Sales Manager

PFM•Philadelphia, PA

16d•$125,000 - $155,000•Hybrid

About The Position

The Sales Manager leads a small team of sales professionals in a player/coach capacity, helping the team develop, manage, and close business to achieve aggregate annual sales targets in excess of $1 million. The position has no individual quota, but the Sales Manager is expected to help generate qualified opportunities through industry events, thought leadership, direct outreach, and other methods, and to participate hands-on in deals to help close them. The role works closely with marketing and client success to drive qualified leads, refines the sales process and CRM (currently HubSpot), responds to RFPs, attends conferences, and meets prospects when applicable. As the business grows, the Sales Manager will partner with senior leaders on hiring. The position is based in Philadelphia, Pennsylvania, with a hybrid arrangement; highly qualified remote candidates may also be considered. Relocation assistance is available. PFM does not offer visa sponsorship.

Requirements

At least five (7) years of experience in B2B software sales.
At least two years of experience in higher education, public utilities, or local government technology sales.
Experience leading a consultative, relationship-based sales process that helps prospects discover value and fit within their organization.
Authorization to work in the U.S. for any employer without sponsorship now or in the future.
Ability to engage and motivate C-level executives.
Established network and comfort building a public profile through industry events.
Experience guiding sales teams through committee-based and public procurement decision processes.
Ability to handle complex sales processes with multiple stakeholders.
Deep understanding of software usage and pain points, as well as financial concepts.
Ability to be coached, acknowledge strengths and weaknesses, and seek and respond to feedback.

Responsibilities

Lead a small team of sales professionals in a player/coach role.
Partner with senior leaders on hiring as the business grows.
Work with marketing and client success to drive qualified leads into the sales funnel through direct outreach and inbound marketing.
Respond to RFPs, attend conferences and other events, and travel to meet prospects when applicable.
Refine and manage a defined sales process.
Refine and manage the CRM, currently HubSpot.
Achieve agreed-upon sales targets and outcomes.
Report activity consistently and accurately to management.
Help generate qualified opportunities through industry events, thought leadership, and other methods.
Participate hands-on in deals to help close them.