Sales Manager

B-Stock • San Francisco Bay Area, CA

56d • $150,000 - $165,000

About The Position

The Sales Manager will lead a team of Account Executives and Business Development Representative professionals—owning sales strategy and execution across the entire revenue funnel. This role is responsible for overseeing top-of-funnel prospecting, mid-funnel deal progression, and successful deal execution, with a strong emphasis on both individual coaching and organizational scalability. Reporting directly to the CEO, this is a highly visible role with clear impact on company growth. The ideal candidate brings direct, hands-on experience managing sales professionals across new business functions, with a strong record of leading teams to outperform their goals. They are a seasoned people leader who has already built or scaled a multi-function sales team, driven performance through data and process, and delivered measurable revenue results. Core to their approach is a deep understanding of the sales lifecycle and a leadership style rooted in accountability, coaching, and collaboration.

Requirements

• 5+ years of sales experience, with at least 2 years of direct people management experience across multiple sales functions (e.g., BDR, AE, Account Expansion/Growth)
• Demonstrated success managing an end-to-end sales environment—from prospecting through close and account growth
• Proven track record of leading sales teams to meet or exceed revenue goals in a fast-paced, performance-driven environment
• Direct experience managing sales teams that span both acquisition and expansion
• Familiarity with structured sales methodologies such as SPICED, MEDDICC, SPIN, or Challenger
• Experience building or refining team infrastructure, including process design, documentation, and performance measurement
• Comfortable working with senior-level stakeholders in strategic sales conversations, contract negotiation, and customer planning
• Prior experience in marketplace, SaaS, or tech-enabled services industries
• Direct ownership of sales forecasting, pipeline pacing, and reporting across multiple deal stages
• Experience setting clear performance expectations, providing real-time coaching, and addressing underperformance with urgency and transparency.
• Able to evolve team structure as business needs scale
• Strong working knowledge of CRM and sales enablement tools (e.g., Salesforce, Gong, Outreach) and data-informed sales planning
• Commitment to customer-centric selling, ensuring team strategies are grounded in client needs while driving long-term business value
• Effective communicator and people leader with a track record of motivating teams, developing talent, and delivering feedback that drives results
• Expertise aligned with core sales team competencies: Lead Generation & Qualification Pipeline Management & Sales Execution Communication & Relationship Building Product Fluency & Market Insight Strategic Thinking & Data-Driven Decision Making

Nice To Haves

• 5+ years of experience in sales consulting
• Experience scaling a sales team during a period of high company growth, including headcount expansion, process maturity, and systems implementation
• Background in building collaborative workflows between Sales, Marketing, and Customer Success to drive GTM alignment

Responsibilities

• Lead and coach a high-performing team of AEs and BDR professionals, driving success across the full customer acquisition and growth lifecycle
• Own sales strategy and performance, setting and managing to clear KPIs, revenue targets, and process standards
• Establish and continuously refine systems for lead qualification, opportunity management, closing, and post-sale account expansion
• Maintain ownership of pipeline pacing, forecasting, and reporting to inform strategic decision making
• Implement sales best practices and playbooks to standardize approach and scale team efficiency
• Deliver regular, structured coaching and performance reviews focused on individual growth and team outcomes
• Set clear performance expectations and take swift, transparent action to address underperformance
• Hire, onboard, and scale the sales team as needed to meet evolving business needs
• Collaborate with Marketing, Customer Success, and executive leadership to align on GTM strategy, ICP definition, and account prioritization
• Champion a customer-centric sales culture that ensures long-term client success is baked into every stage of the sales process
• Use market insights, pipeline analytics, and sales data to drive both strategic and day-to-day decision making
• Represent the sales team’s needs and wins at the leadership level, advocating for continuous improvement and cross-functional alignment

Benefits

• Competitive compensation packages including bonus and options
• Medical, dental, and vision benefits
• Matching 401(K)
• Paid time off
• Telecommuting and remote-work options
• Support for continuing education
• Team off-sites, social events, annual company events, and frequent extracurricular activities
• Unlimited snacks and drinks (in office)

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed
• Number of Employees: 101-250 employees