence and credibility with C-suite decision-makers, both in direct deal support and representing DivergeIT publicly. • Collaborative mindset - works closely with Service Delivery, Technical Account Management, and Marketing to align sales strategy with delivery capability and market positioning. A track record of recruiting, coaching, and developing quota-carrying sales and account management talent. • Bachelor's degree preferred but not required; equivalent experience in MSP/IT services leadership will be considered. • Valid driver's license and reliable transportation; role requires regular travel throughout the Los Angeles and Orange County market.