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 team sells Reco’s AI agent security platform to security and IT teams at companies with up to 2,500 employees. The Commercial Sales Manager owns team pipeline, forecast and quota attainment; coaches AEs through disciplined, multi-threaded sales cycles; and helps close strategic deals. The role also builds and refines the Commercial sales playbook, partners across Marketing, Sales Engineering, Customer Success, Product and leadership, and hires and develops the team. The position is in-person three days per week at Reco’s Dallas office.
Requirements
- At least 2 years managing quota-carrying Commercial or Mid-Market AEs at a cybersecurity company, with a record of beating 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 Account Executives and the Enterprise BDR team through weekly 1:1s, 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.
- Establish clear qualification criteria and shared pipeline reviews to support clean handoffs from BDRs to AEs.
- Own team quota attainment, pipeline coverage and forecast accuracy, and report results clearly to executive leadership.
- Run a weekly pipeline cadence to inspect 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 designed to demonstrate results in days.
- Join AEs on key calls and help close strategic, multi-threaded deals with 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 covering 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 inform 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
