Sales Manager

Compu Dynamics•Chantilly, VA

12d

About The Position

The Sales Manager is a player-coach who carries a personal book of accounts and sales target while leading a team of Associate Account Managers, Account Managers, and Senior Account Managers in a specialty or division. The role owns the team’s sales targets, account coverage, intake and routing discipline, and account-manager bench. The position is a step toward Director of Sales, which is described as running multiple teams as a business and building leaders rather than carrying a personal book. The Sales Manager develops and executes the team’s sales plan, assigns accounts, territories, and targets, coaches qualification, and carries personal deals through the full sales lifecycle. The role maintains CRM record standards, resolves account conflicts, supports joint pursuits, gathers market feedback, develops customer and industry presence, and builds partner relationships. The position owns relationships for key accounts, supports escalations, ensures incoming requests are assigned promptly, and monitors team activity, open items, account growth, and construction handoffs. It scopes and prices personal pursuits, reviews significant team pursuits for scope, margin, risk, and proposal quality, negotiates contracts within delegated authority, and manages the team forecast and aged items. The Sales Manager leads, coaches, recruits, onboards, and manages the performance of the sales team while balancing coaching time with personal selling. The role also keeps the team current on codes, standards, offerings, training, and site safety requirements. The role operates primarily in a professional office environment, with regular visits to customer data centers and active construction sites. Site visits may involve noise, electrical and mechanical equipment, and varying weather conditions; required PPE must be worn on all sites. Duties occasionally require standing, walking, climbing stairs, and lifting up to 25 pounds.

Requirements

Bachelor’s degree or equivalent experience.
10+ years in service or capital construction and modular sales.
At least 2 years leading a sales or service team.
Proven record of personally closing business, growing a book of accounts, and developing salespeople.
Valid driver’s license and acceptable driving record.

Nice To Haves

Experience in mission-critical or data center environments.
Experience running pipeline and forecast reviews in HubSpot or a comparable CRM.

Responsibilities

Carry a personal book of accounts and sales target alongside the team target.
Build the team sales plan, assign accounts, territories, and targets, and coach qualification.
Carry personal deals through the full lifecycle and help move stalled team deals forward.
Review HubSpot records weekly, audit them against record standards, and correct issues with the record owner.
Follow rules of engagement on personal deals; resolve account conflicts and approve joint pursuits and splits before proposals.
Consolidate team market feedback, share effective practices, identify missing tools and collateral, and inform offering and capacity decisions.
Build the company’s presence in the team’s customer and industry community and develop partner relationships across the territory.
Own relationships on key accounts, support escalations, model advisory conversations, and raise the team’s relationship-management standard.
Ensure each incoming request has a named owner within one business day; monitor team activity and correct gaps.
Decide routing when ownership is unclear, monitor aging open items, clear stuck items, and enforce record standards.
Grow personal accounts, set team account-growth targets, review penetration with Account Managers, track pull-through, and make routine handoffs to construction.
Resolve escalations that Account Managers cannot resolve.
Scope and price personal pursuits.
Review scopes, estimates, and pricing for margin and risk on significant team pursuits, and coordinate team capacity with operations and the Nerve Center.
Write and submit proposals for personal pursuits; review significant team proposals, improve proposal quality, and present offerings to key accounts alongside Account Managers.
Negotiate personal contracts and approve terms within delegated authority; support team negotiations.
Close personal deals accurately and on time and verify that the team does the same.
Roll up and defend the team forecast and monitor unbilled and aged items.
Keep the team current on codes, standards, and offerings, and ensure training and site safety requirements are met.
Lead Associate Account Managers, Account Managers, and Senior Account Managers by setting priorities, coverage, expectations, and individual targets; conduct one-on-ones and manage performance while preserving coaching time alongside personal selling.
Coach Account Managers on pipeline, qualification, and closing by working live deals with them, conducting ride-alongs, and debriefing.
Recruit, interview, and onboard Associate Account Managers, Account Managers, and Senior Account Managers.
Build a team culture of discipline, responsiveness, and shared intelligence.

Benefits

Medical, dental, and vision insurance, with plans currently offered through Cigna and coverage effective the first of the month following hire.
401(k) retirement plan with automatic 3% enrollment on the hire date, company match up to 4% (a 7% contribution is needed to receive the full match), and profit-sharing opportunities.
Employer-paid life insurance equal to 1x salary.
Fully paid short-term disability.
Voluntary long-term disability, supplemental life insurance, accident, critical illness, and hospital indemnity coverage.
Paid time off accruing up to 160 hours (4 weeks) annually, beginning after 60 days of employment.
Seven company-observed paid holidays plus a floating holiday.
Eight hours of paid birthday time off during the employee’s birthday month.
Paid parental leave: 8 weeks of maternity leave and 2 weeks of paternity leave, concurrent with FMLA.
40 hours of annual paid volunteer time off for community service.
Boot reimbursement up to $150 annually, available from the first day.
Tool reimbursement of $250 annually, available after 60 days.
Tuition reimbursement up to $5,000 annually for approved educational programs.