Sales Manager

📋 Description

• • Lead and mentor a team of Account Executives to consistently hit and exceed quarterly and annual sales quotas in a high-growth SaaS environment.
• • Directly contribute to pipeline growth by actively participating in outbound sales strategy development and execution, including prospecting, outreach, and deal acceleration.
• • Utilize Gong.io to analyze sales calls, provide actionable coaching feedback, and drive continuous improvement in team performance and conversion rates.
• • Collaborate closely with Marketing and Product teams to refine messaging, positioning, and outreach campaigns aligned with enterprise buyer needs.
• • Manage and forecast sales pipeline accurately using Salesforce and HubSpot, ensuring visibility and alignment across leadership and cross-functional stakeholders.
• • Close complex enterprise deals valued at $100K+ while providing guidance and support to Account Executives during multi-stakeholder negotiations.
• • Drive team expansion by leading the hiring process, onboarding new sales reps, and implementing performance development plans to scale the sales organization.
• • Maintain a hands-on role in sales execution, balancing leadership responsibilities with direct involvement in key account pursuits and strategic deals.
• • Operate within Eastern Time hours to ensure alignment with U.S.-based teams, customers, and internal stakeholders despite being based in Cape Town, South Africa.
• • Build scalable revenue systems by identifying bottlenecks in the sales process and implementing improvements to increase efficiency and predictability.
• • Serve as a key liaison between sales, marketing, and product to ensure customer feedback informs product development and go-to-market strategy.
• • Foster a high-performance culture by setting clear expectations, recognizing achievements, and addressing performance gaps with data-driven insights.
• • Maintain deep familiarity with enterprise SaaS sales cycles, including long sales cycles, multiple decision-makers, and complex procurement processes.
• • Stay current with industry trends in advertising technology and SaaS sales best practices to maintain competitive advantage and inform team strategy.
• • Represent the company professionally in client interactions, industry events, and internal meetings, reinforcing brand credibility and trust.
• • Ensure all sales activities comply with company policies, data privacy standards, and ethical sales practices.
• • Contribute to the development of sales playbooks, objection handling frameworks, and competitive battle cards to standardize and elevate team effectiveness.