Technical Sales Manager

Sales Manager

This role is open to candidates based in LATAM, Africa, and Eastern Europe. Please note that as this role supports U.S.-based clients, candidates must be available to work during U.S. business hours aligned with the client's time zone.

Our client is seeking an experienced and strategic Sales Manager to lead and grow our team of Account Executives (AEs). This role is responsible for overseeing day-to-day inbound sales operations, training and mentoring the AE team, implementing new sales campaigns/strategies, auditing sales calls, and ensuring accurate CRM management.

The Sales Manager is fully accountable for the sales team hitting its revenue goals, conversion targets, activity standards, and overall sales performance. This person owns the number, identifies what is blocking performance, and is responsible for fixing the people, process, training, systems, or execution gaps required to hit the target.

The Sales Manager acts as both a leader and a hands-on contributor when needed, stepping into calls for strategic opportunities and large accounts when necessary.

Fully Remote (Work from Home), 9 AM – 5 PM EST

Key Responsibilities

Team Leadership & Development

• Own AE performance management, including scorecards, call coaching, reviews, and development plans.
• Set clear individual goals for each AE and hold the team accountable to revenue, conversion, pipeline, activity, and CRM standards.
• Train, mentor, and grow the AE team to ensure consistent skill development and high performance.
• Identify individual AE underperformance early and create clear coaching or performance plans to improve results.
• Turn top-performing AE behaviors into repeatable team-wide best practices.
• Approve PTO requests and manage scheduling for inbound sales personnel.
• Monitor and manage AE calendars to ensure proper coverage, optimal scheduling, and time management.
• Conduct retroactive post-mortem reviews/trainings of sales calls for continuous improvement.

Revenue Ownership & Goal Achievement

• Own the inbound sales revenue target and ensure the team consistently meets or exceeds monthly and quarterly goals.
• Take full responsibility for diagnosing why the team is ahead, behind, or on track against goal.
• Build and manage the sales operating rhythm required to hit target, including daily performance reviews, weekly pipeline reviews, call audits, coaching sessions, and conversion analysis.
• Track team and individual performance against core KPIs including close rate, average deal size, gross margin, follow-up completion, pipeline value, and revenue closed.
• Create action plans when the team is pacing behind goal and proactively communicate risks, blockers, and solutions to leadership.
• Ensure every AE understands their target, current performance, performance gaps, and exact next steps to improve.

Campaign & Strategy Execution

• Collaborate with marketing and outbound teams to implement new promotions, campaigns, and product rollouts.
• Own the sales team's execution of new campaigns and ensure AEs are trained, prepared, and held accountable for proper follow-up and conversion.
• Provide strategic input on promotions, lead qualification processes, and new campaign initiatives.
• Analyze campaign performance from a sales perspective, including lead quality, conversion rate, objections, close rate, and revenue generated.

Sales Operations & Performance Oversight

• Audit daily sales calls/transcripts, and CRM entries to ensure quality and accuracy.
• Monitor AE pipeline management, ensuring consistent and accurate reporting in CRM systems.
• Identify bottlenecks and areas for improvement in inbound processes, workflows, and sales techniques.
• Run weekly pipeline reviews to ensure deals are moving properly, next steps are clear, and no qualified opportunities are being missed.
• Own sales forecasting and provide leadership with clear visibility into expected revenue, pipeline health, risks, and performance trends.
• Ensure HubSpot reflects accurate real-time data across deal stages, lead sources, close probability, notes, next steps, and revenue reporting.
• Review lost deals, stalled opportunities, and low-converting lead sources to identify patterns and fix root causes.

AI, Automation & Sales Enablement

• Use AI and automation to improve sales performance, AE productivity, call quality, follow-up execution, and reporting.
• Identify repetitive sales workflows that can be automated or improved through HubSpot workflows, AI tools, dashboards, call review systems, or enablement resources.
• Build and maintain sales enablement assets including call scripts, objection-handling guides, discovery frameworks, follow-up templates, sales playbooks, and qualification guides.
• Continuously improve the tools (AE scorecard), systems, and resources that help AEs close more deals and operate more consistently.

Sales SOPs & Process Optimization

• Build, document, and maintain comprehensive Sales SOPs for AE inbound processes.
• Continuously iterate and improve SOPs based on team performance, feedback, and new initiatives.
• Roll out new initiatives, such as outbound outreach campaigns and follow-up sequences to nurture old pipelines, revive leads, and/or optimize conversion rates.
• Continuously test and improve scripts, qualification criteria, sales sequences, objection handling, offers, and closing strategies to increase conversion rates.
• Ensure alignment with leadership and adoption of new processes across the team with clear guidance and training.

Hiring, Interviewing & Team Scaling

• Interview, assess, and evaluate AE candidates through structured interviews, role plays, mock calls, and sales scenario exercises.
• Partner with leadership or recruiting to identify when the team needs additional headcount, replacement hires, or role changes based on quota coverage and performance needs.
• Build onboarding and ramp plans for new AEs to ensure they become productive quickly and understand the sales process, tools, scripts, expectations, and performance standards.

Escalation Management

• Serve as the primary point of contact for escalations from the delivery or operations teams.
• Collaborate cross-functionally to implement preventive measures and process improvements.
• Identify recurring escalation patterns and work with leadership, delivery, and operations to fix root causes before they impact future sales or client expectations.
• Ensure escalated issues are documented, communicated, and resolved efficiently.
• Ensure AEs are properly setting expectations during the sales process to prevent avoidable delivery or client success issues after close.

Collaboration & Cross-Functional Alignment

• Partner with outbound sales teams to ensure lead handoffs and campaigns are aligned.
• Coordinate with leadership to identify strategic opportunities requiring AE or executive-level involvement.
• Communicate sales insights, objections, lead quality issues, and conversion trends to the relevant teams so the business can improve messaging, targeting, offers, and fulfillment.
• Step into calls when needed for larger accounts, high-value opportunities, or strategic deals.

Qualifications

• 5+ years of experience in inbound sales with at least 2 years in a leadership or management role.
• Proven track record managing a team of Account Executives.
• Proven track record owning and hitting team revenue targets.
• Strong expertise in HubSpot management and pipeline oversight
• Strong understanding of sales KPIs, forecasting, pipeline management, conversion analysis, and performance accountability.
• Excellent coaching, training, and mentoring skills.
• Exceptional communication skills, both written and verbal.
• Data-driven and detail-oriented with ability to audit and analyze sales performance.
• Comfortable taking sales calls for high-value or strategic opportunities.
• Experience using AI tools, automation, or sales enablement systems to improve team performance is strongly preferred.
• Technical fluency — comfortable in conversations with engineering/technical buyers (CTOs, VPs of Engineering); able to evaluate technical role requisitions and speak credibly about our AI-powered tools and products.

What Success Looks Like

• AE team consistently meets or exceeds inbound lead conversion and revenue targets.
• The Sales Manager takes ownership of whether the team hits or misses goal and proactively drives the actions needed to close performance gaps.
• Leadership has clear weekly visibility into forecast, pipeline health, rep performance, risks, and the exact plan to hit target.
• Sales