Sales Manager

Who you are

• 5+ years experience in a related role - enterprise technology or similar complex solution sales
• 2+ years of progressive sales management experience - preferably in software or technology organizations
• Undergraduate Degree or equivalent combination of knowledge and related career experience
• Understanding of the Software as a Service (SaaS) business model
• Proven sales track record of achieving (and exceeding) sales quota targets in the field selling Governance, Risk & Compliance (GRC) software solutions
• Ability to provide deal support and guidance to GRC Solution Sales Executives
• Ability to manage and coach a diverse team of sales professionals
• Exceptional communication skills and business acumen
• Executive presence with the ability to communicate at the most senior level
• Ability to identify and understand the power of influencers versus buyers and how to navigate the nuances of each during the sales cycle
• Ability to lead your team to manage multiple complex sales cycles simultaneously
• Ability to negotiate pricing with a focus on retaining value
• Reliable internet access required for any period of time working remotely and not in a Workiva office

What the job involves

• The Sales Manager - Governance, Risk & Compliance (GRC) delivers sales results on predetermined growth revenue targets through leadership and management of a team of GRC Solution Sales Executives. Utilizing their influence, the Sales Manager performs a strategic leadership role by directing sellers to identify and execute on winning opportunities, proper and timely follow up and delivering an excellent experience to customers
• As the forefront leader who interacts with customers, the Sales Manager is always prominent and must exhibit a level of excellence by communicating with confidence to influence outcomes both internally and externally
• Develop personalized coach plans and provide regular coaching sessions with each team member to discuss performance and provide feedback on areas for improvement
• Mentor and encourage a growth mindset amongst the team
• Identify and recruit top-performing sales talent and manage performance and disciplinary challenges
• Assess and set account territory priorities for the team
• Develop and maintain accurate sales forecasts and regularly review and adjust sales plans and forecasts
• Use data to monitor performance and identify trends or areas for improvement
• Develop sales strategies and tactics that align with company goals and customer needs
• Observe, assess and monitor seller outreach, deal pipeline and deal quality
• Build strong relationships with internal peer teams and leadership to drive strong cross-organization success
• Build relationships with external customers, prospects and partners, to support the go-to-market strategy
• Encourage cross-functional collaboration to ensure the sales team has the support and resources they need to succeed
• Foster a culture of teamwork and collaboration within the sales team to promote knowledge sharing and best practices
• Encourage feedback and open communication to ensure all team members feel heard and valued, and to address any issues or concerns