Sales Manager, Account Executive

Sales Manager, Account Executive

Workstream is a mission-driven company building the all-in-one HR, payroll, and hiring platform for managing the hourly workforce. There are 2.7 billion hourly workers, making up 80% of the global workforce, but this market has been heavily underserved by technology and deserves better. Workstream has been purpose-built for the hourly workforce from day one so that these businesses and their employees can thrive.

Our customers include leading brands from multiple sectors, including Burger King, Carl's Jr./Hardee's, IHOP, KFC, and Culvers. We are a high growth series B company and quickly expanding our product portfolio to deliver on our vision. We are backed by legendary VCs and industry experts like Founders Fund, BOND, and Coatue.

We're hiring a Sales Manager to lead a team of Account Executives in our Franchise Sales org. This team owns Workstream's most strategic relationships books of business built around named restaurant and franchise brands, sold into both franchisees and franchisors across multi-location, multi-EIN operators.

You'll inherit a team that is already producing and a playbook that already works. Your job is to improve the playbook and run it with rigor, sharpen it, and scale it.

That means owning the weekly pipeline motion, coaching reps through complex multi-stakeholder deals, getting new hires productive faster, and turning what your top performers do instinctively into something the whole team can repeat.

This is a hands-on, in-the-deals management role. You'll be in the CRM, on the calls, and in the room. This role is 5 days a week in-office, designed to support close collaboration with the sales team and cross-functional partners. Being in the office enables faster decision-making, stronger team alignment, and real-time collaboration essential for building and scaling our sales motion.

Work Environment

• Fully onsite, office-based role (5 days a week), designed to support close collaboration with the sales team and cross-functional partners. Being in the office enables faster decision-making, stronger team alignment, and real-time collaboration essential for building and scaling our sales motion.
• Fast-paced, collaborative sales floor environment
• Daily in-person interaction with Sales, Marketing, and Leadership teams

Day In The Life

• Lead and coach a team of Account Executives run 1:1s, deal reviews, and call coaching; hold the bar on activity, rigor, and results.
• Own pipeline management with the team. Run the weekly pipeline review, drive coverage against quota, kill or advance stalled deals, keep close dates and next steps honest, and make sure the forecast you submit is one leadership can bank on.
• Take our existing sales playbook and grow it. Codify what's working across discovery, multi-threading, demo, pricing, and close then evolve it as our product and market move. Turn one rep's win into the team's default motion.
• Forecast accurately and report on team performance against monthly and quarterly targets; partner with Sales Ops on Salesforce hygiene, reporting, and pipeline analytics.
• Ramp new hires. Own onboarding and ramp plans so new AEs reach full productivity on schedule, and partner with our SDR org on the SDR-to-AE promotion path.
• Get into the deals. Join key calls, help navigate franchisee/franchisor dynamics, unblock stalled opportunities, and be a credible second voice in the room for six-figure deals.
• Travel with the team roughly once per quarter to franchise conferences, brand conventions, and franchisee association events where a meaningful share of our pipeline gets built.
• Partner cross-functionally with Marketing, Sales Ops, Implementation, and Customer Success so what we sell is what we deliver.
• Recruit and develop talent interview, hire, and build a bench so the team scales without a drop in quality.

Who You Are

• Minimum 2 years of experience directly managing a sales team (quota-carrying AEs or equivalent), with a track record of hitting team number.
• A strong individual selling background before management you've carried and beaten a quota yourself.
• Real pipeline management discipline. You can look at a rep's pipeline and immediately see what's real, what's fiction, and what's missing.
• Experience coaching reps through complex, multi-stakeholder B2B deals with multiple decision makers.
• Comfort with CRM-driven management and forecasting (Salesforce experience preferred), and the analytical instinct to manage by pipeline math, not vibes.
• Excellent communication and coaching skills; you give direct feedback in a way people can actually use.

Nice to Have

• Experience in Restaurant Tech or Payroll & HR POS, back-office, workforce management, ATS, HRIS, or payroll.
• Experience selling into franchise organizations franchisees, franchisors, multi-unit operators, or franchisee associations.
• Experience with SMB-through-mid-market motions and blended inbound/outbound pipeline generation.

What We Offer

• A mission-driven and value-based company dedicated to empower deskless workers and local businesses
• An early employee opportunity at a Series B hyper-growth startup; work with the founding team and industry veterans to accelerate your career
• Competitive salary and equity
• Comprehensive health coverage: medical, dental, and vision. We pay 95% of your premiums for our employees and 75% for dependents.
• In office amenities and stocked kitchen
• 401K Plan
• Flexible PTO

Additional Information

Workstream provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

We are committed to the full inclusion of all qualified individuals.