Sales Manager, Performance & Operations – USA

CarCutter•Raleigh, NC

43d•Remote

About The Position

CarCutter, the industry's #1 AI-powered vehicle merchandising solution, is looking for a Sales Manager, Performance & Operations to lead our US sales organization. The US is CarCutter's largest market and a critical growth driver. We are looking for a leader who can bring greater structure, visibility, accountability and operating discipline to a team of experienced Account Executives. This is not a traditional sales management role built around being the team's best closer. We are looking for someone who combines strong people management with a highly analytical, operational mindset and who uses data to drive consistent sales performance.

Requirements

5+ years of B2B sales experience, ideally in SaaS or technology.
2+ years managing Account Executives or a similar quota-carrying sales team.
Experience managing a distributed or remote sales organization.
Strong analytical skills and experience diagnosing sales performance using CRM and funnel data.
Advanced comfort with CRM (Hubspot) reporting, spreadsheets and sales dashboards.
A strong understanding of pipeline coverage, funnel conversion and forecasting.
Experience building or managing sales scorecards and performance indicators.
Demonstrated ability to identify root causes behind underperformance and turn analysis into action.
Strong performance-management skills and the ability to hold experienced salespeople accountable.
Excellent CRM (Hubspot) and forecasting discipline.
Strong organizational skills and a bias toward follow-through.
Experience with B2B SaaS sales cycles involving multiple stakeholders.
Strong communication and cross-functional collaboration skills.

Nice To Haves

Automotive or automotive technology experience.
Experience in a fast-growing SaaS company or scale-up.
Experience using HubSpot, Salesforce, Looker, Power BI, Tableau or similar tools.
Experience working closely with Revenue Operations or Sales Operations.
Automotive expertise is a plus, but it is not mandatory. We already have strong industry knowledge within the team.

Responsibilities

Own the US sales performance scorecard and establish clear, measurable expectations for every AE.
Monitor key indicators including pipeline creation, coverage, conversion, opportunity aging, win rates, sales cycle, forecast accuracy and quota attainment.
Build and maintain clear dashboards providing visibility by AE, territory and funnel stage.
Identify performance risks early and diagnose whether gaps are driven by pipeline, conversion, activity, territory or execution.
Translate findings into clear corrective actions with owners, deadlines and measurable outcomes.
Maintain clear performance plans where required and ensure consistent follow-through.
Provide Sales leadership with a reliable view of performance, risks and actions.
Own the weekly operating rhythm of the US sales team.
Run structured 1:1s, pipeline reviews, forecast calls and performance meetings.
Maintain high standards of CRM hygiene and ensure pipeline data accurately reflects commercial reality.
Ensure sufficient pipeline coverage and identify future gaps before they affect results.
Monitor stalled opportunities, aging, stage progression and close-date movement.
Improve forecasting consistency and accuracy.
Build simple, repeatable processes that improve execution without creating unnecessary bureaucracy.
Report up to the VP of Sales and work closely together to ensure the best outcomes.
Review territory and account allocation across the US as needed.
Analyze territory productivity, whitespace and account coverage.
Ensure clear ownership of prospects, dealership groups and strategic accounts.
Help the team prioritize accounts and opportunities with the greatest commercial potential.
Identify capacity or coverage gaps and anticipate future hiring needs.
Help the team build clear outreach strategies and ensure they have everything they need to build and maintain their pipelines.
Manage and develop a remote team of experienced Account Executives.
Set clear expectations and hold team members accountable for delivering against them.
Coach AEs based on identified performance gaps using CRM data, pipeline analysis, call reviews and opportunity inspection.
Identify underperformance early and establish clear action plans.
Scale successful behaviors and best practices across the wider team.
Build a culture of accountability, transparency and continuous improvement.
Act as the operational owner of US Sales performance.
Partner with Revenue Operations on systems, reporting and CRM improvements while personally owning the day-to-day interpretation and application of sales data.
Work closely with Marketing on pipeline-generation initiatives, target accounts and campaign performance.
Collaborate with Customer Success on handoffs and expansion opportunities.
Work with Product to communicate market feedback, competitive insights and customer needs.
Support AEs on selected strategic opportunities where management involvement can materially improve the outcome.
Help structure account strategies, deal reviews and negotiations when required.
Enable the team to close rather than becoming the person who needs to close the deals.