What You'll do

We are seeking a highly motivated and experienced front line sales manager to lead a team of Account Executives (AEs), focusing on net new logo acquisition and expansion for both commercial and enterprise sales for the West region. The ideal candidate will be adept at coaching, driving strategy, and collaborating cross-functionally to ensure the team meets and exceeds revenue targets. This role demands strong leadership, operational excellence, and a commitment to fostering professional growth within the team.

Responsibilities

• Leads a team of AE’s to meet or exceed their quotas on a quarterly basis
• Coaches AE’s on sales methodology, prospecting, deal strategy, quoting, negotiation, objection handling, forecasting, etc.
• Drives team to maintain and enhance operational rigor and efficiency in relation to pipeline management, stage progression and forecasting
• Owns forecasting and reports out to executive leadership on performance, trends and insights on a regular cadence 
• Partners with marketing, channel partners, sales engineers and sales leadership to define our overall GTM strategy in a given territory or region to drive revenue growth
• Partners with sales and people team leadership to define career pathways for internal mobility 
• Utilizes data to identify opportunities for improvement in process & execution; designs and implements solutions that drive greater productivity
• Drives operational excellence throughout the organization via implementation of best practices (e.g., scalable, repeatable programs and processes).

Qualifications

Sales Team Management: Proven ability to lead sales teams to consistently meet and exceed targets within the commercial and enterprise sales space.

Strong Business Acumen: Serve as a trusted resource for sales analytics and provide accurate forecasting data to sales leadership. Experience navigating complex sales cycles with IT, security, and risk management stakeholders is preferred.

Industry Knowledge & Technical Acumen: Proven experience selling B2B SaaS solutions. Selling solutions in any the following areas is preferred: cyber, security ops & threat intelligence, compliance & risk management, network & endpoint security, identity & access management, or data protection and recovery. An awareness and understanding of industry challenges, regulatory considerations, and the competitive landscape are important. 

Operational Excellence: Proven experience in driving process improvements and implementing best practices throughout the salescycle.

Cross-Functional Leadership: Ability to coordinate cross-functional team members to close revenue-generating opportunities effectively.

Relationship Building: Strong network and relationships with key prospect stakeholders and decision-makers.

Coaching and Development Expertise: Demonstrated success in guiding teams’ professional growth and fostering skill development.

Analytical and Strategic Mindset: Utilize data to drive decisions and adapt strategies for continuous improvement.