3+ years of experience managing quota-carrying Account Executives
Proven track record as a quota-carrying AE before transitioning to management
Experience leading teams through complex, multi-stakeholder sales cycles
Strong background in building an outbound sales culture
Knowledgeable in channel and partner-led selling
Experience hiring and ramping Account Executives effectively
Responsibilities
Build and develop a new team of five Account Executives
Set clear outbound standards and hold the team accountable
Partner with marketing for effective lead generation
Coach the team on selling through partners
Join calls to shape deal strategy and support AEs
Conduct impactful pipeline and forecast reviews
Engage directly with customers and partners, including travel up to 60%
Benefits
Meaningful early stage equity
Comprehensive medical, dental, and vision plans with minimal cost for employees and dependents
Company-paid short- and long-term disability plans
Company-paid life insurance
401K with 4% employer match
Full Job Description
We're looking for a Sr. Sales Manager to build and lead a team that wins net new business.
This is a builder's role. You will hire and lead a brand new team of five Account Executives selling to companies with up to $500M in revenue across manufacturing, retail, and construction. You will report directly to our CEO and work from our San Francisco office, side by side with our product and marketing teams. You will not carry your own quota, because your team's success is your success. Our reporting and sales infrastructure are already in place, so your job is not to figure out how to present the numbers. It is to build a team and get it winning. Your assignment.
Build and develop your team
Hire five Account Executives who meet a high bar for judgment, drive, and learning speed, and decide whether each seat sits with you in San Francisco or in their territory
Ramp new AEs quickly with clear territory plans, weekly coaching, and a shared standard for what good looks like
Build a team where at least 80% of your AEs hit quota, quarter after quarter
Make net new pipeline the engine
Set outbound standards and hold your team to them. We do not have an SDR team, so pipeline starts with your AEs.
Partner with marketing on lead generation and outreach cadences so every campaign turns into real conversations
Coach your team to sell with and through partners. We are 100% channel fulfilled, so every deal, including the ones your team sources, closes with an approved partner.
Get in the deals
Join calls, shape deal strategy, and help your AEs lead 3 to 6 month, multi-stakeholder cycles to signature
Run pipeline and forecast reviews that change what happens next, not just what gets reported
Spend real time in front of customers and partners, and work the trade show floor with your team (travel up to 60%)
Who you are.
You are a hands-on builder of sales teams.
You likely:
Have 3+ years of experience directly managing quota-carrying Account Executives
Built your own track record as a quota-carrying AE before moving into management, and can still run a deal yourself
Have led teams through complex, multi-stakeholder sales cycles at a startup or high-growth company
Have built a strong outbound culture and held a team accountable to it
Understand channel and partner-led selling well enough to coach it
Have hired and ramped Account Executives, and know what a great hire looks like before day one
And, you might be an especially strong candidate if you:
Have sold, or led teams selling, software into retail, manufacturing, or construction companies
Have built a sales team from the ground up
Have led a team in a fully channel-fulfilled sales model
This role may be a strong fit if you:
Would rather be on a call with your AE than in a dashboard
Get energy from hiring people and watching them grow
Treat outbound as a discipline, not a chore
Want to be in front of customers and partners, not behind a desk
Measure your own success by your team's results
This role is likely not a fit if you:
Want to carry your own number and close deals yourself
Are looking to inherit an established team or an inbound engine
Prefer to manage through reports rather than in the deals
Are not able to travel up to 60% of the time
Are not interested in working with and through partners
Compensation and benefits highlights.
Target Annual On-Target Earnings: $300,000 - $320,000 in the San Francisco Bay Area, at a 50/50 base/variable split. Variable compensation is tied to team quota attainment. The offered salary will depend on the offered candidate's demonstrated skills and competencies for the role.
Meaningful early stage equity
Medical, dental and vision plan options with little-to-no cost for employees and dependents
Company paid short- and long-term disability plans
Company paid life insurance
401K with 4% Employer Match
Come build the category-defining Physical World AI Platform with us!
