Lead, develop, and hold accountable a team of high-performing Account Executives. Set a high performance bar and build a culture of ownership, urgency, and continuous improvement.
Own core sales metrics: opportunity creation, opportunity-to-close conversion rate, pipeline coverage ratio, and rep attainment distribution. Run structured pipeline reviews, call reviews, and deal coaching to move the numbers.
Drive strict adherence to existing SOPs and operating rhythms. Ensure consistency in deal execution, pipeline management, and forecasting. Eliminate ambiguity.
Actively coach AEs on discovery, objection handling, and closing, and step in directly when needed to unblock, accelerate, and improve outcomes.
Identify patterns in lost deals, conversion gaps, and rep performance. Translate data into actionable changes across process, messaging, and pricing within the first 3 to 6 months.
Partner with Marketing, RevOps, and Product on lead quality, sales effectiveness, and the RCM product launch GTM motion. Serve as a key voice of the customer internally.
Own accurate forecasting and pipeline health. Identify risks early and address them with urgency.

4 to 7 years managing Account Executives in a high-velocity, transactional SMB or mid-market sales environment (ASP $5K to $15K)
Proven track record improving opportunity-to-close conversion rates and driving consistent team attainment
Fluent in the metrics: pipeline coverage, conversion rates, ramp time, rep attainment distribution, and comfortable using data to make decisions and coach reps
Experience at a Series B/C-stage startup or similarly fast-paced, ambiguous environment
Strong operator mindset: highly organized, process-oriented, and detail-focused
Deep coaching experience across discovery, objection handling, and closing in a short-cycle sales motion
Proficiency in Salesforce (or equivalent CRM) and spreadsheets for pipeline management and forecasting
High emotional intelligence: able to manage rep motivation, morale, and performance accountability simultaneously.

Senior Sales Manager

Key skills