Sales Manager

Department: Sales

Employment Type: Full Time

Location: United States

Reporting To: Global Sales Manager

Description

Hey I'm George, Global Sales Manager at Pinpoint.

We're a high-growth, HR-Tech start-up building and selling software that helps in-house recruitment teams attract, hire, and onboard the right talent. Today, we have a strong foundation in place, with a mature product, strong product-market fit, and happy customers.

We're experiencing rapid, sustainable growth, and to support this trajectory, we're looking for a U.S Sales Manager to join our team and lead our US sales efforts to new heights.

In this role, you'll be tasked with shortening the sales cycle, improving win rates, and increasing Average Selling Price (ASP) for our US team. Your key objectives will include guiding our current team of 3 Account Executives to achieve 100% of quota, enabling them to consistently win accounts up to 5,000 headcount, and expanding the team's capacity over the next 12 months in line with our company growth goals.

The right person for this role will:

• Listen, evaluate, then make changes -- rather than copy-pasting a playbook that worked somewhere else but might not apply here
• Want to spend 50%+ of their time helping their team get better (call reviews, deal reviews, pipeline reviews, 1:1s, joining calls)
• Want a mixed role until the team grows a little more; you'll be responsible for a personal new bookings target, as well as your team's target
• Do their best work in an ambiguous startup environment where there are competing priorities
• Understand balance, knowing where to focus effort and when to push yourself and your team hard to reach your goals
• Be willing and eager to travel; this person can expect to travel 15% of the time, including 3 trips per year to the UK, a few US-based events, and regular team meetups in the Mid-Atlantic
• Be based in CST or EST inside the United States

About the Role

Day-to-day, you'll be managing a growing team of AEs focused on selling into the US market. Your responsibilities will include:

• Hiring, training, forecast management, performance analysis, and day-to-day coaching / development of your team
• Providing an accurate monthly and quarterly forecast for your team
• Contributing to the global sales playbook, particularly bringing your experience closing larger accounts as we continue to move up market
• Initially owning some larger sales cycles (mostly > 1,000 headcount accounts), while developing the playbook, then training the team to handle them autonomously
• Providing cover for our UK team when our UK Manager is unavailable (they'll do the same for you)

About You

• 4+ years of full-cycle software/SaaS sales experience, selling to accounts from 250 to 5,000+ employees
• 2+ years leading and developing 4+ high-performing Account Executive teams in a rapidly growing B2B SaaS business
• Consistent record of exceeding individual and team targets, including successful delivery against AE team goals
• Proven history of actions and decisions that demonstrate our corevaluesin practice
• Proven ability to deliver results in ambiguous environments and competitive markets
• Success in hiring, developing, and improving performance of both entry-level and Senior AEs
• Experience collaborating with leadership to implement changes that drive significant business improvements
• Strong technical knowledge with the ability to discuss and sell complex products
• Excellent communication, presentation, analytical, and problem-solving skills
• Detail-oriented and persuasive approach with a strong sense of ownership
• Deep understanding of sales methodologies, with experience in using and training others in various sales processes
• Based in EST or CST inside the United States

Where does pipeline come from?

Primarily inbound through a mix of digital marketing, events/field marketing, and partnerships.

What is the current ACV?

A wide range given we work with a wide range of account sizes from a few hundreds to tens of thousands of employees.

Where are your AEs based?
The team you'd lead are remote across the US, currently in Florida, New Jersey, and Virginia. We also have AEs across the UK.

What's the tech stack?

HubSpot, Gong, Slack, Zoom, Clay

Do you use a standard sales methodology?

Not today. We have the foundations of a strong process, but we do not follow a single methodology.

Do you use a standard qualification framework?

Not today.

What supporting functions are there?

Sales sits within the Revenue org that incorporates Sales, Marketing, and RevOps (that includes deal desk). We have a strong relationship with CS, which reports directly to the CEO. Legal sits in Ops.

What does performance look like across the team?A mixed bag. Last FY 100% reps achieved > 80% of quota. YTD performance ranges from 53% to 132%.

What We Offer

We're committed to being an exceptional workplace and company you are proud to work for. To that end, we offer some great benefits, including:

• Gold-plated healthcare: Enjoy the best medical, dental, and optical coverage money can buy. We've got you and your family covered for all eventualities
• Unlimited holidays: Everyone needs a healthy, happy, and productive life without restrictive holiday limits
• Mental health support: Unlimited and immediate access to counseling for any employees via Spill.
• Retirement matching: Competitive retirement plan with a generous matching contribution to help you achieve your long-term financial goals.
• Flexible, remote working: We want you to work when and where you're most productive, whether you're an early bird or a night owl
• Meaningful equity: You'll contribute to the team's success and deserve to share in it. To that end, everyone on our team gets a meaningful equity allocation
• Generous paid parental leave: To help support new parents in the workplace, we offer up to 16 weeks of paid leave
• Learning budget: Annual funds are made available to support both your personal and professional development
• Top-of-the-line equipment: We'll set you up with the right tools to do your best work-starting with a MacBook Pro, 4K monitors, and the right software to get the job done
• A team that cares: You'll be joining a team of intelligent, capable, and helpful people that want you to win, our clients to be wowed, and our business to grow