We are seeking a strategic, hands-on first-line sales leader to manage, coach, and elevate a team of Account Executives selling complex SaaS solutions through a licensing-based commercial model. This role is ideal for a proven sales manager who combines strong deal leadership with disciplined performance management and knows how to turn expectations into consistent execution. You will establish clear standards, hold the team accountable for results, and help sellers navigate sophisticated customer needs, complex buying groups, and high-value licensing negotiations across mid-market and enterprise segments.
What you'll be doing:
- Lead and develop a team of 6-8 Account Executives, setting clear expectations for pipeline generation, sales execution, forecast accuracy, and quota attainment.
- Create a high-performance culture grounded in accountability, transparency, collaboration, and continuous improvement. Address performance gaps directly and promptly while providing the coaching and support needed to improve.
- Conduct structured one-on-ones, deal reviews, pipeline inspections, and performance conversations that translate data and observations into clear actions and measurable commitments.
- Coach the team through complex SaaS and licensing sales cycles, including solution discovery, business-case development, multi-stakeholder alignment, commercial negotiation, procurement, legal review, and contract execution.
- Ensure sellers can clearly articulate the value of licensing solutions, connect customer usage and business requirements to the appropriate commercial model, and navigate sophisticated pricing and contractual discussions.
- Maintain rigorous pipeline and forecasting discipline, ensuring opportunities are accurately qualified, next steps are documented, risks are surfaced early, and forecasts are supported by evidence.
- Build sufficient pipeline coverage through disciplined outbound activity, strategic account planning, prospecting, and partnership with Marketing and other demand-generation teams.
- Drive consistent adoption of the company's sales methodology, CRM requirements, account-planning standards, and operating cadence.
- Partner with senior sales leadership to execute segmentation, territory, account-coverage, and go-to-market strategies aligned with company growth objectives.
- Collaborate with Marketing, Product, Customer Success, Legal, Finance, and Sales Operations to improve deal execution, customer engagement, and the overall effectiveness of the revenue engine.
- Use performance and funnel data to identify coaching priorities, conversion gaps, execution risks, and opportunities to improve seller productivity.
- Recruit, onboard, develop, and retain strong sales talent in partnership with the Talent team, while making timely and objective decisions when performance does not meet expectations.
- Represent the company in strategic customer meetings, executive presentations, negotiations, and relevant industry events. Travel up to 25%.
What we're looking for:
- 8+ years of progressive B2B SaaS sales experience, including a strong record of individual quota attainment and successful sales leadership.
- 3+ years of experience as a first-line sales manager with direct responsibility for Account Executives and team quota performance.
- Proven experience selling and leading teams that sell complex SaaS or technology solutions through subscription, term, usage-based, or other licensing models.
- Demonstrated ability to establish clear performance expectations, inspect execution consistently, provide direct feedback, and hold sellers accountable for agreed-upon actions and results.
- A record of improving team performance through structured coaching, performance management, and disciplined operating rhythms-not solely through individual deal intervention.
- Deep experience navigating complex sales cycles involving multiple business and technical stakeholders, executive buyers, procurement, legal teams, and sophisticated commercial negotiations.
- Strong deal-coaching skills, including the ability to assess qualification, identify decision criteria and risks, develop compelling business cases, and guide negotiations without taking ownership away from the seller.
- Demonstrated success building and maintaining healthy pipeline coverage through outbound prospecting, strategic account planning, and coordinated cross-functional campaigns.
- Strong command of pipeline management and forecasting, with a record of producing accurate, evidence-based forecasts and taking early action when performance is off track.
- Fluency with modern sales tools such as Salesforce, Gong, and Apollo, with the ability to use activity, pipeline, and conversion data to strengthen coaching and decision-making.
- Executive presence and strong communication skills, with the ability to influence senior customer stakeholders and collaborate effectively across internal functions.
- A strategic and analytical mindset paired with a willingness to remain close to the details of team execution.
- Proven ability to lead through change, maintain trust, and create a culture that balances high standards with meaningful coaching and development.
What's in it for you:
- Hybrid work arrangements and competitive paid time off programs.
- Comprehensive commercial medical insurance coverage to meet all your healthcare needs.
- Competitive compensation with corporate bonus program & uncapped commission for quota-carrying Sales
- A creative, innovative, and global working environment in the creative and software technology industry
- Highly engaged Events Committee to keep work enjoyable.
- Reward & Recognition Programs (including President's Club for all functions)
- Professional onboarding program, including robust targeted training for Sales function
- Development and advancement opportunities (high internal mobility across organization)
- Retirement planning options to save for your future, and so much more!
The US pay range for this position is $140.000.00 - $160,000.00 annual base salary for external candidates with the appropriate level of experience. Commissions will also be offered as part of this role. The final annual base salary offered will be based on location and experience level, and could be less for internal applicants depending upon experience. The job application window for this role is 30 days from the posting date.
