Sr Manager Sales | RetailThe Sr Manager, Sales leads an enterprise software sales team responsible for growing revenue, retaining customers, and expanding adoption across a large installed customer base in North America. This role sets the team's commercial direction, translates business trends and customer insight into territory strategy, and builds a repeatable operating rhythm for account planning, pipeline creation, forecasting, renewals, migrations, and expansion. The Sr Manager is accountable for an annual team quota and develops a high-performing team through coaching, clear performance expectations, talent development, and close partnership with Customer Success, Services, Product, Marketing, Finance, and Operations.
What you will be doing:- Lead, coach, and develop a sales team to achieve the annual operating plan, team quota, customer retention goals, and assigned performance indicators.
- Build and execute an install-base growth strategy that increases customer value through renewals, cross-sell, upsell, product adoption, migrations, and expansion into additional business units or subsidiaries.
- Own territory and account planning, including segmentation, whitespace analysis, executive engagement plans, opportunity prioritization, and coordinated action plans for at-risk customers.
- Establish a disciplined operating cadence for pipeline reviews, business reviews, forecast calls, deal strategy, and inspection of customer satisfaction, attrition, adoption, and migration metrics.
- Generate accurate monthly and quarterly forecasts; assess risk and upside, communicate assumptions clearly, and make timely adjustments to coverage, resources, and priorities.
- Coach direct reports through complex enterprise sales cycles, negotiations, pricing and concession decisions, executive presentations, escalations, and multi-stakeholder buying processes.
- Partner cross-functionally with Customer Success, Services, Product, Marketing, Finance, and Revenue Operations to remove barriers, improve the customer experience, and maximize recurring revenue.
- Hire, onboard, and manage talent; set expectations, conduct performance management, support development plans, and build a succession-ready team culture grounded in accountability, collaboration, and continuous improvement.
- Manage assigned budget responsibilities and ensure sales programs, customer engagements, and operational plans are executed effectively within company policies and available resources.
What you will likely bring:- Advanced knowledge of enterprise software and SaaS sales, including recurring-revenue economics, customer lifecycle management, install-base expansion, renewals, migrations, and adoption-led growth.
- Strong strategic and commercial judgment; able to translate customer needs, market trends, competitive intelligence, and business data into actionable account and territory plans.
- Demonstrated ability to lead complex negotiations involving pricing, concessions, terms and conditions, procurement, legal, security, finance, and executive stakeholders.
- Proficient in sales forecasting, CRM discipline, pipeline analytics, quota and KPI management, and using data to diagnose performance and allocate resources.
- Effective people leadership, executive communication, presentation, conflict resolution, and cross-functional influence skills; able to operate with ownership and agility in a changing environment.
What will set you apart:- 10+ years of progressive sales experience with demonstrated success in the software industry; SaaS experience required.
- 5+ years of experience managing and developing sales employees, including hiring, coaching, performance management, and team operating cadence.
- Experience leading an annual sales or bookings quota of at least $2M in a high-volume business; typical scope for this role is approximately $5M in SaaS bookings.
- 4+ years of specialized experience selling enterprise software to large, complex customers, with a track record of retention, expansion, and executive relationship management.
- Ability to travel up to 50% of the time within North America.
- Preferred: experience with enterprise resource planning, business applications, or other mission-critical software; experience leading teams through cloud migrations, modernization, or major customer transformation programs.
- Bachelor's degree or equivalent experience.
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Competitive Pay & Benefits - Health and Wellness: Comprehensive health and wellness benefits designed to support your overall well-being.
- Internal Mobility: Opportunities for mentorship, continuing education, and focused career goal setting, with 25% of positions filled internally.
- Career Development: Free LinkedIn Learning licenses for everyone, along with our Mentoring Program to boost your personal development.
- Inclusive Workplace: Collaborate with a diverse team in an inclusive, global workplace that fosters innovation and celebrates partnership.
- Work-Life Balance: Policies built on mutual trust and support, encouraging time off to rest, recharge, and reconnect.
- Global Mobility: Comprehensive support for international relocations and permanent residency processes.
Range:Minimum: $120,000 USD Maximum: $204,000 USD
The salary range provided reflects the national average for this job title and does not represent compensation specific to Epicor Software Corporation. Actual compensation will vary based on experience, qualifications, and market factors relevant to the position.
Recruiter:Kevin Towers
