The Role:
We're looking for a Sales Manager to lead the daily performance and development of our Account Executives and Senior Account Executives. You will help reps build productive reseller relationships, activate partners using our TUMS portal, create qualified submissions, and move opportunities toward signed agreements.
This is a hands-on management role. You will coach calls and deal strategy, maintain a clear view of each rep's pipeline, spot gaps in follow-up, and turn performance data into specific actions. You will also partner with Sales leadership and teams across the business to improve how we generate and convert opportunities.
What you'll do:
- Lead, coach, and hold AEs and SAEs accountable for individual and team goals, including partner engagement, qualified submissions, signed TUSAs, and pipeline progression.
- Run a consistent management cadence of individual coaching, call reviews, pipeline reviews, and team meetings. Translate each review into clear next steps and follow up on execution.
- Help reps plan their days around the highest-value prospects, active opportunities, partner follow-up, and commitments already in their pipeline.
- Monitor activity, task completion, follow-up quality, and opportunity aging so missed contacts and stalled deals are addressed promptly.
- Coach prospecting, discovery, program positioning, objection handling, and the transition from an interested partner to a submitted client opportunity.
- Support distinct AE and SAE motions, including outreach to reseller partners, activation of new TUMS users, and development of repeat referral relationships.
- Use CRM data and conversion trends to identify where volume or quality is falling short, diagnose the cause, and build practical improvement plans.
- Maintain reliable pipeline reporting and forecasts; communicate performance, risks, and proposed actions to Sales leadership.
- Work with Marketing, Business Development, CX, and Operations to improve lead handoffs, partner campaigns, deal progression, and the rep experience.
- Improve scripts, sequences, training, and management processes as you learn what works. Help new reps ramp and established reps improve.
What you bring
- At least three years of experience managing an inside sales or relationship-driven sales team, with a track record of improving rep performance.
- Strong coaching skills and the willingness to review real calls, inspect pipeline details, and give direct, useful feedback.
- Experience managing through CRM data, including activity, conversion, pipeline health, and forecasting.
- The ability to distinguish a volume problem from a follow-up, qualification, or conversion problem and act accordingly.
- Experience building or improving sales playbooks, scripts, outreach sequences, and onboarding.
- Strong communication and organization skills, with the judgment to prioritize the issues that will have the greatest impact.
- Comfort working across teams and adapting processes as a growing business learns.
Experience in real estate, mortgage, or partner-led sales is helpful, but your ability to coach a team and improve results matters most.
Being a competitive startup organization, we care a lot about our employees and want to take care of them the best we can. Not only does your hard work pay off monetarily but we offer great benefits, perks and incentives to make sure your efforts are recognized.
We offer:
- Competitive compensation
- PTO & Sick Time + 11 holidays to enjoy work/life balance
- Health benefits - Medical, Dental, Vision
- Opportunities for growth and continuous development
- An exciting and positive work environment - we have snacks and drinks for you daily!
Important Details:
- You must reside in Austin or be willing to self-relocate
- You must be willing to work 80% in the office (we offer 1 day Work-from-home/week)
For information on UpEquity, including more information on employee benefits and our company culture, visit our website at www.upequity.com.
