Job Title:
Sales Manager
Summary
This position is responsible for leading, coaching, and scaling the Sales Development (SDR) and Business Development Manager (BDM) teams to drive growth, new client inflow, and increase revenue. This role owns sales execution, activity adherence, and performance management, ensuring that pro-active, outbound efforts towards potential ICP clients are converted into quality opportunities and long-term client relationships.
Working closely with leadership, Marketing, Recruiting, and Account Management, the Sales Manager ensures alignment between sales strategy, daily execution, and company growth.
Responsibilities
- Lead and manage the SDR and BDM teams, setting clear expectations, goals, and performance standards.
- Consider company growth goals and determine required sales plans, quotas, and activity metrics.
- Ensure consistent execution of sales methodology, messaging, and value proposition.
- Set daily, weekly, and monthly activity standards (ex: calls, emails, visits) for applicable team SDR and BDM team members.
- Coach teams on call structure, handling and overcoming objections, discovery, qualification, and next steps.
- Travel with BDM teams to ensure competency, training and, when necessary, help close new ICP opportunities.
- Work with Marketing Manager to ensure lead flow, CRM campaigns, and establish sales strategy for trade shows.
- Lead BDMs in converting qualified opportunities into new client wins.
- Coach BDMs on discovery, sales methodology, pricing strategy, and closing.
- Set and review pipelines, to make appropriate forecasts and monitor deal progression.
- Conduct call reviews, role-playing, and skills-based coaching when necessary to ensure team meets required skillsets.
- Identify performance gaps, implementing performance improvement plans when necessary.
- Establish, track and report on KPIs that drive needed growth.
- Conduct regular 1-on-1’ with SDR and BDM teams, to provide performance updates and check-ins.
- Establish and monitor team status needs and manage vetting, hiring and training program for new team members.
- Use HubSpot CRM and other dashboards to track results and provide coaching and accountability to teams.
Required Skills and Qualifications
- 5+ years of sales experience, with 2+ years in a sales leadership or management role.
- Proven success managing SDRs and/or BDMs in a Business-to-Business environment.
- Experience in staffing, recruiting, professional services, or Business-to-Business sales.
- Demonstrated ability to build, coach, and scale high-performing sales teams.
- Strong coaching and people-development skills.
- Data-driven mindset with comfort using CRM systems and dashboards.
- Excellent communication, presentation, and leadership presence.
- Ability to balance strategy with hands-on execution.
- High accountability, organization, and follow-through.