Commercial Sales Manager
About The Position
Reco is hiring a player-coach to build and lead its Commercial sales team in Dallas. The role manages Commercial Account Executives and the Enterprise BDR team, and reports to the SVP, Americas Sales. The AEs sell Reco’s AI agent security platform to security and IT teams at companies with up to 2,500 employees. The manager owns team pipeline, forecasting, and quota attainment, and coaches AEs to run disciplined, multi-threaded sales cycles against established SaaS security vendors and AI security startups. The role is in person three days per week at Reco’s Dallas office. It includes coaching and developing the sales team, setting BDR goals, managing pipeline and forecasting, partnering across Marketing, Sales Engineering, Customer Success, Product, and leadership, and building and refining the Commercial sales playbook.
Requirements
- At least 2 years managing quota-carrying Commercial or Mid-Market AEs at a cybersecurity company, with a record of exceeding team quota.
- At least 5 years of closing experience selling complex software to security, IT, or GRC buyers.
- Experience with a modern sales methodology such as MEDDPICC, Challenger, or Command of the Message, and a habit of coaching to it.
- Strong forecasting and pipeline management skills.
- Fluency with Salesforce or HubSpot and sales tools such as Gong and Clay.
- A proven record of hiring, onboarding, and retaining top AEs.
Nice To Haves
- Direct experience selling SSPM, identity security, cloud security, data security, or AI security products.
- Experience in a high-growth, venture-backed company, ideally scaling a team from a small base.
- Existing relationships in the Texas security and IT community, or with channel partners and MSSPs.
- Experience selling through AWS Marketplace or co-selling with cloud and channel partners.
Responsibilities
- Lead, coach, and develop Commercial AEs and the Enterprise BDR team through weekly one-on-ones, deal reviews, and call coaching tied to a clear sales methodology.
- Set activity, meeting, and pipeline-generation goals for the Enterprise BDR team, and coach BDRs on outbound prospecting, messaging, and qualification.
- Create a clean BDR-to-AE handoff with clear qualification criteria and shared pipeline reviews.
- Own team quota attainment, pipeline coverage, and forecast accuracy, and report results to executive leadership.
- Run a weekly pipeline cadence that reviews new pipeline, stage progression, next steps, and close plans.
- Partner with Marketing on territory plans, outbound campaigns, Dallas and Texas market events, and channel- and partner-sourced pipeline.
- Work with Sales Engineering and Customer Success on proof-of-value motions that demonstrate results in days.
- Join AEs on key calls and help close strategic, multi-threaded sales to CISOs, security architects, IT leaders, and procurement.
- Hire, onboard, and ramp new AEs, and build a culture of accountability, curiosity, and wins.
- Build and refine the Commercial playbook, including discovery, competitive positioning, objection handling, pricing and packaging, and negotiation.
- Maintain clean CRM data and use it to identify coaching opportunities and risks early.
- Share customer and competitive insights with Product and leadership to shape the roadmap and messaging on SaaS security and AI agent governance.
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Education Level
No Education Listed
