Sales Manager

Cardiff

11d • Onsite

About The Position

The Sales Manager operates without a direct sales quota. Instead, the primary mandate is to catalyze peak performance across their assigned pod, focusing specifically on elevating the baseline productivity rather than merely sustaining high-tier contributors. Performance effectiveness is quantified through collective pod-level metrics and the seamless execution of the core directives outlined herein.

Requirements

• Bachelor's degree in Business, Finance, Sales, Marketing, or a related field preferred.
• Equivalent combination of education and relevant sales leadership experience will be considered.
• 3–5+ years of experience in business development, merchant cash advance (MCA), financial services, or a high-performance B2B sales environment.
• Minimum 1–2 years of experience leading, mentoring, or coaching sales professionals.
• Demonstrated success managing sales pipelines, forecasting, and improving team performance.
• Experience reviewing sales metrics, KPIs, and performance reporting.
• Proven ability to coach and develop sales professionals through performance management and structured feedback.
• Strong leadership skills with the ability to hold team members accountable while fostering a high-performance culture.
• Excellent conflict resolution and decision-making abilities.
• Ability to influence without direct authority and build trust across multiple teams.
• Strong proficiency with CRM platforms (Salesforce preferred).
• Experience utilizing sales reporting and pipeline management tools.
• Ability to analyze sales data and identify trends to improve performance.
• Strong Microsoft Excel or Google Sheets skills for reporting and performance analysis.
• Deep understanding of sales pipeline management and forecasting.
• Strong knowledge of underwriting processes and funding partner relationships.
• Excellent verbal and written communication skills.
• Exceptional organizational and time management abilities.
• Ability to prioritize multiple initiatives in a fast-paced environment.
• Strong analytical and problem-solving skills.
• Comfortable making data-driven decisions.

Nice To Haves

• Previous experience working with underwriting partners or funding partners is highly preferred.
• Familiarity with Mac, Salesforce, and Slack is a plus.

Responsibilities

• Conduct weekly pipeline reviews for each rep, covering stage aging, deal velocity, and forecast accuracy
• Triage stalled deals
• Own the accuracy of the pod's forecast roll-up
• Deliver Weekly/Monthly performance reports (coming soon)
• Serve as the escalation point when a rep requires an underwriting, pricing, or structure exception from a funding partner
• Own turnaround time on exception requests
• Maintain the partner relationships required to resolve exceptions efficiently
• Maximize pts per deal, ask partners to match other partners with more pts (broker only)
• Require reps to route Cardiff-eligible deals Cardiff-first, per the Cardiff First protocol. This is a directive responsibility, not discretionary coaching.
• Own the accuracy of eligibility determinations
• Document and escalate repeated non-compliance as a performance issue
• Intercept Cardiff opportunities on brokered doc requests
• Own onboarding and ramp cadence for new reps joining the pod
• Conduct call reviews and coaching sessions aligned to the established playbook
• Close gaps when a rep's execution drifts from playbook standards
• Participates in at least one interview round for any candidate being considered for their pod. Final hiring decision rests with MB/JT.
• Documents underperformance and submits termination recommendations with supporting evidence. Final termination decision requires MB/JT approval. The Sales Lead does not have unilateral authority to hire or terminate.
• Pod assignments and roster changes are managed by MB/JT. Sales Leads do not control which reps are assigned to their pod.

Benefits

• Comprehensive medical, dental, and vision coverage
• 401(k)
• Flexible Paid Time Off (PTO) and observed holidays to promote sustainable performance and balance.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level