SA30M1 Manager Mid-Enterprise Accounts (Inside Sales)

CAS•Columbus, OH

1d•Onsite

About The Position

CAS is seeking a Manager, Mid-Enterprise Accounts to lead the team responsible for commercial accounts with an annual contract value (ACV) of $50,000 or less. The team manages a unified book of business, covering upsell and expansion as well as renewals, quoting, pricing, and account administration. The manager owns the coverage model, processes, and day-to-day team performance. This is a first-line people-leadership role, not an individual-contributor sales role. The manager leads a fully virtual team of three Virtual Sales Representatives and one Sales Specialist. The role initially owns direct upsell and renewal coverage in North America and the United Kingdom, and designs and pilots a contract-facilitation model for the broader EMEA region in partnership with regional sales leadership. The manager also has budget responsibility for the team's tools and systems. The position is based at CAS headquarters in Columbus, Ohio, with a fully virtual team and travel expected to be less than 15%. It is classified as exempt under the Fair Labor Standards Act. Success is measured by reduced account load on the field, lower cost-to-serve for the segment, and sustained improvement in average selling price and renewal rate. The role does not own strategic or key/named accounts above the $50,000 ACV threshold, enterprise-level pricing strategy, or current new-logo acquisition for the mid-enterprise segment.

Requirements

Bachelor's degree (four-year) required.
At least 2 years of direct management experience leading a virtual or remote sales team.
Experience running a team accountable for both upsell or expansion motions and renewals or quoting within one book of business.
Track record of building structured, repeatable sales processes, pricing discipline, quoting cadence, and CRM hygiene across a distributed team.
Ability to operate in a fully remote, metrics-driven leadership model.
Strong command of CRM and sales-operations tooling.

Nice To Haves

Formal business training, such as an MBA or equivalent.
Experience managing an inside-sales, renewals, or high-volume/lower-ACV coverage model.
Salesforce.com experience.
Experience or demonstrated ability to scale coverage into international markets, including the UK and EMEA.

Responsibilities

Lead, coach, and performance-manage a fully virtual team of Virtual Sales Representatives covering North America and the UK, and a Sales Specialist responsible for renewals and quoting across the full book.
Hire and onboard team members as coverage expands into broader EMEA, and develop a repeatable ramp process for remote, metrics-driven sales roles.
Establish a high-velocity, high-volume performance culture appropriate to a low-touch segment.
Own the coverage rule for commercial accounts at or below $50,000 ACV and maintain a documented exception process for accounts that should remain with or return to the field.
Direct the Virtual Sales Representatives' renewal and upsell motion, including structured pricing on new orders to protect average selling price.
Build and maintain tooling and automated prospecting and nurture workflows that enable high-volume account coverage without proportional headcount growth.
Own direct upsell and renewal coverage for North America and the United Kingdom.
Design and pilot a contract-facilitation model for the rest of EMEA with EMEA regional sales leadership.
Recommend sequencing and headcount as EMEA coverage expands, based on account volume and market complexity.
Own and report core team metrics, including upsell ACV, average selling price, renewal rate, and contracts under management.
Report team performance and account-load trends regularly to Commercial Operations leadership.
Track segment cost-to-serve and identify when volume or complexity warrants additional headcount or tooling investment.
Partner with Regional Sales leadership to manage account transitions between mid-enterprise coverage and the field, including when growing accounts graduate back to a Regional Sales representative.
Partner with the Technology & Data Foundation team on the CRM and automation the team uses.
Partner with Commercial Enablement on onboarding and AI-enabled workflows for a virtual, high-volume sales motion.