Overview As a Senior Manager, Sales, you are responsible for effectively hiring, building, mentoring, inspiring, and leading a team of field sales executives. In this role, you lead a regional pod of Hunter and Builder Account Executives within the AMER Core Sales organization. This role is accountable for new logo acquisition, client expansion, and disciplined pipeline execution across a defined geographic territory (West, Central, or East). Managers are expected to coach to role clarity, ensuring Hunters focus on prospecting and new business while Builders drive retention, expansion, and long-term account value within the region. You are responsible for driving success in achieving sales targets and previous experience motivating teams through leadership, coaching, interpersonal communication, and team-building skills. You are a leader on the sales team while collaborating cross-departmentally to ensure revenue targets are met.
ResponsibilitiesTeam Leadership & Coaching
- Directly manage a team of Hunter and Builder Account Executives aligned to a geographic region.
- Coach distinctly to Hunter vs. Builder motions, reinforcing clarity on success metrics, daily activities, and expected outcomes.
- Conduct regular deal reviews, pipeline inspections, and forecast calls with a focus on data quality and execution rigor.
- Support onboarding, ramp, and role transitions (e.g., Hunter Builder) within the regional model.
Regional Execution
- Own regional pipeline health, attainment, and forecast accuracy across both prospecting and client growth motions.
- Ensure balanced coverage of Core accounts within the region, aligned to role design.
- Operationalize the geographic Hunter/Builder model across regions, ensuring role clarity and capacity alignment.
- Establish and maintain a strong operating cadence (QBRs, forecast calls, pipeline reviews).
Performance Management
- Set clear performance expectations tied to role specific KPIs (pipeline creation, quota attainment, expansion revenue).
- Address performance gaps early through structured coaching and, when necessary, formal performance management.
- Reinforce consistent execution of Rithum Way of Selling, MEDDICC (or equivalent) and Salesforce hygiene standards.
Cross Functional Collaboration
- Serve as the senior regional sales partner to Marketing, Client Success, and Product.
- Escalation point for complex customer situations and strategic deals.
Qualifications Minimum Qualifications
- 8+ years of B2B SaaS sales experience with 4+ years in sales leadership
- Demonstrated success leading multi-team or multi-region sales organizations
- Experience operating within specialized sales motions (Hunter / Builder or equivalent)
- Strong business acumen with the ability to connect execution to revenue outcomes
- Proven record of sales success in a complex software or technology environment
- Ability to communicate and convey the value proposition of a complex software platform via phone, in person, and online demos
- Strong deal strategy and negotiation skills, including pricing, ROI justification, and defending business cases with executives.
- Experience engaging C-suite and senior executive stakeholders to build consensus and close complex new-logo deals.
- Experience utilizing of CRM and sales tools (Salesforce preferred) and sales engagement platforms (e.g., Outreach, Salesloft, HubSpot, LinkedIn Navigator, ZoomInfo) to monitor and manage daily, weekly, and monthly sales activities of the team, including but not limited to pipeline, activity, and conversion tracking.
- Ability to devise creative strategies to motivate and energize a high-performing team of Sales Executives, managing changes effectively
- Exceptional executive communication and presence, including clear, persuasive verbal and written communication.
- Outstanding relationship building skills with a high degree of responsiveness and integrity
- Proven ability to collaborate cross-functionally with Marketing, Product, Client Success, and Solutions Engineering to close new business.
- Must be located in Eastern US time zone.
Preferred Qualifications
- Bachelors degree in Business, Marketing, or a related field (preferred, not required).
- 5+ years of B2B SaaS or technology field sales experience in a closing role, focused on new logo acquisition with national key accounts ($50M-$1B+ revenue).
- Proven success managing 6+ month sales cycles, including procurement, legal, and compliance processes.
- Experience with Salesforce CRM, ZoomInfo, Lusha (EMEA), Salesloft, ZoomInfo (US), LinkedIn Navigator, Notion
- Familiarity with partner- or channel-influenced sales motions.
- Success in a past leadership role, including the ongoing development of individual team members; through training, mentoring and overall performance management
- Experience leading through sales model or compensation changes
- Experience positioning data-driven or AI-powered solutions.
For this position, the expected base pay range is: $135,000-$200,000 per year.
This range represents the base pay for the role across all U.S. locations and is determined based on market data, internal equity, and experience. Final compensation may vary depending on geographic location, skills, and relevant experience. In addition to base pay, we offer a discretionary bonus for non-sales roles, a comprehensive benefits package, and, where applicable, sales incentives.
For this position, the expected sales incentive range is: $81,000-$146,667.
Benefits - Medical, dental and vision benefits: Affordable health care plans and company HSA contributions, starting on Day 1
- A 6% 401(k) match
- Competitive time off package with 20 days of Paid Time Off, 9 Company-Paid holidays, 2 paid floating holidays, 7 paid sick days, 2 Wellness days, and 1 Paid Volunteer Day; at 3 years of service PTO increases to 22 days, and at 5 years it increases to 25 days
- 12 weeks primary caregiver leave & 4 weeks secondary caregiver leave
- Accident, critical illness, and hospital indemnity insurance
- Pet insurance
- Legal assistance and identity theft insurance plans
- Life insurance 2x salary
- Access to the Calm app and the Employee Assistance Program
- $65/month Remote work stipend for internet
- Culture and team-building activities
- Tuition assistance
- Career development opportunities
- Charitable contribution match up to $250 per year
