Manager, Sales - Mid Market, Farmer (East Coast)

NAVEX•Charlotte, NC

16h•Remote

About The Position

As our Sales Manager, you will directly influence our ability and your team’s ability to continue making a positive impact in the world by offering our products and services! You will be responsible for one of our regional sales teams and demonstrate strong leadership skills, rigorous management of activities, and accountability for plan achievement. As a member of the sales management team, you will lead a team of east coast based Mid-Market Account Executives responsible for driving new revenue through cross-sell and upsell opportunities within our existing customer base. You will also develop and implement a strategic business plan and direct sales forecasting activities.

Requirements

5+ years of relevant sales experience
5+ years of relevant sales leadership experience in the software industry
Strong business management skills and a track record of understanding a sales consulting methodology, such as strategic selling, Miller Heiman, Solution Selling, SPIN or Challenger
Significant experience with one or more vertical industry markets and experience in positioning products and services to match customer needs
The ability to manage multiple projects with tight deadlines simultaneously
Proficiency with CRM usage (Salesforce.com a plus)
Strong leadership and consensus building skills to influence others based on your credibility and shared respect and strategic planning experience
Quantitative analytical skills, including pipeline management and forecasting
A proven track record in developing and leading successful sales teams, including managing underperformance and strong quantitative analytical skills for pipeline management and forecasting
Excellent verbal and written communication skills, presentations skills and a commitment to collaborate with a variety of people
Culture Agility. Comfort working in a fast-paced, candid environment that values innovation, healthy debate, and follow-through
AI Readiness. Curiosity and willingness to use AI and emerging technologies to elevate your work and deliver smarter outcomes
Fuel performance and outcomes. Leverage your job competencies and champion NAVEX’s core values

Responsibilities

Lead team performance by managing the pipeline rigorously, ensuring quality, coverage, and forecast accuracy
Drive consistency by ensuring adoption of sales processes, methodologies, and tools
Coach AEs to improve deal qualification, pursuit planning, and objection management
Support key deals by guiding strategic negotiation and deal execution
Use data and inspection to identify gaps and improve team effectiveness
Develop talent through ongoing coaching, feedback, and performance management
Align team execution to broader business strategy and market needs