Senior Sales Manager
About The Position
The Senior Sales Manager owns end-to-end performance of the Warm Outreach conversion engine, the single largest driver of departmental revenue. This role carries full accountability for hitting monthly conversion targets, protecting vendor retention through call-quality and refund reduction, running an efficient, fully staffed operation across all U.S. time zones, and maintaining a tight feedback loop with Lead Generation to keep upstream lead quality high. This is a leadership role that blends hands-on daily performance management with strategic ownership of vendor relationships, cross-functional coordination, and team development.
Requirements
- 7+ years in a senior sales, business development, or client fulfillment leadership role, ideally within B2B SaaS, lead generation, or software marketplace environments
- Demonstrated experience managing multi-layer teams (Team Leads/SDRs) at scale
- Strong track record of hitting revenue/conversion targets while improving quality metrics simultaneously
- Comfort with data-driven performance management, CRM systems, reporting tools, and KPI frameworks
- Proven cross-functional collaboration skills, particularly with Lead Generation, QA, and Training functions
Nice To Haves
- Experience building or refining OKR structures and cascading them across reporting layers is a strong plus
Responsibilities
- Own and deliver the monthly Warm Outreach conversion target, representing the substantial majority of total departmental conversions
- Maintain agreed conversion rate benchmarks across all major software categories
- Monitor daily performance and implement same-week corrective actions to address any shortfalls
- Ensure balanced, consistent conversion delivery throughout the month to support vendor budget utilization
- Drive SDR call quality improvement through structured coaching plans delivered in partnership with the Training team
- Own reduction of vendor refunds and churn attributable to Warm Outreach call quality issues
- Ensure recurring quality trends are systematically addressed through coaching, refresher sessions, and process improvement
- Provide direct oversight of the Manager – Enterprise Value & Enablement's refund root-cause analysis, recalibration briefs, and Tier 1 enterprise retention work, ensuring findings are acted upon and translate into measurable results
- Ensure 100% timely review, veto, or escalation of QA verification errors impacting conversions
- Minimize lead wastage by ensuring corrected/rejected leads are reprocessed without delay
- Maintain complete Warm Outreach staffing coverage across all U.S. time zones (Eastern through Pacific), weekdays and weekends
- Proactively monitor staffing and schedules to eliminate coverage gaps before they affect delivery
- Conduct recurring performance reviews with Lead Generation Channel Leads
- Design and implement initiatives to maintain agreed lead-to-conversion rates across all major channels
- Identify upstream lead quality issues early and drive corrective action jointly with Lead Generation
- Share weekly conversion and quality insights to continuously improve lead quality at the source
- Manage and develop a team of Assistant Managers and, through them, Team Leaders and SDRs
- Build and maintain OKR frameworks that cascade cleanly from this role down through AM and TL layers
- Identify hiring needs, support recruitment, and structure team growth in line with departmental scale
- Maintain oversight of a specialized, parallel Enterprise Value & Enablement function reporting directly into this role
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
