Manager, Sales

Job Description

The Manager, Sales has a proven track record of managing and leading payments and/or software sales teams. This role is responsible for developing, motivating and guiding a team dedicated to customer-sales opportunities within our existing customer base.   This role is crucial to our company’s growth strategy, focusing on maximizing customer lifetime value through tailored solutions and complementary product offerings.  Our ideal candidate will have a strong background in sales leadership, particularly in customer sales and up sales strategies, and a passion for driving customer success. This position will be exciting, challenging and require a deep understanding of SaaS related sales methodologies and processes. Experience in leading a sales team and multiple lead sources to accelerate operational efficiencies and sales outcomes will be critical. You will have the opportunity to utilize in-depth knowledge of sales tools, techniques and methodologies, as well as the customer experience and our ecosystem, to accelerate growth. By partnering effectively with stakeholders such as Marketing, Finance and Revenue Operations, you will advance key priorities, innovate improvements and inspire change.

 Responsibilities

• Lead, manage and coach a team of sales representatives focused on customer sales products and services to our current customer base.
• Develop and implement effective strategies to identify and pursue customer sales opportunities, aiming to increase product adoption and revenue per account. Align sales activities with overall sales goals and objectives.
• Establish clear revenue and performance targets for the customer sales team and ensure consistent achievement of these goals.
• Monitor customer sales performance metrics, analyze sales data, and report on team performance to senior leaderships leveraging insights for continuous improvement.
• Develop, Implement and refine customer sales and up-sale processes, ensuring alignment with customer needs and business objectives. 
• Work collaboratively with the Customer Success, Marketing, Sales, Enablement and Product teams to ensure alignment on upsell opportunities, improving customer satisfaction and understanding customer needs.  Provide feedback and insights to enhance customer sale opportunities. 
• Foster a positive, high-energy work environment that encourages continuous learning and improvement.
• Prepare and present regular performance reports to senior leadership. Use data-driven insights to make informed decisions and adjustments to strategy.
• Identify and implement best practices, tools, and processes to optimize efficiency and effectiveness within the customer sales team. 
• Actively use Salesforce, Tableau, Gong and Outreach, as well as dashboards and reports, to manage sales processes and set standards for performance metrics. Ensure the customer sales team is utilizing these platforms as required.
• Accurately forecasts sales results, provides regular updates to senior management, and maintains CRM data integrity.  
• Actively participates in hiring, onboarding and mentoring of new sales team members, fostering a high-performance culture.

Requirements

• 2+ years sales management / leadership experience in cloud or SaaS technology sales
• 2+ year in inbound/outbound sales with proven track record of success
• Ability to inspire, lead and motivate a team to exceed sales targets and grow professionally.
• Ability to develop and execute customer-sales strategies that align with company objectives and market conditions.
• Ability to build relationships with existing customers and deliver value-based solutions that drive customer success.
• Strong verbal and written communication skills, capable of presenting and negotiating with senior stakeholders. 
• Experience leveraging prospecting tools and platforms (lead generation, email, phone, video, data enrichment & cleansing, etc.)
• Ability to hire, onboard, and continuously train team members
• Ability to be flexible and adaptable to changing conditions at a fast-paced, growing company
• A commanding desire to succeed in sales leadership
• Passion to work in a fast-paced environment
• Team player attitude who also enjoys and thrives in healthy competition
• Self-motivation to learn fast and pivot as the business develops