Sales Manager - Strategic Markets

Better Business Bureau Great West & Pacific•Boise, ID

13d•Onsite

About The Position

BBB Great West + Pacific is establishing a new B2B sales initiative focused on enhancing business trust, reputation, and long-term growth. This role is for an experienced sales leader who will be instrumental in testing the market, validating the sales model, and subsequently building and leading a sales team. The position begins with a hands-on approach, where the individual will act as a seller and builder, collaborating with the COO and Director of Business Development to identify markets, refine positioning, generate pipeline, and close deals. As successful strategies are identified, they will be codified into a repeatable sales playbook, followed by the recruitment, development, and leadership of a team to scale the operation. This is an opportunity to construct both the sales process and the team from the ground up, rather than inheriting an existing structure.

Requirements

At least five years of successful B2B consultative or solution-selling experience.
A track record of meeting or exceeding individual sales goals, supported by specific results.
Experience leading, coaching, or managing quota-carrying sellers.
Experience remaining close to customers and sales execution while leading others.
Evidence that your coaching improved seller capability, performance, or consistency.
Experience recruiting, selecting, onboarding, or developing sales talent.
Strong experience selling through video calls and virtual meetings.
Experience managing the full sales cycle, from prospecting through close.
Strong discovery, qualification, presentation, objection-handling, negotiation, and closing skills.
Experience selling to established businesses with multiple stakeholders or decision-makers.
Evidence that you have built, improved, or implemented a sales process, vertical strategy, or go-to-market approach.
Strong CRM practices around pipeline management, next steps, forecasting, and data quality.
Experience managing customer relationships beyond the initial sale.
Comfort using AI and modern sales tools as part of your workflow.
Sound judgment, resilience, curiosity, accountability, and comfort operating without a finished roadmap.
Experience selling to financial services, financial advisors, professional services, regulated industries, or reputation-sensitive markets is especially valuable.

Nice To Haves

You are a sales leader who still loves selling, but measure success by what the team can accomplish, not just your own results.
You enjoy building the system, not just managing within one.
You bring curiosity and humility to the work, testing assumptions and letting results shape your thinking.
You balance innovation with accountability, knowing when to experiment and when to create consistency around what works.
You use data and customer insights to make decisions, spot patterns, and improve performance.
You create alignment across teams and with senior stakeholders, even when priorities or perspectives differ.
You coach with clear expectations, direct feedback, and a genuine investment in helping others improve.
You take ownership beyond your own goals, considering what is best for the team, the customer, and the organization.
You are comfortable building without a finished roadmap and can create clarity where it does not yet exist.

Responsibilities

Build and test a new B2B sales motion, including identifying promising industries, territories, account segments, and business opportunities.
Test prospecting approaches, messaging, discovery questions, and sales materials, using customer conversations, market research, and pipeline data to refine the approach.
Develop industry-specific positioning, proof points, and objection strategies.
Partner with Marketing and internal teams to create a consistent customer story.
Utilize AI and modern sales tools for account research, personalized outreach, and effective selling.
Sell and prove the model by building and refining the B2B sales approach, developing and managing a targeted pipeline, leading discovery, and closing opportunities.
Identify win/loss patterns and market insights to continuously improve the sales approach.
Translate successful strategies into a scalable sales playbook, including target-market selection, prospecting, discovery, sales conversations, objection handling, closing, CRM practices, and customer onboarding/retention.
As the program grows, build, coach, and lead a high-performing sales team.
Define roles, capabilities, and experience needed for the team.
Recruit and select experienced B2B sellers.
Build an effective onboarding and training approach.
Develop and deploy a data-driven coaching framework.
Coach sellers using real calls, opportunities, behaviors, and performance data.
Establish a consistent rhythm for pipeline reviews, call coaching, role-play, and individual development.
Set clear standards for performance, accountability, CRM use, and customer ownership.
Help sellers navigate opportunities without becoming the permanent closer.
Lead the team toward dependable, measurable, and sustainable results.