Sales Manager, Commercial
About the Role
You will lead and scale an initial pod of Account Executives, acting as a hands-on manager and player-coach. You will maintain an active pipeline, run weekly pipeline reviews and deal strategy sessions, recruit and onboard new AEs, and provide continuous coaching on discovery, qualification, and value-based selling. You will oversee full-funnel execution from prospecting to close, forecast through Salesforce, and identify usage or process bottlenecks. You will partner cross-functionally with Product, Marketing, Solutions Engineering, RevOps, and Enablement to influence roadmap priorities, align campaigns and onboarding, and optimize territory and lead routing. You will codify best practices, reinforce trainings, and build repeatable operating cadences that drive consistent quota performance.
Requirements
- 5–7+ years of B2B SaaS/PaaS/IaaS sales experience
- 2+ years managing Account Executives
- Proven track record managing high-velocity teams and exceeding team quota targets
- Experience building operating cadences, enforcing process, and coaching reps on discovery and qualification
- Experience hiring, onboarding, and scaling teams in fast-growth environments
- Fluency in data-driven pipeline management, Salesforce, and forecast mechanics
- Ability to work cross-functionally and influence product, engineering, and marketing stakeholders
- Strong communication and executive presence; able to speak about technical products and developer infrastructure
- Comfort working in entrepreneurial, ambiguous, fast-paced environments
Responsibilities
- Manage, mentor, and motivate a team of Account Executives
- Act as a player-coach and maintain an active sales pipeline
- Lead weekly pipeline reviews, deal strategy sessions, and performance check-ins
- Recruit, onboard, and train new Account Executives
- Provide ongoing coaching on sales methodology, objection handling, and value-based selling
- Oversee full-funnel execution across prospecting, qualification, trials, activation, pricing, negotiation, and close
- Forecast through Salesforce and maintain structured pipeline management
- Identify usage trends or bottlenecks and partner with RevOps and Enablement to resolve them
- Collaborate with Product, Marketing, Solutions Engineering, and RevOps to align customer journey and processes
- Codify best practices and reinforce trainings to continuously level up rep execution
Benefits
- Medical Dental and Vision
- Gym Reimbursement
- Home Office Build-out Budget
- In-Office Group Meals
- Commuter Benefits
- Flexible Time Off
- Wellbeing and Mental Health Perks
- Learning and Development Stipend
- Company Sponsored Conferences and Events
- HSA and FSA Plans
- Fertility Benefits