Sales Manager

Title: Sales Manager


Employment Type: Full-Time in-office in Scottsdale, AZ


Benefits: Medical, Dental, Vision, Life, LTD/STD, Paid Time Off, 401(k)


About us:


MyCarrier provides SaaS products tailored to meet the needs of the Less Than Truckload (LTL) and Full Truckload (FTL) industries. Our mission is to deliver technology that streamlines the carrier and shipper experience and creates exceptional business outcomes.


Our difference is our people. We believe our team members are the greatest assets to our mission, and we are committed to providing employees with the tools, resources, coaching, and support needed to develop their individual talents and build meaningful careers.


General Job Description:


The Sales Manager leads the day-to-day coaching, performance, and development of a team of approximately six to nine Sales Development Representatives and Account Executives, with direct oversight of the sales floor and accountability for the team's revenue results.


This role owns the sales floor's daily and weekly operating cadence including morning inspection, one-on-ones, call coaching, pipeline and deal reviews, forecasting, commission reviews, onboarding, and performance management. Success in this role requires detailed, hands-on knowledge of every meaningful opportunity in the pipeline, including its status, strategy, risks, stakeholders, and next steps. Reporting to the Director of Sales, the Sales Manager owns day-to-day execution while the Director sets broader strategy.


Essential Functions:


Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Lead the day-to-day execution of the sales floor, creating a consistent, accountable, positive, and high-performance team culture.
• Run the daily morning inspection, evaluating rep effort and execution (dials, talk time, HubSpot activity, QCAs, net-new pipeline creation, and follow-up), and maintain a detailed understanding of the team's pipeline including status, strategy, risks, stakeholders, commitments, and next steps to ensure sufficient qualified pipeline for current and future revenue targets.
• Conduct structured weekly one-on-ones and deliver specific, evidence-based coaching using real calls, conversation intelligence, pipeline activity, and performance data. Use established coaching methodology to demonstrate better performance and give clear, actionable, step-by-step guidance across discovery, SPICED execution, objection handling, deal control, storytelling, and closing.
• Run scheduled pipeline, deal, and forecast reviews; inspect deal-stage accuracy and customer commitments; and own the quality and accuracy of the team's sales forecast, supported by documented activity, critical events, stakeholders, and next steps.
• Maintain high standards for HubSpot hygiene, including accurate deal stages, documented activity, opportunity values, stakeholders, next steps, and complete pipeline information.
• Review individual performance, commissions, and goal attainment with each representative, and provide performance-based recommendations to the Director of Sales regarding promotions, compensation, or expanded responsibilities.
• Participate in hiring (sourcing, interviewing, evaluation, and selection), and own onboarding, ramp, and continued development of representatives, including individualized coaching plans based on each rep's strengths, motivations, and development needs.
• Address underperformance directly, promptly, and professionally, holding a hard line on standards while maintaining trust and morale, and demonstrating extreme ownership for team performance.
• Own weekly reporting to sales leadership on revenue, forecast, pipeline, activity and QCA attainment, process adherence, and coaching priorities.
• Maintain proficiency in the MyCarrier sales playbook, SPICED, the coaching model, HubSpot, conversation intelligence technology, and the CROS process, while promoting a coachable, growth-minded, continuous-learning culture across the team.
• Other duties as assigned.

Requirements

Education and Experience:

• High School Diploma or equivalent required.
• A bachelor's degree in business, sales, logistics, supply chain management, or a related field is preferred.
• 4+ years of experience in freight sales, logistics technology sales, SaaS sales, or sales management.
• 1+ years of experience leading, coaching, training, mentoring, or developing people as a manager, team lead, mentor, or player-coach.
• 1+ years of experience managing team revenue, activity, pipeline creation, forecast accuracy, representative ramp, and process adherence is preferred.
• Less Than Truckload experience is a significant plus.

Knowledge, Skills, and Abilities:

• Strong people-leadership skills with the ability to build trust, establish clear expectations, and maintain accountability without unnecessarily damaging team morale.
• Strong understanding of structured sales processes, discovery methodologies, pipeline management, forecasting, deal inspection, and representative development.
• Ability to coach with a repeatable and documented method rather than relying solely on motivation or general encouragement.
• Ability to diagnose whether performance gaps are caused by skill, effort, process, opportunity quality, management support, or a combination of factors.
• Ability to understand complex sales opportunities and identify risks, gaps, stakeholders, customer pain, critical events, and buying processes.
• Ability to maintain a disciplined daily and weekly operating rhythm while balancing coaching, pipeline management, hiring, reporting, and performance-management responsibilities.
• Ability to consistently demonstrate humility, drive, and sound judgement in working with the team.
• Strong verbal and written communication skills.
• Proficiency with sales reporting, forecasting, and performance-management tools.
• Proficiency with Customer Relationship Management Tools, preferably HubSpot.
• Proficiency with Microsoft Office products, including Outlook, Word, Excel, PowerPoint, and Teams.
• Coachable and growth-minded, with the ability to receive feedback without defensiveness and apply it quickly.
• Ability to create a continuous-learning culture within the sales team.