Commercial Sales Manager
About The Position
Second Front Systems is seeking a mission-driven, operationally disciplined, team-building Commercial Sales Manager to strengthen and scale its commercial sales organization in the defense and govtech sectors. The role leads a pod of Account Executives selling 2F Game Warden, with responsibility for quota attainment, pipeline generation, and closed-won revenue in complex, multi-stakeholder technical sales cycles involving software companies seeking DoW and FedRAMP authorization. The manager will build and reinforce a repeatable sales process, coach Account Executives on BANT and MEDDPICC, recruit and ramp talent, and establish forecasting and deal-review practices. They will participate in strategic deals and guide representatives through procurement, security, and negotiation cycles, while helping technical and executive buyers understand how 2F products accelerate DoW Impact Level and FedRAMP accreditation. Working closely with the VP of Commercial Sales and teams including solutions engineering, marketing, business development, legal, and revenue operations, the manager will also develop an ecosystem-first sales motion with cloud and channel partners such as AWS, Azure, Google Cloud, and Carahsoft. Candidates must reside in the approved hiring hubs of DC/Maryland/Virginia or Denver/Colorado Springs, Colorado. The role is full-time, with flexible remote work opportunities and travel for customer meetings, team time, and industry events.
Requirements
- At least 5 years of B2B SaaS or software sales experience, including at least 2 years as a front-line manager leading quota-carrying Account Executives.
- Track record of leading teams that consistently met or exceeded quota.
- Experience building sales processes at scale, including forecasting cadence, pipeline inspection, sales methodology, and playbooks.
- Proven record of recruiting, hiring, and ramping Account Executives.
- Background closing complex, multi-stakeholder technical deals.
- Existing relationships and fluency within the defense tech, govtech, or national security ecosystem.
- Direct and compassionate coaching style.
- Comfort operating in a fast-moving environment with long, technical sales cycles.
- Salesforce fluency.
- Willingness to travel for customer meetings, team time, and industry events.
- Must reside in one of the approved hiring hubs: DC/Maryland/Virginia or Denver/Colorado Springs, Colorado.
Responsibilities
- Lead, coach, and develop a pod of Account Executives selling 2F Game Warden, with ownership of quota attainment, pipeline generation, and closed-won revenue.
- Recruit, hire, and ramp Account Executive talent through a repeatable hiring and onboarding process, partnering with Talent to accelerate new representatives’ progress to their first deal.
- Establish and maintain weekly pipeline reviews, deal inspections, one-on-ones, and forecast calls to support accountability and predictable results.
- Reinforce BANT and MEDDPICC across discovery, qualification, technical validation, and closing.
- Maintain an accurate Salesforce forecast and communicate commit, upside, and risk to sales leadership.
- Join strategic deals, help representatives navigate multi-stakeholder procurement and security cycles, and participate in negotiations when helpful to deal progression.
- Coach representatives to explain how 2F Game Warden and the 2F suite accelerate DoW Impact Level and FedRAMP accreditation for technical and executive decision-makers.
- Partner with solutions engineering, marketing, business development, legal, and revenue operations to streamline deal progression.
- Develop an ecosystem-first sales motion with cloud and channel partners, including AWS, Azure, Google Cloud, and Carahsoft, to source and close deals.
Benefits
- Competitive salary.
- 100% employer-paid medical, dental, and vision coverage for the employee and dependents.
- 401(k) with a 3% company contribution.
- Wellness benefits, including a One Medical membership, mental health resources, and family planning support.
- Equity incentive plan and potential eligibility for equity awards.
- New-hire technology and home office stipend.
- Annual professional development stipend.
- Flexible paid time off and all federal holidays.
- Generous parental leave.
- Flexible remote work opportunities.
- Employee referral bonus program.
- Potential eligibility for discretionary bonuses.
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Education Level
No Education Listed
