Own the annual revenue number across OpenLogic for North America**
Drive retention in vulnerable product lines and prioritize ARR as a leading indicator.**
Identify and close expansion opportunities within the existing customer base.**
Build and convert qualified new business pipeline into targeted segments.**
Set the standard for preparation, product knowledge, and deliberate practice across your team.**
Establish a consistent cadence of call reviews, 1:1’s, deal coaching, and skill-building.**
Hold sellers accountable for activity levels, pipeline hygiene, and execution quality.**
Create a culture where reps are expected to know their accounts, their competitors, and their value proposition cold.**
Implement a repeatable sales process motion and buyer profile.**
Help build the infrastructure (playbooks, cadences, qualification criteria) to make performance predictable.**
Own your forecast and deliver it with accuracy.**
Partner with Product to ensure the roadmap reflects commercial priorities and that sellers can articulate differentiated value.**
Partner with Marketing to ensure demand generation, messaging, and enablement are tightly aligned to pipeline goals.**
Coordinate with Technical Support and Professional Services to protect retention and expand accounts.**
Represent the voice of the customer and the field in planning and prioritization.

5+ years in enterprise B2B software sales, with at least 3 years in a regional manager or Director-level role carrying a quota or managing quota-carrying teams.**
Track record of consistent attainment in mature or competitive markets.**
Experience in PE-backed or resource-constrained environments where execution discipline, not headcount, drives results.**
Familiarity with the open source, developer tools, and/or adjacent infrastructure software markets is a plus, but not a requirement.**
Known as a developer of sellers, not just a manager of results.**
Comfortable with direct, specific feedback. Able to give it in a way that improves performance.**
Sets high standards for preparation and follow-through, and models those standards personally.**
Knows how to hold people accountable without destroying morale.**
Reads deals accurately and coach sellers to do the same.**
Can prioritize ruthlessly across a portfolio without losing the thread on any individual business.**
Lean into ambiguity and build structure where it does not yet exist.**
Collaborate effectively with Product and Marketing without expecting them to carry the commercial load.**
Communicate with Senior Leadership with clarity.

Sales Manager

Key skills