Sales Manager Reports to: CEO Location: Remote The Opportunity Tracker Products is seeking a hands-on Sales Manager to build and lead our sales engine through our next stage of growth. This is not a maintenance role or a purely strategic leadership position. We have a lean sales team, and this leader will initially work alongside the team-participating in prospecting, discovery, demos, deal strategy, and closing-while building the people, processes, metrics, and systems needed for predictable growth. You'll own the team revenue target rather than carry a separate individual quota. Success means building a qualified pipeline, developing our SDRs and AEs, creating reliable forecasting and accountability, and progressively handling the day-to-day sales execution. We're looking for someone who can sell, coach, build, measure, and lead. What You'll Own • Pipeline & Revenue: Own sales team performance, pipeline health, forecasting, and new-business revenue. • Hands-On Selling: Participate directly in prospecting, discovery, demos, strategic opportunities, and closing while the team remains lean. • Outbound Growth: Build a repeatable outbound engine that generates consistent, qualified opportunities rather than relying on inbound demand. • Sales Process: Establish clear qualification, pipeline stages, deal progression, follow-up standards, and CRM discipline. • Forecasting & Metrics: Build a reliable rolling forecast and weekly Sales Scorecard covering pipeline creation, conversion, velocity, win rate, forecast accuracy, and new ARR. • Team Development: Lead, coach, and hold accountable SDRs and AEs through 1:1s, call reviews, pipeline reviews, and hands-on deal coaching. • Build the Team: Determine when additional sales capacity is needed; onboard, and develop future sales hires. • Product & Market Mastery: Become fluent enough in SAFE and our customers to independently lead discovery and product demos as needed. • Cross-Functional Leadership: Partner closely with Marketing, Client Success, Product, and the CEO to improve the entire customer acquisition process. What We're Looking For • 5-8+ years of B2B sales experience, specifically SaaS • 2-4+ years leading and coaching salespeople, ideally SDRs/BDRs and AEs. • Proven success as a quota-carrying seller with a strong player-coach mentality. • Demonstrated ability to build outbound pipeline without relying heavily on inbound leads. • Strong skills in forecasting, pipeline management, sales metrics, and CRM discipline. • A track record of improving rep performance through hands-on coaching and accountability. • Experience building or improving sales processes, playbooks, and team cadence. • Comfortable working in a lean, growth-stage environment and jumping into prospecting, demos, and deals when needed. • Strong communicator who can partner effectively with Marketing, Client Success, Product, and leadership. Bonus: B2B SaaS, government/public-sector sales, complex sales cycles, or experience hiring and ramping SDRs/AEs. What Success Looks Like Within your first 6-12 months, you will have: • Built a consistent, measurable pipeline engine that does not depend primarily on inbound leads. • Developed our SDR and AE through hands-on coaching, clear expectations, and accountability. • Established a disciplined sales process, weekly scorecard, pipeline cadence, and reliable forecast. • Improved pipeline quality, conversion, deal progression, and overall revenue predictability. • Become fluent enough in our product and market to confidently lead discovery, demos, and strategic sales conversations. • Created a clear, data-driven plan for when and how to grow the sales team. • Reduced the CEO's involvement in routine sales execution by building a team and process that can operate independently. • Delivered against the team's revenue goals while building a repeatable sales engine that can scale. Bottom line: You'll take a lean sales team and turn it into a disciplined, accountable, and increasingly predictable revenue engine.