Pipeline & Revenue Leadership
- Lead the team toward its quota, building the pipeline coverage needed to get there.
- Help shape a clear, CRM-tracked sales funnel (qualification → proposal → technical validation/POC → close) suited to how B2B IT deals actually move.
- Work with Finance and Marketing to set sales targets and pricing guardrails that are realistic and grounded in data.
Team Development & Coaching
- Hire, coach, and grow a team of sales representatives through regular deal reviews and hands-on coaching.
- Build development plans with each rep and guide the team toward KPIs that are clear and easy to track.
- Help build a team culture where CRM data is something people trust and rely on.
Forecasting & CRM Ownership
- Deliver monthly sales forecasts using a consistent, documented approach, and refine that approach over time.
- Keep CRM data clean and current across the team with stage updates, deal aging, and reporting leadership can count on.
Client Retention & Growth
- Help protect and grow revenue in existing accounts through renewals, expansion, and account health check-ins.
- Partner with technical/pre-sales teams to keep proposals realistic and aligned with what we can deliver.
- Manage relevant vendor and channel partner relationships to support deals and margin.
Cross-Functional Collaboration
- Work with Marketing on campaigns, positioning, and lead generation aligned to the team's capacity.
- Coordinate with Finance on collections and AR follow-through for the team's accounts, staying engaged with clients through to payment.
KPI
- First 90 days: Complete a full CRM/pipeline audit, build coaching plans for each account manager, and run discovery with key accounts. You'll have room to ramp up before we look at full revenue numbers.
- Ongoing (from month 4): Team quota attainment, pipeline conversion rate by stage, forecast accuracy, and client retention/renewal rate are your core KPIs.
What We're Looking For
Required
- 5+ years in B2B sales, with at least 2+ years in a sales leadership/management role — IT, technology, or technical solutions sales strongly preferred.
- Track record of hitting or exceeding team sales targets, with real numbers you can walk us through.
- Hands-on CRM experience (HubSpot, Salesforce, Zoho, or similar)
- Experience coaching and developing a sales team, with examples of turning around underperformance.
- Bachelor's degree in Business, IT, Marketing, or equivalent professional experience.
Nice to Have
- Experience selling managed IT services, cloud, infrastructure, or enterprise software and solutions.
- Familiarity with vendor/channel partner programs.
- Background in forecasting methodology or sales operations.
