Senior Field Sales Manager, SaaS Remote

Wolters Kluwer•USA-FL-Remote, TN

11d•$57,400 - $98,350•Remote

About The Position

Wolters Kluwer Tax & Accounting's Research & Advisory division is seeking a Senior Field Sales Manager to drive profitable sales growth within assigned accounting firms or corporations in a designated territory. This role involves mastering product knowledge, executing a defined sales process, managing and growing accounts, developing new business, retaining and expanding existing business, applying a consultative sales strategy, supporting product development, increasing market share, optimizing time and resources, collaborating across teams, and developing strategic plans. The position reports to the Divisional Sales Manager, Research & Advisory – Tax & Accounting North America and offers the flexibility to work from a remote home office in the Eastern or Central Time Zones.

Requirements

Bachelor’s degree or equivalent relevant experience.
3+ years of B2B sales experience, including formal sales training or internal WK sales experience.
Demonstrated success in developing and qualifying prospect lists.
Demonstrated success in consistently meeting or exceeding sales quotas and performance goals.
Demonstrated success in creating and executing business plans and accurate forecasts.
Demonstrated success in applying a consultative sales approach to uncover customer needs and deliver tailored solutions.
Demonstrated success in turning networking contacts into viable business opportunities.
Demonstrated success in delivering effective product presentations, both virtually and occasionally in person, aligned with client needs.
Ability to work independently with minimal supervision.
Formal sales training (e.g., Challenger Sales or similar methodologies).
Advanced written and verbal communication skills.
Strong attention to detail and ability to manage multiple high-priority tasks.
Comfortable operating in a fast-paced, collaborative, and matrixed environment.
High level of professionalism, strong work ethic, and commitment to excellence.
Flexibility to work extended hours when needed.
Excellent facilitation and influencing skills—able to drive collaboration without requiring consensus.

Nice To Haves

Proven success in an inside or virtual sales role.
5+ years of B2B sales or account management experience, ideally with on-premise software, SaaS business applications, or information services.
Recognition for top performance, such as President’s Club, Chairman’s Club, or other sales achievement awards.
Experience navigating multi-divisional organizations and working across various sales channels.
Prior sales experience in the Tax & Accounting industry.
Familiarity with Tax and/or Accounting concepts and terminology.

Responsibilities

Master Product Knowledge: Develop deep expertise in the full line of Research & Advisory and Tax & Accounting products, including features, benefits, pricing, value propositions, and competitive positioning through structured training and self-guided learning.
Execute the Sales Process: Apply the prescribed sales methodology to effectively position products and services, ensuring alignment with customer needs and business goals.
Manage and Grow Accounts: Maintain a healthy sales pipeline by organizing and prioritizing accounts, researching decision-makers, and updating CRM records (Salesforce.com) with timely and accurate information.
Drive New Business Development: Meet sales goals through proactive prospecting, scheduling in-person meetings, attending industry events, and delivering compelling group presentations to generate interest and close deals.
Retain and Expand Existing Business: Engage regularly with current clients to understand evolving needs, reinforce the value of existing solutions, and identify opportunities for upselling or cross-selling.
Apply a Consultative Sales Strategy: Build strong relationships and deliver tailored solutions by thoroughly assessing customer needs, fostering long-term satisfaction, loyalty, and growth.
Support Product Development and Issue Resolution: Identify gaps in current offerings, collaborate with product teams to translate client feedback into actionable specifications, and manage expectations around enhancements.
Increase Market Share: Target competitive accounts and engage stakeholders at all levels to uncover business challenges and position WK solutions as strategic answers.
Optimize Time and Resources: Plan and schedule sales activities efficiently, grouping meetings and calls to maximize productivity and coverage.
Collaborate Across Teams: Share insights, strategies, and market intelligence with colleagues, and work constructively with sales leadership to resolve account conflicts.
Develop Strategic Plans: Create and maintain an Annual Business Plan supported by accurate pipeline forecasts, mid-year updates, weekly reports, and quarterly projections.