Sales Manager

Trustwell•Durham, NC

7d•Remote

About The Position

The Sales Manager is responsible for hiring, onboarding, coaching and developing Mid-Market/SMB Account Executives to create, and close, new business opportunities within their defined territories. This leader will drive a culture of performance, ideation, and innovation to achieve new logo revenue targets consistently, quarter over quarter. This person is a “doer” and will be energized by all aspects of the sales process including prospecting, developing cadences, connecting the buyer process with Trustwell's sales process, negotiating to win, and delivering maximum results for the organization. Their management style will empower Account Executives to find new and creative ways to connect with prospects across multiple segments of business (Mid-Market/SMB). In addition, they are metric-minded with a quantitative and qualitative focus on activity along with conversion rate benchmarks to maximize results. They will foster strong positive relationships with prospects and customers and directly drive success of the company's new bookings goals and objectives throughout the year.

Requirements

Recruit, develop and retain world-class talent
Are strategic enough to build a team, but tactical enough to execute on a day-to-day basis
Have a reputation with cross-functional teams as being collaborative, innovative, accountable, and reliable
Data-driven, highly analytical, lead through influence, and are a structured thinker
Think big by working to achieve a deep understanding of predictable revenue models, mastery of sales, and value selling practices as well as leadership philosophy and development
Strong track record with GTM motions and emphasis on executive presence and operational rigor with a strategic mindset and ability to manage teams across multiple offices
Deep knowledge and understanding of sales enablement technology to drive efficiencies and pipeline consistently (ie.. SFDC, Salesloft, Linkedin Sales Navigator, Zoominfo, and more)
Adopted, and practice, sales methodologies from leaders such as John Barrows, Keenan, Sandler (and familiar with MEDDIC)

Nice To Haves

3 plus experience in software sales or related food industry experience, required.
3-5 years of leading high-performing New Logo mid-market/SMB sales teams with a track record of success
Experience in a highly technical sales process
Relevant experience in Food Manufacturing vertical, ERP, WMS, PLM, or QMS solutions

Responsibilities

Scale and manage a high-performing team of 6+ AE’s to consistently overachieve aggressive goals across multiple territories and product lines
Own and drive execution of Trustwell’s new business pipeline goals by understanding and analyzing top of the funnel metrics, pipeline quality, and revenue influenced across Mid-Market/SMB segments
Shape deep partnerships with Marketing, Sales, Sales Operations, Enablement, and Product Marketing teams to successfully collaborate on new marketing campaigns and field events, meet stretch pipeline goals, optimize your business for efficiency, accelerating ramp time to productivity, and ensure your team has a crisp understanding of Trustwell domain knowledge
Attract, hire, develop, and retain world-class sales talent
Build and coach high-performing sales teams to create more opportunities for growth in new segments of our business
Lead through inspiration, service leadership, Trustwell values with a “Results-Driven” approach
Other Responsibilities as required