Sales Manager - NA & EMEA

Advantive

39d

About The Position

The Sales Manager for Pepperi and Comsense is responsible for leading and owning bookings performance across North America and EMEA. This role carries full accountability for forecast accuracy, quota attainment, territory performance, and total bookings results across both new logo acquisition and customer expansion motions. This is a scale leadership role built for operational rigor, performance discipline, and strategic execution. Reporting to the VP of Distribution Sales, this leader owns the full revenue engine for Pepperi and Comsense across two distinct but integrated sales motions: Account Executives (AEs) – Responsible for new logo acquisition Account Managers (AMs) – Responsible for expansion and growth within the existing customer base All roles are quota-carrying and held to clearly defined performance standards. This leader is accountable for total bookings performance across both motions. In addition, this role owns the Partner Motion for Pepperi, including partner-driven revenue contribution, co-sell strategy, and channel performance alignment. This includes building predictable partner-sourced pipeline, strengthening strategic alliances, and ensuring alignment between direct and partner sales efforts. This is a hands-on leadership position for someone who can think strategically, execute tactically, and build repeatable revenue systems while developing high-performing teams.

Responsibilities

Own and deliver Pepperi and Comsense bookings targets across North America and EMEA, and parts of APAC
Maintain accurate weekly forecasting and enforce pipeline discipline
Drive accountability across AEs (new logo) and AMs (expansion)
Establish clear performance standards and manage underperformance decisively
Lead both new logo and expansion sales motions with defined coverage models
Ensure AEs focus on strategic prospecting and competitive displacement
Ensure AMs drive expansion through account planning, cross-sell, and upsell
Align compensation, territories, and activity expectations to growth objectives
Own partner-driven revenue targets and co-sell execution
Develop and scale partner-sourced pipeline contribution
Align with channel partners on territory coverage and joint account strategy
Improve predictability and accountability within the partner ecosystem
Partner closely with RevOps on: Territory design Quota allocation Coverage optimization Pipeline health metrics Forecasting rigor and reporting accuracy
Drive inspection cadence, deal reviews, and structured pipeline management
Use data to continuously refine performance levers
Champion AI-enabled selling practices across the team
Leverage AI tools for prospecting efficiency, forecasting accuracy, and productivity gains
Ensure the team effectively positions Advantive’s AI capabilities in customer conversations
Drive adoption of modern selling tools and continuous improvement in sales efficiency
Recruit, hire, and develop high-performance AEs and AMs
Coach for consultative selling, account strategy, and executive engagement
Build a culture of performance accountability and continuous development
Ensure consistent execution of sales methodologies across regions
Guide the team in building executive-level relationships across target accounts
Drive strategic account planning across both acquisition and expansion opportunities
Stay informed on competitive positioning and industry trends to sharpen messaging