Senior Manager, Sales
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Job Description
Senior Sales Manager leading Hunter and Builder account executives for Rithum’s commerce network. Driving regional SaaS acquisition, expansion, pipeline health, and sales performance.
Responsibilities:
- Hire, build, mentor, inspire, and lead a team of field sales executives
- Lead a regional pod of Hunter and Builder Account Executives within the AMER Core Sales organization
- Drive new logo acquisition, client expansion, and disciplined pipeline execution across a defined geographic territory
- Coach Hunters on prospecting and new business and Builders on retention, expansion, and long-term account value
- Directly manage Account Executives aligned to a geographic region
- Coach to role-specific success metrics, daily activities, and expected outcomes
- Conduct deal reviews, pipeline inspections, and forecast calls
- Support onboarding, ramp, and role transitions
- Own regional pipeline health, attainment, and forecast accuracy
- Ensure balanced coverage of Core accounts
- Operationalize the geographic Hunter/Builder model across regions
- Establish and maintain QBRs, forecast calls, and pipeline reviews
- Set performance expectations tied to pipeline creation, quota attainment, and expansion revenue
- Address performance gaps through coaching and formal performance management when necessary
- Reinforce Rithum Way of Selling, MEDDICC, and Salesforce hygiene standards
- Partner with Marketing, Client Success, and Product
- Serve as escalation point for complex customer situations and strategic deals
Requirements:
- 8+ years of B2B SaaS sales experience with 4+ years in sales leadership
- Demonstrated success leading multi-team or multi-region sales organizations
- Experience operating within specialized sales motions (Hunter / Builder or equivalent)
- Strong business acumen connecting execution to revenue outcomes
- Proven sales success in a complex software or technology environment
- Ability to communicate a complex software platform’s value proposition via phone, in person, and online demos
- Strong deal strategy and negotiation skills, including pricing, ROI justification, and defending business cases with executives
- Experience engaging C-suite and senior executive stakeholders to build consensus and close complex new-logo deals
- Experience using CRM and sales tools and sales engagement platforms for pipeline, activity, and conversion tracking
- Ability to devise strategies to motivate and energize a high-performing sales team and manage change effectively
- Exceptional executive communication and presence
- Outstanding relationship-building skills, responsiveness, and integrity
- Proven ability to collaborate cross-functionally with Marketing, Product, Client Success, and Solutions Engineering
- Must be located in Eastern US time zone
- Bachelor’s degree in Business, Marketing, or a related field (preferred, not required)
- Preferred: 5+ years of B2B SaaS or technology field sales experience in a closing role focused on new-logo acquisition with national key accounts
- Preferred: experience managing 6+ month sales cycles, including procurement, legal, and compliance processes
- Preferred: experience with Salesforce CRM, ZoomInfo, Lusha, Salesloft, LinkedIn Navigator, and Notion
- Preferred: familiarity with partner- or channel-influenced sales motions
- Preferred: prior leadership experience developing team members through training, mentoring, and performance management
- Preferred: experience leading through sales model or compensation changes
- Preferred: experience positioning data-driven or AI-powered solutions
Benefits:
- Medical, dental and vision benefits with affordable health care plans and company HSA contributions, starting on Day 1
- 6% 401(k) match
- 20 days of Paid Time Off
- 9 Company-Paid holidays
- 2 paid floating holidays
- 7 paid sick days
- 2 Wellness days
- 1 Paid Volunteer Day
- PTO increases to 22 days at 3 years of service and 25 days at 5 years
- 12 weeks primary caregiver leave
- 4 weeks secondary caregiver leave
- Accident, critical illness, and hospital indemnity insurance
- Pet insurance
- Legal assistance and identity theft insurance plans
- Life insurance 2x salary
- Access to the Calm app and the Employee Assistance Program
- $65/month Remote work stipend for internet
- Culture and team-building activities
- Tuition assistance
- Career development opportunities
- Charitable contribution match up to $250 per year
- Sales incentives
- Comprehensive benefits package
- Remote-first working conditions
- Industry-competitive compensation and total rewards benefits
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