Sales Manager, B2B

TripSpark Technologies

7d•Remote

About The Position

This role leads our Back-to-Base team, responsible for growing revenue within our existing customer base. It is a management position reporting to the Director of Sales, with direct reports. The role involves owning a Back-to-Base bookings portfolio, coaching the team, and leading campaigns for new product adoption and account expansion. This position is considered a successor track to the Director of Sales role. The team utilizes AI as a strategic partner for pipeline analysis, forecasting, call reviews, account research, and market intelligence through an AI workspace called Claude Code. The ideal candidate will already be working in this manner.

Requirements

8+ years in B2B software or SaaS sales.
3+ years managing direct reports.
Proven track record of growing an installed base (renewals, expansion, cross-sell), not solely new-logo acquisition.
Proficiency in pipeline management, forecasting, and quota accountability.
Demonstrated use of AI in daily work.
5+ years of experience using CRM tools, with specific experience in Salesforce preferred.

Nice To Haves

Hands-on experience with agentic AI tools like Claude Code, or experience with other agentic AI tools.
A habit of quickly adopting new tools.
Experience in public-sector or enterprise sales.
Comfort with RFP-driven procurement.
Transit or mobility-technology experience.

Responsibilities

Own the Back-to-Base portfolio, including renewals, upsell, cross-sell, and expansion into new departments and sites, with a primary focus on forecast accuracy.
Manage and coach a team of account managers, setting standards, developing individuals, and ensuring accountability.
Lead campaigns to introduce existing customers to new products and drive associated expansion.
Develop account plans and segmentation strategies to guide the team's focus on the right accounts in the correct order.
Handle significant deals, including pricing, negotiation, and executive-level conversations, while maintaining honest close plans.
Utilize the AI workspace daily for pipeline management, forecasting, and call reviews, and coach the team to adopt these AI-driven sales practices.
Collaborate with Product, Marketing, and Professional Services to ensure alignment between sales offerings and service delivery.
Provide feedback from the installed base to Product and Pricing teams.