Manager, Sales - Local Sales

Sales Manager – Outside Sales

People Leader | Territory-Based | Hybrid Company: LocaliQ, powered by the USA TODAY Network Location: Local/Regional Sales Leader Role - Worcester, MA

LocaliQ is the full-service digital marketing services agency within the USA TODAY Network, delivering end-to-end digital solutions—from strategy and creative to execution and optimization—across search, social, programmatic, video, and more, all backed by the scale and credibility of USA TODAY.

About the Role

The Sales Manager is a frontline people leader responsible for coaching, developing, and leading a team of Account Executives who sell consultative, full-cycle marketing solutions to local businesses.

This role is ideal for a leader who believes great sales results start with clear expectations, consistent coaching, disciplined execution, and strong relationships—with both clients and their team. You'll lead sellers who own their territories end to end: prospecting for net-new business, growing existing client relationships, and delivering long-term value through thoughtful marketing strategies.

As a Sales Manager, you will balance hands-on coaching, performance management, and strategic leadership, while partnering closely with post-sale, sales enablement, and cross-functional teams to support strong outcomes for both clients and sellers.

You will play a critical role in building a high-performance, accountable, and client-centered sales culture, ensuring your team has the tools, skills, and support needed to succeed.

Why This Role Stands Out

• Competitive base salary with incentive compensation tied to team performance
• Opportunity to lead, coach, and develop a team in a modern, consultative sales environment
• Direct impact on market growth, talent development, and client success
• Strong onboarding, leadership enablement, and peer support
• Visibility and partnership with senior sales leadership
• Career progression into senior sales leadership roles
• Backed by industry-leading marketing solutions, tools, and data
• High-performance culture

What You Will Do

• Lead, coach, and develop a team of Account Executives focused on full-cycle, consultative selling
• Drive execution of daily, weekly, and monthly sales behaviors including prospecting, pipeline management, and forecasting
• Conduct regular 1:1s, pipeline reviews, ride-alongs, call coaching, and performance check-ins
• Support sellers in running strong discovery conversations, building thoughtful proposals, and closing new and expanded business
• Set clear performance expectations and hold the team accountable to activity, quality, and results
• Partner with post-sale teams, sales enablement, and internal stakeholders to support client outcomes and seller success
• Recruit, onboard, and ramp new hires with a strong focus on early success and skill development
• Use CRM and reporting tools to monitor performance, identify trends, and proactively address gaps
• Foster a positive, inclusive, and resilient team culture grounded in coaching, feedback, and continuous improvement
• Stay close to the market—client needs, competitive landscape, and local business trends—to guide effective sales strategy

Qualifications

• 3+ years of experience leading, coaching, or mentoring sales professionals (formal people leadership preferred)
• 3+ years of experience in B2B sales, with demonstrated success in consultative or full-cycle selling (in media preferred)
• Proven ability to coach prospecting, discovery, pipeline management, and closing skills
• Experience managing performance through activity, behaviors, and outcomes—not just results
• Comfort selling and coaching across digital marketing solutions (search, social, display, video, or similar)
• Strong working knowledge of CRM tools with disciplined forecasting and pipeline management
• Ability to balance empathy and accountability when coaching performance
• Clear, confident communicator who builds trust with sellers, peers, and senior leaders

Who Thrives in This Role

Top-performing Sales Managers are coaches first. They are organized, consistent, resilient, and deeply invested in developing people. They don't avoid tough conversations, but they lead them with clarity and respect. They believe in process, use data to guide decisions, and know that strong fundamentals drive sustainable results. They're energized by helping others win—and they hold themselves and their teams to high standards while creating an environment where people feel supported, challenged, and motivated to grow.

Benefits

We believe great leaders deserve strong support and meaningful opportunity.

• Competitive base salary + commission based on team performance
• 401(k) with company match
• Comprehensive health, dental & vision coverage options
• Generous paid time off and holidays
• Structured leadership onboarding and enablement
• Ongoing development and coaching from senior leaders
• Hybrid flexibility aligned to market and team needs
• Access to industry-leading tools, data, and marketing solutions
• Career progression opportunities
• Recognition programs, incentives, and President's Club trips

Lead a team that helps local businesses grow. Build talent. Drive results. Create impact. If you're passionate about coaching sellers, developing people, and leading with purpose in a consultative sales environment, we'd love to hear from you.

The annualized base salary for this role will range between $80,000 and $90,000. Base compensation is reflective of many factors, including, but not limited to, the market in which one lives/works, individual education level, skills, certifications and experience. Note: variable compensation is not reflected in these figures and based on the role, may be applicable.

USA TODAY Co., Inc. is a proud equal opportunity employer committed to building and maintaining a diverse workforce. As such, we will consider all qualified applicants for employment and do not discriminate in connection with employment decisions on the basis of an applicant or employee's race, color, national origin, ethnicity, ancestry, citizenship status, sex, gender, gender identity, gender expression, religion, age, marital status, personal appearance (including height and weight), sexual orientation, family responsibilities, physical or mental disability, medical condition, pregnancy status (including childbirth, breastfeeding or related medical conditions), education, genetic characteristics or information, political affiliation, military or veteran status or other classifications protected by applicable federal, state and local laws in the jurisdictions where USA TODAY Co. employs employees. In addition, USA TODAY Co., Inc. will provide applicants who require a reasonable accommodation, as a result of an applicant's disability or religion, to complete this employment application and/or any other process in connection with an individuals' application for employment with USA TODAY Co., Inc. Applicants who require such accommodation should contact USA TODAY Co., Inc.'s Recruitment Department at View email address on click.appcast.io. Applicants must be authorized to work in the applicable location. Applications from outside these regions will be removed from our system after submission. If you are a California resident, you acknowledge that by applying for a job with us, this California Job Applicant Privacy Notice will apply to our collection, use, and disclosure of your personal information.