Senior Field Sales Manager, SaaS Remote

Wolters Kluwer•USA-VA-Remote, VA

2d•$57,400 - $98,350•Remote

About The Position

The Senior Field Sales Manager for Wolters Kluwer Research & Advisory is responsible for driving profitable sales growth within assigned accounting firms or corporations in a geographic territory and meeting or exceeding sales goals. The role focuses on selling Research & Advisory and Tax & Accounting products, including research platforms, accounting guidance tools, and continuing professional education resources. The position reports to the Divisional Sales Manager, Research & Advisory – Tax & Accounting North America. The role is remote and may be based in a home office anywhere in the Eastern or Central Time Zones. Travel may be up to 10% of work time for client visits and team meetings, with minimal overnight travel of one to two times per quarter. The position is eligible for commission, in addition to a stated compensation range of $57,400 to $98,350 USD.

Requirements

Bachelor’s degree or equivalent relevant experience.
At least 3 years of B2B sales experience, including formal sales training or internal Wolters Kluwer sales experience.
Demonstrated success developing and qualifying prospect lists.
Demonstrated success consistently meeting or exceeding sales quotas and performance goals.
Demonstrated success creating and executing business plans and accurate forecasts.
Demonstrated ability to use a consultative sales approach to uncover customer needs and deliver tailored solutions.
Demonstrated ability to turn networking contacts into viable business opportunities.
Experience delivering effective product presentations, virtually and occasionally in person, aligned with client needs.
Ability to work independently with minimal supervision.
Advanced written and verbal communication skills.
Strong attention to detail and ability to manage multiple high-priority tasks.
Ability to work 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, including the ability to drive collaboration without requiring consensus.
Ability to travel up to 10% of work time in territory for client visits and team meetings; minimal overnight travel of one to two times per quarter.

Nice To Haves

Proven success in an inside or virtual sales role.
At least 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.
Formal sales training, such as Challenger Sales or similar methodologies.

Responsibilities

Develop deep expertise in the features, benefits, pricing, value propositions, and competitive positioning of the full line of Research & Advisory and Tax & Accounting products.
Use the prescribed sales methodology to position products and services in line with customer needs and business goals.
Organize and prioritize accounts, research decision-makers, maintain a healthy sales pipeline, and update Salesforce.com CRM records accurately and promptly.
Meet sales goals through prospecting, scheduling in-person meetings, attending industry events, delivering group presentations, and closing sales.
Engage regularly with current clients to understand changing needs, reinforce the value of existing solutions, and identify upselling and cross-selling opportunities.
Assess customer needs and deliver tailored solutions to build relationships and foster long-term satisfaction, loyalty, and growth.
Identify gaps in current offerings, collaborate with product teams to convert client feedback into actionable specifications, and manage expectations regarding enhancements.
Target competitive accounts and engage stakeholders at all levels to uncover business challenges and position Wolters Kluwer solutions as strategic answers.
Plan and schedule sales activities efficiently, grouping meetings and calls to maximize productivity and territory coverage.
Share insights, strategies, and market intelligence with colleagues, and work with sales leadership to resolve account conflicts.
Create and maintain an Annual Business Plan, accurate pipeline forecasts, mid-year updates, weekly reports, and quarterly projections.