Sales Manager

WorkOS•San Francisco, CA

13d•$300,000 - $350,000•Remote

About The Position

WorkOS is seeking its first Sales Manager to lead and develop its Account Executive (AE) team. This is a player-coach role where the manager will lead, coach, and develop the AE team while also managing their own book of business and closing Enterprise deals. The role involves setting sales standards, building team rhythm, refining processes, and multiplying team performance. Key requirements include strong leadership, relationship-building, consultative sales approach, and the ability to balance individual quota attainment with team development. Successful candidates will have experience leading sellers in early or scaling sales teams, a proven track record of closing enterprise deals, strong relationships with technical leaders, and enthusiasm for building processes from scratch.

Requirements

7+ years of experience in SaaS sales with a focus on enterprise accounts.
2+ years leading or mentoring sellers (as a manager, team lead, or player-coach).
Proven track record of exceeding sales quotas as an individual contributor and driving quota attainment across a team.
Demonstrated success developing reps, improving win rates, deal sizes, and sales craft through hands-on coaching.
Ability to build deep technical knowledge of WorkOS' product offerings and credibly engage technical buyers.
Excellent verbal and written communication skills, with the ability to present complex information clearly and compellingly.
Comfortable working cross-functionally and leveraging internal resources to close deals.
Proficiency with CRM tools, including forecasting and pipeline reporting at the team level.
Previous startup experience, particularly in high-growth PLG organizations.
Hands-on experience building with AI-native tools (using LLMs, agents, and automation in selling and team workflows) and fluency in how AI-first companies build, buy, and evaluate software.

Nice To Haves

Familiarity with identity and access management (IAM) solutions like SSO, directory sync, or audit logs.

Responsibilities

Lead, coach, and develop a team of Account Executives through regular 1:1s, deal reviews, pipeline inspection, and call coaching, focusing on selling to a technical audience.
Own and close a portfolio of Enterprise accounts, identifying, qualifying, and closing high-potential customers while modeling a delightful customer journey tailored to technical buyers.
Foster internal technical champions and help reps navigate complex sales cycles.
Lead experiments to increase revenue in the Enterprise segment and scale successful strategies into repeatable playbooks.
Partner with marketing, product, and engineering teams to develop sales strategies, communicate customer feedback, and ensure customer success.
Own team-level forecasting and pipeline hygiene; develop and deliver proposals, presentations, contracts, and terms for own deals and support reps.
Partner with recruiting to attract, hire, and onboard new Account Executives.
Stay up-to-date on industry trends, WorkOS product developments, and competitor offerings to act as a trusted advisor.
Provide feedback and updates to the leadership team on team performance, key accounts, challenges, and growth opportunities.

Benefits

Healthcare coverage for you and your family, including medical, dental, and vision.
Parental leave.
Paid-time off.
Fully remote working arrangements.
401k matching.
Competitive Equity.
FSA, ST/LT Disability, Voluntary Life.
Carrot fertility benefits.
20 days paid vacation + 10 holidays + unlimited sick leave.
12 weeks fully paid parental leave.
Monthly stipend for gyms, yoga classes, race registrations or whatever keeps you active.
Monthly stipend for a massage, meditations class, therapy, or activities that enhance your well-being.
Commuter benefits for hybrid employees in SF/NYC.
Unlimited token usage!