Sales Manager - B2B Sales

UsedCardboardBoxes – San Diego, CA – Management Remote Full-time – Reports to Head of Sales About UsedCardboardBoxes Founded in 2006, UsedCardboardBoxes (UCB) is the largest processor of used gaylord totes, produce totes, resin bins, shipping boxes, and FIBCs (Super Sacks) in North America. Unlike recyclers, UCB’s business model is built on reuse, resale, and return of packaging back into circulation. UCB serves major retailers, processors, and manufacturers through resale and closed-loop return programs that reduce cost and environmental impact. The company is profitable, growing, and investing in sales management to drive focused, high-impact execution. The Role The Sales Manager – B2B Sales is responsible for driving focused, high-impact sales campaigns that unlock revenue and gross profit from UCB’s most valuable opportunities. This role partners closely with Sales Manager – B2B Sourcing to identify where demand generation will create the greatest impact and to ensure sales efforts are aligned with supply realities. This is a hands‑on management role that blends campaign strategy with day‑to‑day execution. The Sales Manager helps shape campaign priorities, builds and leads the sales team, and ensures reps execute consistently across outbound, inbound, and marketing-supported channels. In the absence of a dedicated Sales Enablement function, this role serves as the primary owner of sales coaching, training, and skill development for the B2B Sales team, with the expectation that this responsibility may later specialize as the organization scales. Where This Role Fits The Sales Manager – B2B Sales owns sales campaign execution and rep performance while contributing to campaign strategy through close collaboration with sourcing and marketing. This role ensures sales energy is directed toward opportunities that move the needle most. The Sales Manager partners with the Head of Sales on priorities and performance, collaborates with the Sales Manager – B2B Sourcing to align demand with supply, and works with Business Development and leadership to scale results across the organization. What You’ll Do Partner with Sales Manager – B2B Sourcing to identify the highest‑impact sales campaigns based on demand gaps and supply opportunities Advocate for sales-side priorities while incorporating sourcing constraints and insights Translate campaign strategy into clear target lists, messaging focus, and execution plans Campaign Execution & Performance Own outbound, inbound, and marketing-supported sales campaigns Ensure reps are focused on the right accounts, opportunities, and deal types Reinforce pricing awareness and deal quality standards set by leadership Ensure campaigns prioritize opportunities with strong revenue and gross profit potential Team Building & Development Hire, develop, and manage a high-performing B2B sales team Own onboarding, coaching, and ongoing skill development for the B2B Sales team, serving as the primary sales enablement leader until the function is specialized in the future Coach reps on deal strategy, pricing conversations, and objections Demand Generation & Marketing Alignment Partner with Business Development to leverage email, content, events, and other channels to drive demand Ensure sales campaigns are supported by coordinated marketing efforts Provide feedback to Business Development on messaging, response quality, and campaign effectiveness Process, Visibility & Accountability Hold reps accountable to activity, pipeline health, and campaign outcomes Own CRM execution and discipline (e.g., HubSpot), ensuring pipeline hygiene, forecasting accuracy, campaign tracking, and actionable reporting for sales leadership Surface execution risks, deal quality issues, and insights to the Head of Sales Act as a heavy user and contributor to HubSpot design, including pipeline stages, workflows, reporting, and adoption standards Leverage conversation intelligence tools (e.g., Gong.io) to review calls, identify coaching opportunities, and reinforce best practices across the team Cross-Functional Collaboration Work with Solutions Engineering to structure deals correctly Partner with Operations to ensure commitments made are executable Share learnings and best practices across sales and sourcing teams What Success Looks Like Sales campaigns are well-prioritized, coordinated, and effective Demand generation is aligned with supply and margin priorities Sales reps ramp quickly and execute with confidence and discipline Pipeline quality and conversion rates improve Growth is driven by focused execution, not scattered activity Deal quality improves, with fewer pricing exceptions, quality issues, and rework Sales behaviors, talk tracks, and qualification standards become more consistent across the team What You’ll Bring 4–7 years of B2B sales experience, including team leadership responsibilities Experience running and refining outbound, inbound, and campaign-driven sales motions Strong coaching instincts and comfort hiring and developing sales talent Ability to collaborate cross-functionally with sourcing, marketing, and operations Commercial mindset with awareness of pricing and deal quality Hands‑on leadership style with a bias toward execution Experience using CRM platforms such as HubSpot to manage pipeline, campaigns, forecasting, and sales team execution Experience using conversation intelligence tools such as Gong.io to coach reps, improve qualification, and increase win rates Bonus if you have Experience in packaging, logistics, recycling, or industrial B2B markets Background in account-based marketing or sales-led growth environments Experience scaling sales teams in operationally complex businesses Experience implementing HubSpot (or similar CRM) and Gong.io (or similar) from scratch and embedding it into a sales management cadence Compensation On Target Compensation (OTC): $112,000 – $150,000 Base Salary: $80,000 – $100,000 Performance Bonus: On Target to be 40–50% of salary Performance is evaluated across revenue and gross profit attainment. Visionary Bonus (LTIP): TBD Cash-based and tied directly to performance, not valuation This reflects the compensation target for new hire salaries for the position. Please note that the compensation details provided do not include benefits and perks that we offer. UCB will consider paying compensation near the higher of the range in exceptional cases where candidates have the experience, credentials, and/or expertise to warrant such consideration. It is our goal to hire, attract, and retain the best talent and are happy to share more during the recruitment process. This role requires up to 20% travel focused on attending key conferences, strategic client engagements, supporting team development, and cross‑functional alignment. Here’s Why You Should Apply Competitive compensation, including base salary and performance incentives Benefits package including health, dental, and vision insurance – 60% of employee-only healthcare premiums covered for you, increases to 70% after 2 years. Paid time off and 6 company-paid holidays per year 401k plan, to support you in your individual retirement goals A commitment to mentorship and training, to get you providing value quickly, upskilling your professional capabilities, and investing in your career development Exposure to highly strategic initiatives that will transform the business Encouragement to explore new technologies and drive impact Opportunity for long-term value creation tied to company performance How This Role Grows As the company scales, this role can grow into broader sales leadership with expanded team ownership, campaign scope, or segment responsibility based on performance and business needs. UsedCardboardBoxes is an equal opportunity employer. We are committed to building a diverse and inclusive workplace. #J-18808-Ljbffr Used Cardboard Boxes Inc.