Sales Manager

Scope:

Sales leadership role responsible for driving revenue growth, developing sales strategy, and leading a high-performing software sales organization across North America. Oversees a team of Account Executives, Business Development Representatives, and Sales Support personnel while executing initiatives that expand market share, strengthen customer relationships, and accelerate pipeline growth. Partners cross-functionally with marketing, product, and implementation teams to optimize sales performance, improve operational execution, and support continued business expansion. Additionally, leads planning and execution of industry conferences and trade events to maximize brand exposure, customer engagement, and revenue generation.

Responsibilities:

• Lead, mentor, and develop a team of Account Executives, Business Development Representatives, and Sales Support personnel while fostering a high-performance, accountable sales culture.
• Drive attainment of revenue objectives through strategic pipeline management, territory planning, forecasting, and disciplined sales execution.
• Develop and implement sales strategies to expand market share across North America while identifying new business opportunities within targeted industries.
• Establish sales performance metrics, monitor KPIs, conduct pipeline reviews, and coach team members to improve conversion rates and quota attainment.
• Recruit, onboard, train, and retain top-performing sales professionals while creating ongoing development plans.
• Partner with marketing to improve lead generation, campaign effectiveness, and overall funnel performance.
• Oversee business development initiatives, prospecting strategies, qualification processes, and outbound sales execution to increase pipeline velocity.
• Collaborate with product, implementation, and customer success teams to ensure seamless customer onboarding and successful project transitions.
• Manage pricing strategy, proposal approvals, and contract negotiations while protecting profitability and maximizing long-term customer value.
• Maintain accurate sales forecasting, CRM reporting, and executive-level performance visibility.
• Lead planning, budgeting, logistics, and execution of trade shows, conferences, and industry events to maximize lead generation and return on investment.
• Coordinate event staffing, messaging, demonstrations, and post-event follow-up activities to convert opportunities into revenue.
• Analyze market trends, competitive activity, and customer feedback to support strategic planning and continuous improvement.

Qualifications:

• Bachelor's degree in Business, Marketing, Information Systems, or related field preferred.
• 7+ years of progressive B2B software sales experience with at least 3 years in sales leadership.
• Demonstrated success leading high-performing sales teams in complex software or technology environments.
• Experience selling enterprise software, ERP solutions, or other complex business applications.
• Strong understanding of subscription-based (SaaS) and traditional software licensing business models.
• Proven ability to develop sales strategy, drive revenue growth, and consistently achieve or exceed sales objectives.
• Experience managing sales forecasting, pipeline development, CRM systems, and performance reporting.
• Strong coaching, leadership, and talent development skills.
• Experience working with cross-functional teams including marketing, implementation, and product management.
• Previous responsibility for planning and executing trade shows, conferences, or customer events preferred.
• Experience selling into distribution, logistics, manufacturing, wholesale, or other complex B2B industries preferred.
• Excellent communication, presentation, negotiation, and executive relationship management skills.
• Ability to travel throughout the United States and Canada as business needs require.