Role: Sales Manager

FLSA: Full Time | Exempt | Salaried | Remote (US)

Reports to: Chief Revenue Officer

Scope of Position: The Sales Manager is responsible for hiring, onboarding, coaching and developing Mid-Market/SMB Account Executives to create, and close, new business opportunities within their defined territories. This leader will drive a culture of performance, ideation, and innovation to achieve new logo revenue targets consistently, quarter over quarter.

This person is a "doer" and will be energized by all aspects of the sales process including prospecting, developing cadences, connecting the buyer process with Trustwell's sales process, negotiating to win, and delivering maximum results for the organization. Their management style will empower Account Executives to find new and creative ways to connect with prospects across multiple segments of business (Mid-Market/SMB). In addition, they are metric-minded with a quantitative and qualitative focus on activity along with conversion rate benchmarks to maximize results. They will foster strong positive relationships with prospects and customers and directly drive success of the company's new bookings goals and objectives throughout the year.

Essential Duties & Responsibilities including but limited to:

• Scale and manage a high-performing team of 6+ AE's to consistently overachieve aggressive goals across multiple territories and product lines
• Own and drive execution of Trustwell's new business pipeline goals by understanding and analyzing top of the funnel metrics, pipeline quality, and revenue influenced across Mid-Market/SMB segments
• Shape deep partnerships with Marketing, Sales, Sales Operations, Enablement, and Product Marketing teams to successfully collaborate on new marketing campaigns and field events, meet stretch pipeline goals, optimize your business for efficiency, accelerating ramp time to productivity, and ensure your team has a crisp understanding of Trustwell domain knowledge
• Attract, hire, develop, and retain world-class sales talent
• Build and coach high-performing sales teams to create more opportunities for growth in new segments of our business
• Lead through inspiration, service leadership, Trustwell values with a "Results-Driven" approach
• Other Responsibilities as required

Required Skills/Abilities:

• Recruit, develop and retain world-class talent
• Are strategic enough to build a team, but tactical enough to execute on a day-to-day basis
• Have a reputation with cross-functional teams as being collaborative, innovative, accountable, and reliable
• Data-driven, highly analytical, lead through influence, and are a structured thinker
• Think big by working to achieve a deep understanding of predictable revenue models, mastery of sales, and value selling practices as well as leadership philosophy and development
• Strong track record with GTM motions and emphasis on executive presence and operational rigor with a strategic mindset and ability to manage teams across multiple offices
• Deep knowledge and understanding of sales enablement technology to drive efficiencies and pipeline consistently (ie.. SFDC, Salesloft, Linkedin Sales Navigator, Zoominfo, and more)
• Adopted, and practice, sales methodologies from leaders such as John Barrows, Keenan, Sandler (and familiar with MEDDIC)

Education/Experience

• Bachelor's Degree in Business, Management, or similar; required.
• 3 plus experience in software sales or related food industry experience, required.
• 3-5 years of leading high-performing New Logo mid-market/SMB sales teams with a track record of success
• Experience in a highly technical sales process
• Relevant experience in Food Manufacturing vertical, ERP, WMS, PLM, or QMS solutions

Total Rewards Package:

• Full healthcare benefits, including medical, dental, and vision.
• Supplemental benefits, including STD, LTD, HSA, 401k, etc.
• Responsible Time Off (PTO) + Holiday Pay
• Competitive Compensation + Bonus!
• Excellent culture, growth opportunities, plus much more...

What to expect - the Hiring Process!

• Interview with Human Resources
• Interview with Hiring Manager
• Peer Panel Interview
• Final Intervew
• Offer of Employment (Background Screening/References)

The compensation for this role is based on several factors, including the candidate's experience, education, skills, and alignment with the responsibilities outlined for the role. The anticipated salary range for this role is (Annual Salary); with most candidates hired in the mid-range. This role is quota-bearing, and comes with an on-target earning up to $200k/per annum.

The pay range for this role is:

110,000 - 120,000 USD per year (Durham, NC)