SUMMARY
The Sales Manager is responsible for the day-to-day leadership, coaching, accountability, and performance management of a team of Account Executives. The role focuses on driving gross profit growth, developing sales talent, improving sales execution, and ensuring consistent pipeline generation across the organization.
The Sales Manager is expected to be a hands-on leader who actively participates in pipeline reviews, customer strategy, sales coaching, recruitment, onboarding, and performance management while helping the organization achieve its revenue and profitability objectives.
This position requires a strong understanding of technology sales, including hardware, software, cloud, subscription services, security, AI, data center infrastructure, and managed services.
Key Responsibilities
- Lead, coach, and develop a team of Account Executives.
- Drive team attainment of gross profit, revenue, pipeline, and new customer acquisition targets.
- Conduct regular one-on-one coaching sessions, pipeline reviews, and forecast meetings.
- Hold team members accountable to activity, pipeline, CRM, and performance expectations.
- Assist with recruiting, onboarding, training, and development of new sales talent.
- Support strategic customer engagements, large opportunities, and complex negotiations.
- Collaborate with vendor and distribution partners to identify and accelerate growth opportunities.
- Ensure CRM accuracy, forecasting discipline, and adherence to sales processes.
- Foster a high-performance culture built on accountability, professionalism, urgency, and continuous improvement.
Key Performance Indicators (KPIs)
- Team Gross Profit and Revenue Attainment
- New Logo Acquisition
- ARR/MRR Growth
- Pipeline Creation and Coverage
- Forecast Accuracy
- Prospecting and Customer Engagement Activity
- Opportunity Conversion Rates
- New Hire Ramp Success
- Employee Retention and Development
- CRM Compliance and Sales Process Adoption
Qualifications
Required
- 10+ years of technology sales experience.
- 5+ years of sales leadership experience.
- Proven track record leading quota-carrying sales teams.
- Experience selling technology solutions including infrastructure, cloud, cybersecurity, software, managed services, and or AI.
- Experience within a VAR, or Technology Reseller.
- Familiarity with vendor and distributor ecosystems.
- Experience using CRM and platforms such as Zoho would be valuable.
