Sales Manager/Revenue Leader

Role Overview:

We are seeking a dynamic, results-driven Sales Manager to join our team and lead new business growth and account expansion in the digital transformation, application development, and web solutions market.

The Sales Manager owns revenue execution, pipeline health, and sales team performance while helping scale a repeatable sales process. This role operates as a player-coach, maintaining personal responsibility for select strategic opportunities while leading and developing the sales team. You will manage a small but mighty team of sales professionals, serve as a member of the company’s leadership team, and report directly to the CEO. Your goal is to achieve revenue targets while maintaining high client satisfaction and long-term partnerships. The Sales Manager is empowered to shape sales strategy, processes, and execution in alignment with company growth objectives.

Key Responsibilities:

Sales Strategy & Leadership:

• Participate directly in strategic opportunities and key client engagements alongside team members.
• Establish and continuously improve repeatable sales processes, qualification standards, and forecasting discipline.
• Conduct regular pipeline reviews, deal coaching, and performance development with team members.
• Develop and execute sales strategies to drive growth and meet revenue targets.
• Lead, mentor, and manage a team of sales professionals to ensure success and achievement of goals.
• Provide guidance and support to your team to ensure the delivery of high-quality service and achievement of sales objectives.
• Report directly to the CEO, providing regular updates on sales performance, opportunities, and challenges.
• Stay informed of industry trends, competitors, and potential opportunities within the web and application development space.

Business Development:

• Identify and pursue new business opportunities through networking, lead generation, and cold outreach.
• Build and maintain relationships with key decision-makers at prospective clients.
• Conduct meetings and presentations to effectively communicate our service offerings and solutions.
• Collaborate with the marketing team to create compelling sales materials and campaigns.
• Co-sell alongside strategic partners such as Salesforce Account Executives and ecosystem partners.

Sales Operations:

• Manage the sales pipeline, track progress, and provide regular updates to senior leadership.
• Develop and execute outbound initiatives to generate qualified opportunities.
• Create and deliver accurate sales forecasts to ensure sales goals are met.
• Maintain forecast accuracy and pipeline coverage sufficient to achieve revenue targets.

Client Relationship Management:

• Work with sales engineers on accounts to ensure success.
• Review and approve proposals to ensure clear value propositions and appropriate scope positioning.
• Ensure alignment and client confidence from opportunity through contract execution.
• Maintain strong relationships with existing clients, ensuring their needs are met and identifying opportunities for upselling or cross-selling additional services.
• Participate in strategic account reviews and QBRs to support account growth and retention.

Collaboration & Reporting:

• Work closely with the technical and delivery teams to ensure client satisfaction.
• Work closely with marketing leadership to refine ideal customer profile, messaging, and campaign effectiveness.
• Provide feedback to product and development teams based on client needs and market demands.
• Collaborate effectively with channel partners such as Salesforce and AWS to drive growth.
• Regularly report on sales metrics, conversion rates, and pipeline health to the CEO.
• Participate in quarterly and annual leadership planning, contributing to company strategy, quarterly priorities, and operational alignment.

Qualifications:

• Proven experience in a sales leadership role within the professional services sector.
• Experience selling complex professional services or solution-based engagements.
• Solid experience working with sales engineers to ensure customer outcomes.
• Demonstrated ability to generate new business, build relationships, and close deals.
• Proven leadership experience, with the ability to manage and motivate a team to achieve sales goals.
• The ability to engage with C-suite executives and technical teams alike and communicate results and statuses effectively
• Experience with CRM tools and sales automation software such as Salesforce
• Strong negotiation and contract management skills.
• Familiar with EOS (not required but highly preferred)
• Comfortable operating in a growing organization where processes are evolving and collaboration across teams is essential.
• Experience with running or being on board at a Non For Profit. (not required though preferred)
• Bachelor's degree in Business, Marketing, Computer Science, or related field (Equivalent professional experience may substitute for formal education.)
• Located in the Indianapolis area, estimated to report to corporate headquarters 3 days a week
• Experience with Claris FileMaker, AWS, and/or Salesforce selling is a plus.

Success in First 12 Months

• Successfully assume day-to-day sales leadership responsibilities from the Founder / CEO.
• Establish clear role clarity and accountability within the sales team.
• Establishing a consistent pipeline and forecasting discipline.
• Improving win rates through coaching and qualification.
• Increasing partner-sourced opportunities.
• Developing a scalable sales process aligned with company growth.
• Hitting company revenue goals.

What We Offer

• Base salary with commission structures with expected OTE $160K-$180K
• 15 Days of PTO available from Day 1
• Company benefits
• Wellness program reimbursements
• Student loan reimbursement assistance
• Company-funded professional development
• Team lunches and company-sponsored events

Key Performance Indicators

• New accounts acquired
• Expansion revenue from existing accounts
• Company revenue goal attainment
• Pipeline coverage ratio
• Forecast accuracy
• Qualified opportunities created

Hiring Process for Sales Manager/Revenue Leader

Due to the responsibilities this position requires, our hiring process requires several steps.

• Initial Interview
• Battery Assessments
• Kolbe A assessment
• Preparation of a 30/60/90 day plan of proposed action
• Interview with CEO

About DB Services

DB Services is a growing digital transformation consulting company based in the Indianapolis area with clients located around the world. Since 2003, we’ve provided application and workflow solutions using Claris FileMaker, Salesforce, web applications, and managed server services to Fortune 500 companies, small businesses, K-12, universities, and non-profit organizations alike. We work in a variety of industries including finance, education, non-profit, wholesale, healthcare, and more.

Our Clients & History

Since 2003, we’ve provided application and workflow solutions to Fortune 500 companies, small businesses, K-12, universities, and nonprofits alike. Our clients rely on us to design powerful solutions and deliver outstanding customer service. Building long-term client relationships is at the core of our business model, so we’re equally focused on building a cohesive and compatible team to accomplish our objectives.

Collaboration & Respect

We aim to foster a culture of respect and collaboration and an environment where different perspectives and experiences are valued. Everyone is treated with fairness. We approach our work enthusiastically, learn quickly, improve constantly, and celebrate our wins at every turn. If you’re driven to perform, you’ll fit right in. We encourage employees to bring their best, genuine selves to work!