Job brief
We are seeking a results-oriented Sales Manager to lead our high-growth sales department and play a pivotal role in scaling our revenue engine. You will take ownership of the full sales lifecycle, from refining our lead generation tactics to closing strategic partnerships that drive our company’s market expansion. If you are a natural leader with a proven track record of exceeding quotas and a passion for building high-performing, customer-centric sales teams, we want to hear from you. This is an opportunity to directly impact our bottom line while shaping the culture of our rapidly growing commercial organization.
Key highlights
- Develop and execute comprehensive regional or product-specific sales strategies to achieve aggressive quarterly and annual revenue targets.
- Manage, coach, and mentor a team of Sales Representatives, providing constructive feedback on pitch performance and negotiation techniques.
- Analyze sales pipeline data within Salesforce to identify trends, forecast revenue accurately, and proactively address potential deal risks.
- Lead high-value negotiations and participate in final-stage client presentations to secure long-term partnerships and enterprise agreements.
What is a Sales Manager?
A Sales Manager is a strategic leadership professional responsible for overseeing sales operations, scaling revenue, and coaching teams to exceed performance targets. By leveraging data-driven insights from CRM platforms like Salesforce or HubSpot, a Sales Manager architect sales strategies that penetrate new markets and expand existing account value. They serve as the critical bridge between company product innovation and client needs, ensuring that all sales activities align with long-term organizational profitability and market share growth.
What does a Sales Manager do?
On a daily basis, a Sales Manager analyzes pipeline health, conducts 1:1 performance coaching sessions with account executives, and participates in high-stakes negotiations to secure enterprise-level contracts. They monitor key performance indicators (KPIs) such as customer acquisition cost (CAC), conversion rates, and sales velocity to identify operational bottlenecks or growth opportunities. Additionally, they collaborate with Marketing and Product teams to align messaging with current market demands and utilize forecasting tools to provide accurate revenue projections to C-suite leadership.
Key responsibilities
- Develop and execute comprehensive regional or product-specific sales strategies to achieve aggressive quarterly and annual revenue targets.
- Manage, coach, and mentor a team of Sales Representatives, providing constructive feedback on pitch performance and negotiation techniques.
- Analyze sales pipeline data within Salesforce to identify trends, forecast revenue accurately, and proactively address potential deal risks.
- Lead high-value negotiations and participate in final-stage client presentations to secure long-term partnerships and enterprise agreements.
- Collaborate with the Marketing team to refine lead scoring models and ensure a consistent flow of high-quality MQLs and SQLs.
- Implement structured sales methodologies, such as MEDDIC or Challenger Sales, to increase win rates and shorten the average sales cycle.
- Review and approve complex sales proposals, quotations, and contracts to ensure alignment with company pricing and profitability margins.
- Represent the organization at key industry trade shows and conferences to build brand authority and generate new business leads.
Requirements and skills
- 5+ years of direct sales experience, with at least 2 years in a leadership role managing individual contributors.
- Expert-level proficiency in CRM software such as Salesforce, HubSpot, or Zoho, including report generation and dashboard management.
- Demonstrated ability to consistently meet or exceed annual revenue targets exceeding $2M+ in recurring or project-based sales.
- Strong grasp of B2B sales cycles, including prospecting, discovery, demoing, and contract negotiation for complex solutions.
- Bachelor’s degree in Business Administration, Marketing, or a related field; an MBA is considered a significant asset.
- Advanced analytical skills with the ability to interpret sales metrics, calculate ROI, and make data-backed operational adjustments.
- Professional certification such as Certified Sales Professional (CSP) or completion of a recognized Sales Management training program.
- Exceptional ability to synthesize technical product details into compelling value propositions for diverse stakeholder groups.
FAQs
What does a Sales Manager do on a daily basis?
A Sales Manager spends their time analyzing real-time sales data, coaching individual contributors on closing techniques, and managing high-stakes client communications. They actively review the sales pipeline for health and velocity, conduct team meetings to align on daily goals, and collaborate with other department heads to ensure the sales strategy effectively translates to market success.
What skills are required for a Sales Manager?
Success in this role requires a blend of hard skills like CRM management, revenue forecasting, and data analysis, alongside soft skills like emotional intelligence, conflict resolution, and high-level negotiation. A strong Sales Manager must also be a skilled coach, capable of identifying individual performance gaps and designing training paths to elevate their team's overall productivity.
Who does a Sales Manager typically report to?
A Sales Manager typically reports to a Director of Sales, VP of Sales, or Chief Revenue Officer (CRO). Depending on the company size, they often work horizontally with leaders from Marketing, Customer Success, and Product departments to ensure that customer feedback is utilized to refine the sales pitch and improve product-market fit.
Why is a Sales Manager essential for business growth?
The Sales Manager is the primary driver of top-line revenue; without their strategic oversight, sales teams often suffer from inconsistent lead pursuit and inefficient closing processes. By standardizing the sales process and holding the team accountable to KPIs, a Sales Manager ensures predictable growth, sustains customer retention, and helps the business scale successfully in competitive markets.