Manager, Direct Sales, North America Region

Accountabilities:

Lead and manage a team of 5–7 Account Executives focused on acquiring new customers within the North American Small and Medium-sized Business (SMB) segment, targeting organizations with approximately 10–100 employees.
Drive the achievement and consistent overperformance of new customer acquisition targets and Annual Recurring Revenue (ARR) objectives.
Oversee daily sales activities, ensuring effective execution of sales strategies, pipeline development, and revenue generation initiatives.
Recruit, attract, develop, and retain high-performing sales professionals who align with the organization's sales methodology and culture.
Establish structured coaching programs, performance expectations, and measurable Key Performance Indicators (KPIs) to strengthen individual and team performance.
Develop a repeatable and scalable full-cycle sales process, ensuring consistent adoption of sales methodologies, tools, and best practices.
Monitor and forecast monthly and quarterly ARR performance, providing accurate reporting and actionable insights into team productivity and business results.
Leverage sales technology platforms, including Salesforce, Gong, LinkedIn Sales Navigator, and Outreach, to improve pipeline visibility, sales efficiency, and conversion rates.
Partner with Sales Enablement to onboard new Account Executives, accelerate their development, and create opportunities for long-term career progression.
Collaborate with senior sales leadership to define, prioritize, and execute quarterly objectives and strategic growth initiatives.
Work cross-functionally with other departments to identify opportunities for operational improvements, challenge existing processes, and support business innovation.
Identify inefficiencies within sales systems and workflows, remove obstacles, and advocate for the resources and tools needed to support the team's success.
Successfully manage organizational or structural changes while maintaining team engagement, accountability, and sales performance.
Requirements:
At least 2 years of experience managing quota-carrying sales teams within a SaaS organization, or equivalent experience in a comparable sales leadership position.
Demonstrated success achieving and exceeding monthly and quarterly sales targets, particularly in new business acquisition and recurring revenue generation.
Previous experience managing full-cycle sales professionals, preferably Account Executives operating within an SMB-focused sales environment.
Bachelor's degree or equivalent professional experience.
Strong leadership and people management capabilities, combining empathy, accountability, motivation, and performance-oriented coaching.
Proven ability to develop sales talent, provide structured feedback, and drive consistent adoption of sales processes and performance standards.
Experience managing sales pipelines, forecasting revenue, analyzing sales performance, and using metrics to guide strategic decisions.
Strong understanding of inbound sales metrics, pipeline reporting, conversion rates, and revenue performance indicators.
Familiarity with sales technology and CRM platforms such as Salesforce, Gong, Outreach, LinkedIn Sales Navigator, or similar tools.
Excellent communication and interpersonal skills, with the ability to collaborate effectively across different organizational levels and departments.
Strong critical thinking and problem-solving abilities, combined with the capacity to translate strategic objectives into practical execution plans.
Previous experience working in a fast-paced SaaS company or startup environment is highly desirable.
Experience selling technology solutions to IT teams within small and medium-sized enterprises is a strong advantage.
Previous experience leading teams through organizational restructuring, operational transformation, or significant business changes is preferred.
A proactive, curious, and positive mindset, with the ability to challenge existing approaches and continuously identify opportunities for improvement.
Fluency in written and spoken English is essential, as the role involves working with international teams and North American customers.
Benefits:
Full-time employment opportunity.
Fully remote working arrangement within India.
Opportunity to lead and develop a team serving the North American SMB market.
Exposure to an innovative, AI-powered unified IT management and cybersecurity technology platform.
Opportunity to work within a global, remote-first organization with international teams and cross-functional collaboration.
Significant leadership responsibilities and opportunities to influence sales strategy, business growth, and operational performance.
Professional development through sales leadership, coaching, and strategic business initiatives.
Collaborative working environment that encourages innovation, ownership, inclusion, and professional growth.
Opportunity to contribute to a rapidly evolving SaaS business and help shape its future sales organization.
Working hours: 7:00 PM to 4:00 AM IST, aligned with North American business operations.