Head of Sales & Customer Success - Fully Remote Position

Join Our Team as a Sales Manager

At Tango Analytics, we’re all about helping businesses make smarter decisions through powerful technology, insightful data, and a whole lot of collaboration. Whether you're a creative thinker, a strategic planner, a tech wizard, or a customer champion, there's a place for you on our team. We are looking for a Sales Manager to join our Sales Leadership team.

Serve as a player-coach, balancing direct ownership of strategic net-new opportunities with leadership, coaching, and development of a growing team of Account Executives.

Carry an individual sales target and personally source, develop, and close strategic new-logo opportunities, particularly larger or more complex enterprise deals.

Lead the team against new-logo bookings and ARR targets, establishing clear expectations and accountability for pipeline creation, opportunity progression, forecast accuracy, and closed business.

Coach Account Executives through complex, multi-stakeholder SaaS sales cycles involving corporate real estate, facilities, finance, IT, operations, procurement, and executive leadership.

Recruit, onboard, and ramp new sales talent as the team expands, helping build a high-performance culture focused on disciplined execution, continuous learning, and customer value.

Drive consistent pipeline generation across both the individual and team books of business through territory planning, account prioritization, outbound prospecting, partner engagement, and coordination with Marketing and Business Development.

Maintain rigorous deal inspection and forecasting processes, identifying risks early and ensuring opportunities have clear next steps, compelling business cases, executive sponsorship, and realistic close plans.

Take an active role in high-value and high-risk opportunities, helping shape deal strategy, customer messaging, commercial structure, and negotiation approach.

Establish and reinforce qualification standards that prioritize customers with strong strategic fit, meaningful business need, appropriate deal size, and long-term growth potential.

Partner closely with Solution Engineering, Client Experience, RevOps, Product, Finance, and Legal to structure commercially sound solutions for complex customer requirements.

Lead or support negotiations involving SaaS subscriptions, Statements of Work, implementation commitments, SLAs, pricing, contract terms, and other elements of enterprise transactions.

Build executive relationships with key prospects and customers while helping Account Executives strengthen their own executive-level selling capabilities.

Develop a deep understanding of Tango’s Integrated Workplace Management System and Store Lifecycle Management solutions, including lease management, transactions, space management, reservations, visitor management, and occupancy.

Translate customer challenges in corporate real estate, workplace management, retail, restaurant operations, and the public sector into compelling business outcomes and value propositions.

Use CRM and sales analytics to monitor individual and team performance, improve conversion rates, identify coaching opportunities, and provide leadership with accurate visibility into pipeline and expected results.

Partner with Sales leadership on go-to-market strategy, territory design, capacity planning, hiring, and initiatives that improve sales productivity and scalability.

Represent customer and market feedback internally to help inform product positioning, competitive strategy, and go-to-market priorities.

5+ years of progressive B2B software sales experience, including significant experience in enterprise SaaS.

• Proven success as a top-performing enterprise SaaS seller combined with demonstrated experience mentoring and enabling fellow sales professionals.
• Strong willingness and ability to operate as a true player-coach, personally owning revenue opportunities while simultaneously developing and managing a growing team.
• Demonstrated track record of winning net-new business and consistently achieving or exceeding individual and ARR targets.
• Experience managing complex, multi-stakeholder enterprise sales cycles with material contract values and extended buying processes.
• Strong command of pipeline management, opportunity qualification, deal inspection, forecasting, territory planning, and sales performance management.
• Experience selling business-critical software solutions that require consultative discovery, solution selling, and development of a quantified business case.
• Ability to move effectively between leadership and hands-on execution, from team coaching and forecasting to personally leading customer meetings and closing deals.
• Experience interviewing, onboarding, and developing Account Executives in a growing sales organization.
• Experience working cross-functionally with Solutions Consulting, Professional Services, Customer Success, Product, Finance, and Legal teams.
• Working knowledge of SaaS commercial structures, including subscription agreements, Statements of Work, implementation services, SLAs, and contract negotiations.
• Strong analytical skills and the ability to use CRM data, pipeline metrics, and conversion trends to drive decisions and improve performance.
• Excellent written and verbal communication skills, with the executive presence to engage senior customer stakeholders and internal leadership.
• Strong operational discipline and a track record of creating repeatable sales processes while maintaining the flexibility required in a growing organization.
• Bachelor’s degree in Business, Marketing, Finance, or comparable experience

Comprehensive Benefits Including health, dental, and vision insurance, a 401(k) plan with company match, and generous paid time off to support your well-being.

Flexible Work Environment Whether remote, hybrid, or in-office, we support work arrangements that promote productivity and balance.

We are committed to equal opportunity regardless of race, ethnicity, religion, parental status, sexual orientation, age, citizenship, disability, or veteran status.