About The RoleSteer is building one of the fastest-growing GTM engines in automotive SaaS, and we're looking for a Sr. Sales Manager to lead from the front. This is a high-impact leadership role sitting at the intersection of pipeline generation and revenue conversion - you'll own both the BDR and AE motion, or come in strong on one side with a genuine hunger to master both.
This is a hands-on job. You'll be listening to calls, coaching in real time, running blitzes, and building a team that wants to get better every day. You know the math of sales, you coach off data, and you're interested in how AI tools can make your reps sharper and faster.
We measure success three ways: rooftops added, MRR grown, and the success of your reps.
This role is hybrid, 3 days per week in our Waltham, MA office, and reports to our Head of Sales.You Will:- Lead & Develop the Team: Hire, onboard, and develop strong BDR and AE talent. Build a culture of accountability, learning, and high performance. Track rep progression and create clear paths from BDR to AE.
- Coach With Data: Use activity metrics, conversion rates, connect rates, and pipeline data to pinpoint where each rep needs to improve. Run daily and weekly call reviews, role-plays, and live coaching sessions.
- Own the Full Funnel: Partner with BDRs on prospecting quality and handoffs, and with AEs on demo execution and close rates. Connect top-of-funnel activity to revenue outcomes.
- Build & Maintain the Playbook: Working with Sales Enablement, create and keep updating the Sales Playbook covering prospecting, cold calling, objection handling, and closing in our vertical.
- Use AI Tools: Bring AI into your team's workflow where it helps, whether that's call intelligence, outreach personalization, pipeline forecasting, or rep coaching.
- Operate Strategically: Work with Marketing, RevOps, and Sales Leadership to align the team with company priorities. Deliver accurate forecasts and performance data. Own monthly and quarterly pipeline targets.
You Have:Must Have- 3-5+ years in B2B SaaS sales, with at least 2+ years in a sales management role
- Experience managing BDRs, AEs, or both, or strong experience on one side and readiness to own the full funnel
- A player-coach mentality. You lead by example and will pick up the phone to show a rep how it's done
- A data-driven coaching approach. You know your conversion rates, activity benchmarks, and where each rep is winning or losing
- Strong communication. You give direct feedback with empathy and explain complex strategies clearly
- Comfort with ambiguity. You build process where none exists and don't wait to be told what to do next
- Familiarity with or interest in bringing AI tools into sales workflows
Nice to Have- Experience in automotive, SMB, or blue-collar verticals
- Track record of promoting BDRs into closing roles
- Experience with high-velocity, short-cycle sales motions (2-3 day deal cycles)
- Familiarity with HubSpot and Nooks
Interview Process- Initial Screen (Lead Recruiter) - 30 min
- Hiring Manager Interview (Sales Manager) - 45 min
- Career Journey/Problem Solving Exercise (Head of People) - 60 min
- Presentation (Sales Manager, Account Executive, CRO) - 60 min
- Reference Checks
*We also require completion of the Wonderlic Assessment before the end of the process. This is done independently and takes about 20-30min.
We Offer- Medical, Dental and Vision insurance within 30 days
- 100% employer-paid medical insurance
- Equity package
- Flexible PTO with 15 days minimum
- Generous Parental Leave
- FSA and HSA options
- 401(k)
- Learning Stipend
- WFH Equipment
- Chance to work with the latest technology
- A collaborative, high ownership culture
- Opportunities for development and career growth
