Sales Manager

The Sales Manager will manage a team of Account Managers and is responsible for leading and developing the team while building processes and structure with a focus on customer retention, expansion operational consistency across the existing customer base. This role reports to the Vice President of Sales and collaborates closely with Sales Leadership, Contracts and Marketing.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Account Management Leadership

• Manage and develop 2-3 Account Managers
• Establish clear expectations for account ownership, renewal execution, and expansion
• Provide coaching, support, and accountability across the team

Retention & Expansion Ownership:

• Drive renewal execution across all assigned accounts
• Support and grow expansion opportunities across the customer base
• Ensure proactive account management to reduce risk and churn

Process Development & Execution:

• Standardize account management practices across the team
• Implement consistent approaches to account planning, customer engagement, and opportunity identification
• Improve discipline and consistency in execution

Forecasting & Reporting:

• Provide visibility into renewal timelines and expansion pipeline
• Improve forecasting accuracy and predictability
• Report on account performance, risks, and opportunities to leadership

CRM & Data Quality:

• Ensure Salesforce reflects accurate account activity and status
• Improve contact coverage and account visibility
• Reinforce consistent logging and tracking practices

Contracting Support:

• Partner closely with the Contracts Manager to support renewal and agreement execution
• Learn and assist in optimizing the contracting process
• Serve as an additional internal resource to support contract workflows

Sales Team Support & Execution:

• Co-own and support recurring sales meetings (2x per month)
• Help drive structure, accountability, and follow-up
• Lead select strategy sessions and working meetings

Cross-Functional Collaboration:

• Partner with Sales, Marketing, Operations and Contracts
• Align account management strategy with new business efforts
• Provide customer feedback to inform broader go-to-market initiatives

EDUCATION/CERTIFICATION

• Bachelor’s degree preferred

JOB QUALIFICATIONS

• Strong organizational and operational mindset
• Ability to manage multiple priorities and deadlines
• Strong communication and interpersonal skills
• Ability to lead through influence and account
• Comfort operating in a fast-paced, evolving environment

YEARS’ EXPERIENCE

• 5-10 years experience in Account Management, Customer Success, or Sales
• Prior experience managing customer relationships
• Prior leadership or team lead experience preferred

TECHNOLOGY/SOFTWARE KNOWLEDGE

• AI affluent and willingness to learn
• Salesforce (required)
• Microsoft Office Suite
• CRM and sales tools (ZoomInfo, LinkedIn Sales Navigator preferred)

REQUIRED TRAVEL

• Based in NJ, Hybrid role 2-3 days in office per week
• Limited travel (as needed for meetings or conferences)

PHYSICAL REQUIREMENTS

• Exerting up to 10 pounds of force occasionally and/or negligible amount of force frequently or constantly to lift, carry, push, pull or otherwise move objects, including the human body.
• The individual is required to have close visual acuity to perform an activity such as preparing and analyzing data and figures; transcribing; viewing a computer screen and extensive reading. The individual in this position needs to occasionally move about inside the office to access file cabinets, office machinery, etc. The individual must be able to remain in a stationary position 70% of the time.

DISCLAIMERS

This job description is not intended to be all-inclusive. The employee may perform other related duties as needed for growth and development or to meet the ongoing needs of the organization.