We are looking for a
Sales Manager to join our Sales Leadership team.
Key Responsibities:- Serve as a player-coach, balancing direct ownership of strategic net-new opportunities with leadership, coaching, and development of a growing team of Account Executives.
- Carry an individual sales target and personally source, develop, and close strategic new-logo opportunities, particularly larger or more complex enterprise deals.
- Lead the team against new-logo bookings and ARR targets, establishing clear expectations and accountability for pipeline creation, opportunity progression, forecast accuracy, and closed business.
- Model effective enterprise selling behaviors by actively participating in prospecting, discovery, executive presentations, solution development, negotiation, and closing activities.
- Coach Account Executives through complex, multi-stakeholder SaaS sales cycles involving corporate real estate, facilities, finance, IT, operations, procurement, and executive leadership.
- Recruit, onboard, and ramp new sales talent as the team expands, helping build a high-performance culture focused on disciplined execution, continuous learning, and customer value.
- Drive consistent pipeline generation across both the individual and team books of business through territory planning, account prioritization, outbound prospecting, partner engagement, and coordination with Marketing and Business Development.
- Maintain rigorous deal inspection and forecasting processes, identifying risks early and ensuring opportunities have clear next steps, compelling business cases, executive sponsorship, and realistic close plans.
- Take an active role in high-value and high-risk opportunities, helping shape deal strategy, customer messaging, commercial structure, and negotiation approach.
- Establish and reinforce qualification standards that prioritize customers with strong strategic fit, meaningful business need, appropriate deal size, and long-term growth potential.
- Partner closely with Solution Engineering, Client Experience, RevOps, Product, Finance, and Legal to structure commercially sound solutions for complex customer requirements.
- Lead or support negotiations involving SaaS subscriptions, Statements of Work, implementation commitments, SLAs, pricing, contract terms, and other elements of enterprise transactions.
- Build executive relationships with key prospects and customers while helping Account Executives strengthen their own executive-level selling capabilities.
- Develop a deep understanding of Tango's Integrated Workplace Management System and Store Lifecycle Management solutions, including lease management, transactions, space management, reservations, visitor management, and occupancy.
- Translate customer challenges in corporate real estate, workplace management, retail, restaurant operations, and the public sector into compelling business outcomes and value propositions.
- Use CRM and sales analytics to monitor individual and team performance, improve conversion rates, identify coaching opportunities, and provide leadership with accurate visibility into pipeline and expected results.
- Partner with Sales leadership on go-to-market strategy, territory design, capacity planning, hiring, and initiatives that improve sales productivity and scalability.
- Represent customer and market feedback internally to help inform product positioning, competitive strategy, and go-to-market priorities.
Required Skills:- 5+ years of progressive B2B software sales experience, including significant experience in enterprise SaaS.
- Proven success as a top-performing enterprise SaaS seller combined with demonstrated experience mentoring and enabling fellow sales professionals.
- Strong willingness and ability to operate as a true player-coach, personally owning revenue opportunities while simultaneously developing and managing a growing team.
- Demonstrated track record of winning net-new business and consistently achieving or exceeding individual and ARR targets.
- Experience with complex Real Estate Technology and/or PropTech industry is preferred.
- Experience managing complex, multi-stakeholder enterprise sales cycles with material contract values and extended buying processes.
- Demonstrated ability to coach sellers on prospecting, discovery, qualification, executive engagement, value-based selling, negotiation, competitive positioning, and closing strategy.
- Strong command of pipeline management, opportunity qualification, deal inspection, forecasting, territory planning, and sales performance management.
- Experience selling business-critical software solutions that require consultative discovery, solution selling, and development of a quantified business case.
- Ability to move effectively between leadership and hands-on execution, from team coaching and forecasting to personally leading customer meetings and closing deals.
- Experience interviewing, onboarding, and developing Account Executives in a growing sales organization.
- Experience working cross-functionally with Solutions Consulting, Professional Services, Customer Success, Product, Finance, and Legal teams.
- Working knowledge of SaaS commercial structures, including subscription agreements, Statements of Work, implementation services, SLAs, and contract negotiations.
- Strong analytical skills and the ability to use CRM data, pipeline metrics, and conversion trends to drive decisions and improve performance.
- Excellent written and verbal communication skills, with the executive presence to engage senior customer stakeholders and internal leadership.
- Strong operational discipline and a track record of creating repeatable sales processes while maintaining the flexibility required in a growing organization.
- Bachelor's degree in Business, Marketing, Finance, or comparable experience
What We OfferWe're committed to creating an environment where you can thrive-professionally and personally. Our offerings include:
- Competitive Compensation We recognize and reward your contributions with a salary package that reflects your value.
- Comprehensive Benefits Including health, dental, and vision insurance, a 401(k) plan with company match, and generous paid time off to support your well-being.
- Flexible Work Environment Whether remote, hybrid, or in-office, we support work arrangements that promote productivity and balance.
- Inclusive & Collaborative Culture We foster a workplace where diverse perspectives are valued, teamwork is encouraged, and everyone has a voice.
