Sales Manager

SUMMARY

The Sales Manager is responsible for leading and scaling a high-performing sales organization focused on ERP software solutions delivered via both SaaS and traditional license models. This role oversees a team of 6–12 sales professionals, business development representatives, and inside sales administrators, while directly contributing to revenue growth, pipeline expansion, and market penetration across North America.

In addition to core sales leadership, this role owns the planning and execution of trade shows and industry events, ensuring strong brand presence and measurable pipeline generation.

KEY RESPONSIBILITIES

– Sales Leadership & Team Management

• Lead, coach, and develop a team of 6–12 Account Executives, BDRs, and Inside Sales Admins
• Establish clear performance expectations, KPIs, and quota attainment strategies
• Conduct regular pipeline reviews, deal coaching sessions, and performance evaluations
• Recruit, onboard, and retain top sales talent

– Revenue Growth & Pipeline Development

• Drive consistent attainment of revenue targets across SaaS subscriptions and perpetual licensing deals
• Develop and execute territory and account penetration strategies across U.S. and Canadian markets
• Partner with marketing to optimize lead generation and conversion strategies
• Maintain accurate forecasting and CRM discipline

– Business Development Oversight

• Guide BDR in prospecting, qualification, and appointment setting
• Improve funnel conversion metrics (lead → opportunity → close)
• Establish outbound strategies targeting key verticals

– Sales Process & Execution

• Enforce structured, repeatable sales methodology
• Ensure alignment between SaaS and license sales approaches, including pricing, packaging, and contract strategy
• Collaborate with product and implementation teams to align customer expectations and ensure successful handoffs
• Manage all pricing of sales quotes increasing revenue through controlling discounting and focusing on Software ROI to hold pricing

– Trade Show & Event Management

• Own annual trade show strategy, calendar, and budget
• Coordinate booth space selection, logistics, contracts, and vendor management
• Plan and manage booth staffing assignments across sales team members
• Oversee development of booth materials, messaging, demos, and collateral
• Establish pre-event, onsite, and post-event follow-up processes to maximize ROI
• Track and report event-generated pipeline and revenue contribution

Key Performance Metrics (KPIs)

• Team quota attainment (% of goal)
• Pipeline coverage (3–5x quota target)
• Win rate and average deal size
• Sales cycle length
• Lead-to-opportunity conversion rates
• Trade show ROI (pipeline created, cost per lead, revenue influenced)
• Employee retention and team development metrics

QUALIFICATIONS

– Required

• 7 years of B2B software sales experience, with 3 years in sales leadership
• Proven success managing teams selling both SaaS and licensed software solutions
• Experience selling ERP or complex enterprise software
• Strong understanding of U.S. and Canadian petroleum markets
• Demonstrated ability to meet/exceed revenue targets and scale teams

– Preferred

• Experience in verticals such as petroleum distribution, logistics, or specialized ERP markets
• Prior responsibility for trade shows or industry event execution
• Familiarity with CRM systems
• Experience in mid-market and upper mid-market sales environments

– Core Competencies

• Leadership & team development
• Strategic pipeline management
• Deal coaching and closing expertise
• Data-driven decision making
• Event and trade show execution
• Strong communication and executive presence

– Ideal Candidate Profile

• Player-coach leader who balances hands-on closing support with strategic oversight
• Comfortable managing hybrid sales motion (subscription license)
• Strong operator with ability to drive accountability and process discipline
• Experienced in leveraging events and trade shows as revenue drivers

Who is ADD Systems?

ADD Systems is dedicated to providing the best software and hardware solutions to our customers in the Energy Distribution and Convenience Store industries. Through exceptional customer service and valued partnerships, we deliver a full spectrum of best-of-breed products and services for flexible and comprehensive solutions that always exceed expectations.

The best companies start with the best people. We are honored to share that we have earned the following workplace awards:

• Best Places to Work in New Jersey by the Best Companies Group for the past 9 years: 2018-2026!
• Best Places to Work in Technology by the Best Companies Group for 2024-2026!
• Inclusive Workplace by the Best Companies Group since July 2023 through July 2026!
• Top Workplace by NJ.com Jersey’s Best for the past 7 years: 2020-2026!
• ADD Systems was named to the NJBIZ In the Lead 2026: Family-Owned Businesses list!
• Gale Bott, our Owner, was named one of the Best 50 Women in Business by the Best Companies Group in 2023!

Why join us?

• Established industry leading software company with proven SaaS and license revenue streams
• Strong market position in specialized verticals
• Opportunity to shape and scale a high-impact sales organization
• Direct involvement in strategic growth initiatives and industry events

WORKING CONDITIONS

• This is a full-time position. Our company hours are Monday to Friday 8:30 AM – 5:30 PM Eastern Time Zone.
• Selected candidate will work out of our New Jersey office. Travel opportunities for industry events and customer engagement. Travel destinations include the USA and Canada.

BENEFITS

• Competitive Compensation
• Health, Dental and Vision Insurance
• Optional Disability Insurance
• Optional Flexible Spending Accounts
• Life Insurance
• 401k
• Paid Holidays, Vacation, and Sick Leave
• Tuition Reimbursement
• Salary $80,000-120,000 USD plus performance-based commission tied to team performance.

Pay: $80,000.00 - $120,000.00 per year

Benefits:

• 401(k)
• Dental insurance
• Employee discount
• Flexible schedule
• Health insurance
• Paid time off
• Tuition reimbursement
• Vision insurance

Work Location: In person

Salary : $80,000 - $120,000