Sales Manager

About WorkOSWorkOS builds modern developer tools and APIs that make it easy for companies to become Enterprise Ready. Our platform powers authentication, identity, authorization, and other critical infrastructure that developers need to securely scale their products to large organizations.We recently raised a $100M Series C, valuing the company at $2B, led by Meritech and Sapphire with participation from Greenoaks, Craft, Abstract, and Audacious. WorkOS powers enterprise features for many of the fastest-growing AI companies, including OpenAI, Cursor, and Perplexity, Vercel, and Plaid.As AI reshapes software, WorkOS is at the frontier of Human and Agent Authentication, Identity, and Access Control—helping companies answer a new critical question: who are your agents, and what are they allowed to do? Our fast-growing customer base includes hundreds of modern software companies building the next generation of enterprise-ready products.About the role WorkOS has a strong bottoms-up developer-focused GTM motion. To complement it, we've built an early sales team of talented Account Executives - and now we're looking for our first Sales Manager to lead it. This is a player-coach role: you will lead, coach, and develop our AE team while continuing to carry your own book of business and close Enterprise deals yourself.You'll set the standard for what great selling looks like at WorkOS by doing it - running your own deals, navigating complex sales cycles with technical buyers - while building the team's rhythm, sharpening its process, and multiplying the performance of every rep around you. This role requires strong leadership and relationship-building skills, a consultative sales approach, and the ability to balance individual quota attainment with team development.Successful candidates will have experience leading sellers in early or scaling sales teams, a track record of personally closing enterprise deals, strong relationships with technical leaders, and a genuine enthusiasm for building processes from scratch.Responsibilities ️Team Leadership: Lead, coach, and develop a team of Account Executives through regular 1:1s, deal reviews, pipeline inspection, and call coaching- raising the bar on how the team sells to a technical audienceCarry a Book: Own and close your own portfolio of Enterprise accounts, identifying, qualifying, and closing high-potential customers while modeling a delightful customer journey tailored to technical buyersBusiness Development: Foster internal technical champions across your own accounts and your team's, and help reps navigate complex sales cycles to closeExperimentation: Lead experiments to increase revenue across our Enterprise segment, and scale what works into repeatable playbooks for the teamCollaboration: Partner with internal teams (marketing, product, engineering) to develop sales strategies, communicate customer feedback, and ensure customer successPipeline Management: Own team-level forecasting and pipeline hygiene; develop and deliver proposals, presentations, contracts, terms, and procurement for your own deals and support reps through theirsHiring & Onboarding: Partner with recruiting to attract, hire, and ramp new Account Executives as the team growsContinuous Learning: Stay up-to-date on industry trends, WorkOS product developments, and competitor offerings to position yourself and your team as trusted advisors to potential customersReporting: Regularly provide feedback and updates to the leadership team on team performance, key accounts, challenges, and growth opportunitiesQualifications Experience: 7+ years of experience in SaaS sales with a focus on enterprise accounts, including 2+ years leading or mentoring sellers (as a manager, team lead, or player-coach)Track Record: Proven track record of exceeding sales quotas as an individual contributor and driving quota attainment across a teamCoaching Ability: Demonstrated success developing reps - improving win rates, deal sizes, and sales craft through hands-on coachingTechnical Aptitude: Ability to build deep technical knowledge of WorkOS' product offerings and credibly engage technical buyersStrong Communication Skills: Excellent verbal and written communication skills, with the ability to present complex information in a clear and compelling wayCollaborative: Comfortable working cross-functionally and leveraging internal resources to close dealsCRM Experience: Proficiency with CRM tools, including forecasting and pipeline reporting at the team levelSelf-starter: Previous startup experience, particularly in high-growth PLG organizationsAI-Native: Hands-on experience building with AI-native tools - using LLMs, agents, and automation in your own selling and team workflows - and fluency in how AI-first companies build, buy, and evaluate softwareBonus: Familiarity with identity and access management (IAM) solutions like SSO, directory sync, or audit logsBenefits and Perks (US Only) At WorkOS, we offer resources that emphasize personal and familial well-being. We offer healthcare coverage for you and your family, including medical, dental, and vision. We offer parental leave, paid-time off and fully remote working arrangements.401k matchingCompetitive EquityHealthcare, dental and vision coverageFSA, ST/LT Disability, Voluntary LifeCarrot fertility benefits20 days paid vacation + 10 holidays + unlimited sick leave12 weeks fully paid parental leaveFitness: Monthly stipend for gyms, yoga classes, race registrations or whatever keeps you activeWellness: Monthly stipend for a massage, meditations class, therapy, or activities that enhance your well-beingCommuter benefits for hybrid employees in SF/NYCUnlimited token usage!Please inquire directly with our recruiting team for benefits available to those working outside the US.Equal Opportunity EmployerWorkOS is an equal opportunity employer, committed to diversity and inclusiveness. We will consider all qualified applicants without regard to race, color, nationality, gender, gender identity or expression, sexual orientation, religion, disability or age.We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.Compensation Range: $300K - $350KLocationSan Francisco; New York CityEmployment TypeFull timeLocation TypeHybridDepartmentSalesCompensationThe annual US OTE falls within the range of: $300K – $350K • Offers EquityThis range does not encompass the full spectrum of benefits such as equity, health insurance, vacation time, and paid parental leave. This salary range covers multiple levels of roles and final compensation will be determined considering various factors, including experience, skills, qualifications and location.For candidates outside the US, compensation is adjusted based on local market benchmarks.