Manager of Sales Specialists

Accountabilities:

• • Lead and develop a team of Sales Specialists accountable for generating new sales, achieving revenue targets, and delivering strong customer engagement.
  • Drive customer satisfaction and engagement improvements by ensuring the team consistently understands customer needs and positions relevant solutions effectively.
  • Apply a strategic perspective to complex business challenges, identifying opportunities and solutions that support growth and customer outcomes.
  • Drive change, innovation, accountability, and execution by translating organizational goals and strategic initiatives into clear team priorities.
  • Develop plans, establish priorities, and align team activities with broader leadership objectives and financial targets.
  • Maintain accurate sales forecasts, customer evaluations, Salesforce records, and reporting while monitoring market and competitor activity.
  • Partner with Sales leadership to align retention, growth, and sales objectives while supporting departmental talent development priorities.
  • Monitor individual and team performance through coaching, ride-alongs, call monitoring, direct interactions, activity reviews, and other performance measures.
  • Provide ongoing coaching around sales processes, product knowledge, professional development, business planning, account planning, customer experience, product adoption, negotiation, and business acumen.
  • Collaborate with Marketing, Field Sales, Finance, Human Resources, and other sales support functions to maximize opportunities and help the team achieve its objectives.
  • Build strong relationships with customers and key stakeholders, including senior and C-level decision-makers, to strengthen engagement and identify business opportunities.
  • Promote consultative and solution-based selling approaches while helping the team identify opportunities for upselling, retention, and broader solutions development.
  • Support continuous improvement of sales processes, customer strategies, and team execution in response to changing market and business conditions.

  Requirements:

  • Bachelor's degree in a related field and/or equivalent professional experience is preferred.
  • At least 5 years of management experience, combined with 5+ years of successful B2B sales experience.
  • Deep understanding of customers, business dynamics, market conditions, and the ability to translate that knowledge into value-added solutions and services.
  • Demonstrated ability to recognize when operational adjustments are needed to meet business objectives and implement appropriate changes.
  • Proven experience coaching sales processes, delivering product training, and supporting professional development.
  • Strong business and industry knowledge with the ability to understand complex customer challenges and commercial opportunities.
  • Demonstrated ability to engage, communicate, and build meaningful relationships with key stakeholders and C-level executives.
  • Strong people leadership, performance management, coaching, and talent-development capabilities.
  • Strong B2B business development expertise, including experience with sales, upselling, retention, solution development, and customer growth.
  • Highly skilled in implementing business and account plans, improving customer experience, increasing product awareness and adoption, positioning new products, and developing impactful sales presentations.
  • Strong understanding and practical experience with solution selling and consultative sales methodologies.
  • Proven record of sales performance is preferred.
  • Excellent verbal communication, relationship-building, organizational, and interpersonal skills.
  • Ability to maintain a professional and customer-focused approach across all client interactions.
  • Adaptability and resilience in a changing business environment.
  • Proficiency with Microsoft Office, Salesforce, Xactly, and other relevant business and sales tools.
  • Experience in law enforcement and risk/fraud solutions is preferred.
  • Ability to work remotely, with a preference for candidates who can access one of the organization's hub locations in Washington, D.C., Minnesota, Michigan, or Texas.

  Benefits:

  • Target total cash compensation range of $199,500–$370,500 USD, inclusive of base pay and target sales incentive, with positioning within the range based on knowledge, skills, experience, and internal equity.
  • Comprehensive health, dental, and vision insurance.
  • Disability and life insurance programs.
  • Competitive 401(k) plan with company match.
  • Flexible vacation, paid sick and safe time, and paid holidays.
  • Two company-wide mental health days off.
  • Parental leave and sabbatical leave.
  • Flexible work arrangements, including the ability to work from anywhere for up to 8 weeks per year.
  • Flexible Spending Accounts and Health Savings Accounts.
  • Retirement savings and employee incentive programs.
  • Tuition reimbursement.
  • Fitness reimbursement and access to wellbeing resources.
  • Employee Assistance Program.
  • Access to Headspace.
  • Optional hospital, accident, sickness, life, AD&D, and legal identity-theft protection programs.
  • 529 Plan and commuter benefits.
  • Adoption and surrogacy assistance.
  • Employee Stock Purchase Plan.
  • Two paid volunteer days annually and opportunities to participate in social-impact and pro-bono initiatives.
  • Career development, continuous learning, and skills-first growth opportunities.
  • Remote work environment with access to hub locations where applicable.