Sales Manager

Vouch Insurance•New York, NY

11d•$182,000 - $208,000

About The Position

The Sales Manager will lead and scale Vouch's Business Development team, which serves as the critical bridge between marketing and sales. This team is the first personalized touchpoint for prospects, focusing on quality engagement and converting interested companies into qualified opportunities for the Account Executive team. Reporting to the Head of Sales and working closely with Sales Leadership, Marketing, Operations, and the Brokerage team, this role involves people leadership, pipeline strategy, and execution. The Sales Manager will drive pipeline generation across various industry verticals including AI, Consumer & Frontier Tech, Enterprise SaaS, Fintech, Health & Life Sciences, and Web3. This is a modern sales leadership role that requires a blend of coaching, strategy, and operational skills.

Requirements

3–5+ years of experience in sales, with at least 2 years managing and developing BDR/SDR teams.
Proven track record of building and scaling high-performing outbound teams that consistently exceed pipeline targets.
Experience in General Insurance, B2B SaaS, fintech, insurtech, or other complex technology sales environments.
Deep understanding of outbound prospecting methodologies, cadences, and best practices.
Hands-on experience with Salesforce and modern sales engagement platforms.
Active/Current Property and Casualty License.
Player-coach mentality—equally comfortable jumping on calls and coaching others to excellence.
Data-driven; uses metrics to diagnose problems, measure success, and drive continuous improvement.
Genuine curiosity about the startup ecosystem, emerging technologies, and insurance innovation.
High standards for yourself and your team, paired with empathy and support.
Scrappy and resourceful—comfortable in a fast-paced startup environment where adaptability is key.
Natural ability to develop talent, provide constructive feedback, and accelerate skill development.
Clear, compelling communicator who can inspire a team and influence cross-functional partners.
Trusted partner who builds credibility through results and reliability.
Able to synthesize feedback from multiple teams into actionable improvements for BDR performance.

Nice To Haves

Exposure to and passion for early-stage startups and/or high-growth environments.

Responsibilities

Hire, onboard, and develop a team of 6–10 Business Development Representatives across multiple industry verticals.
Provide hands-on coaching through call reviews, shadowing, role-playing, and regular 1:1s to accelerate skill development.
Create a high-performance culture focused on quality engagement, continuous learning, and exceeding pipeline targets.
Develop career pathing and promotion criteria to retain top performers and create clear advancement opportunities.
Foster collaboration between BDRs and Account Executives to ensure smooth handoffs and feedback loops.
Partner with Sales Leadership and Marketing to define ideal customer profiles, target accounts, and outreach strategies for each industry vertical.
Develop and refine the BDR playbook including messaging frameworks, cadences, objection handling, and qualification criteria.
Design and execute strategic engagement plans for high-priority prospects in partnership with sales and underwriting teams.
Lead pre-, during, and post-event strategy for conferences, happy hours, and industry events where BDRs represent Vouch.
Continuously analyze conversion metrics, identify bottlenecks, and implement improvements to increase pipeline velocity.
Set clear individual and team KPIs including activities, meetings set, qualified opportunities, and conversion rates.
Track, measure, and report on team performance using Salesforce and other sales tools.
Conduct weekly pipeline reviews and monthly business reviews with leadership.
Hold team accountable to activity standards while emphasizing quality over quantity.
Recognize top performers and provide performance improvement plans when necessary.
Work closely with Marketing (including Field Marketing) to align on lead generation, event strategy, and demand generation campaigns.
Partner with Marketing and Operations to ensure BDRs have access to up-to-date materials, training, and competitive intelligence.
Collaborate with Brokerage, Marketing, and Product teams to ensure BDRs understand our coverages, verticals, and unique value propositions.
Provide feedback loop to Marketing on lead quality, messaging effectiveness, and ICP refinement.
Coordinate with Revenue Operations on territory assignments, lead routing, and process optimization.
Ensure team proficiency in core sales stack including Salesforce, Apollo/Amplemarket, Harmonic, Pitchbook, ZoomInfo, LinkedIn Sales Navigator, and HubSpot.
Identify gaps in technology and advocate for tools that increase team efficiency and effectiveness.
Partner with RevOps to optimize workflows, reporting, and data hygiene.

Benefits

Competitive compensation and equity packages
Health, dental, and vision insurance
Parental leave
Flexible vacation time
Wellness allowance
Technology allowance
Company-sponsored personal and professional development
L&D: Partnerships with Ethena and monthly Lunch & Learns
Wellbeing: access to many wellbeing perks, including Peloton, Fetch, OneMedical, Headspace care+, etc.
Caregiver Support: company seed into the dependent care FSA and company sponsored Care.com membership.
Regular performance reviews: Vouch conducts regular performance discussions with all team members, offering goal setting and check-ins, development discussions, and promotion opportunities.