Commercial Sales Manager

Deque Systems Inc • Ann Arbor, MI

4h • Remote

About The Position

People come to work for Deque because of what we do: enable businesses and organizations to make their sites and apps accessible to everyone, including people with disabilities. The personal fulfillment employees feel here is unparalleled. In addition to the altruistic nature of our jobs, the organizational structure is extremely flat and welcoming. Women-owned and operated, Deque CEO Preety Kumar is internationally revered for her down-to-earth personality and work ethic. Deque's core values are central to our culture of customer satisfaction. Deque's core values are: Innovation with results that matter, Deliver what you promise, Can-do attitude, Open, direct & respectful communications, We care deeply, We practice humility. At Deque, you’ll work with the best and brightest minds in the industry, sharing best practices, tackling new issues and uncovering new approaches. Accessibility Consultants at Deque also love their jobs because of the support systems in place. Deque experts regularly contribute to W3C Accessibility Working Groups and collectively hold more CPACC, WAS, & CPWA certifications issued by the IAAP than any accessibility testing company in the world. You are the leader responsible for maximizing New Logo Velocity and scalability within the Commercial/Mid-Market segment. Your primary objective is to manage, coach, and enable a team of PAEs to consistently execute a high-volume New Logo Acquisition model. Your focus is on maximizing the Hunter Mentality and building repeatable processes to drive initial land deals and immediate, rapid Expansion. Deque (pronounced dee-cue) is a web accessibility software and services company, and our mission is Digital Equality. We believe everyone, regardless of their ability, should have equal access to the information, services, applications, and everything else on the web. We work with enterprise-level businesses and organizations to ensure that their sites and mobile apps are accessible. With over 475,000 extensions installed and over 5,000 audit projects completed, Deque is the industry standard. Join our growing family as we work to make the web a better place for everyone.

Requirements

• At least two years of sales management experience leading teams focused on the Commercial or Mid-Market segment.
• Experience managing reps through high-volume, repeatable sales cycles with deal sizes ranging from five to low six figures.
• Direct, front-line sales experience in a high-velocity SaaS environment is required.
• Deep understanding of a formal sales methodology (e.g., Challenger, MEDDPIC) and the ability to teach/coach it effectively.
• College degree (BA/BS) or equivalent.

Nice To Haves

• Strong technical aptitude for SaaS solutions, with a background in digital compliance, DevOps, or adjacent markets being a plus.

Responsibilities

• Manage a team of Commercial Account Executives to ensure consistent collective achievement of the sales quota, with a heavy emphasis on New Logo revenue and maximizing deal velocity.
• Implement and reinforce core sales methodologies adapted for the mid-market, focusing specifically on effective prospecting, cold outreach, and new logo discovery.
• Own the enforcement of sales execution for a high-volume motion, including rigorous, weekly pipeline inspection to ensure 4x coverage is met for new logo opportunities.
• Support PAEs in structuring opportunities, focusing on rapid alignment for the initial land deal and coaching on how to quickly secure an immediate expansion opportunity post-sale.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Number of Employees: 101-250 employees