Manager, Sales

Cision

About The Position

The Manager, Sales leads frontline sales execution and quota attainment within assigned segments, driving consistent Annual Recurring Revenue (ARR) outcomes through hands-on coaching, disciplined pipeline management, and accurate short-range forecasting. The position supports a global SaaS organization serving journalism, media, and communications markets. The role is described as responsible for leading quota-carrying sales representatives, managing team revenue delivery, and developing seller capability. However, the posting's Title Regulations Statement says the role is classified as an individual contributor position and that the title does not necessarily indicate people-management or supervisory responsibilities.

Requirements

Typical experience of 8 or more years in a related role or experience, including 2 or more years in management; actual experience may vary based on role complexity, geography, and internal development opportunities or a comparable mix of training, education, and experience.
Demonstrated experience leading quota-carrying sales professionals in a subscription-based or recurring-revenue environment.
Strong understanding of pipeline management, qualification standards, and individual-representative forecast methodology.
Proven ability to coach sales professionals in discovery, qualification, negotiation, and closing.
Ability to analyze performance metrics, pipeline data, and forecast trends to inform decisions and corrective actions.
Experience reinforcing structured sales methodologies and adherence to defined operating standards.
Strong communication and feedback skills, including the ability to hold individuals accountable while fostering development and engagement.
Ability to collaborate cross-functionally with Revenue Operations, Marketing, Solutions Consulting, and Customer Success partners.

Nice To Haves

First-level and/or advanced university degree.
Experience within a global SaaS organization serving journalism, media, communications, or data-driven industries.
Familiarity with enterprise CRM systems and structured sales enablement tools supporting qualification rigor and forecast accuracy.
Experience leading teams across Commercial, SMB, or similar high-volume sales environments.
Formal leadership development or sales management training experience.

Responsibilities

Lead a team of quota-carrying sales representatives, setting performance expectations and accountability for individual and team ARR attainment.
Own team-level revenue delivery and short-range forecast accuracy, with forecasts supported by qualification standards and documented next steps.
Drive pipeline generation, hygiene, and conversion practices, including daily inspection of opportunity quality, progression, and close confidence.
Coach sellers on discovery, qualification, deal strategy, objection handling, and close execution.
Enforce structured opportunity qualification and inspection methodologies and consistent use of systems of record.
Provide hands-on deal support and escalation guidance while maintaining seller ownership of outcomes.
Participate in hiring, onboarding, and ramp management.
Identify performance gaps and implement timely, structured corrective action plans.
Reinforce daily inspection, coaching discipline, and standards-based execution across the team.
Perform other duties and responsibilities as required to support business needs.