Role Description

The Senior Sales Manager – Strategic Commercial delivers sales results against growth revenue targets through leadership and management of a team of Account Executives.

• Develop personalized coach plans and provide regular coaching sessions with each team member to discuss performance and provide feedback on areas for improvement
• Mentor and encourage a growth mindset amongst the team
• Identify and recruit top-performing sales talent and manage performance and disciplinary challenges
• Assess and set account territory priorities for the team
• Develop and maintain accurate sales forecasts and regularly review and adjust sales plans and forecasts
• Use data to monitor performance and identify trends or areas for improvement
• Develop sales strategies and tactics that align with company goals and customer needs
• Observe, assess and monitor seller outreach, deal pipeline and deal quality
• Build strong relationships with internal peer teams and leadership to drive strong cross-organization success
• Build relationships with external customers, prospects and partners, to support the go-to-market strategy
• Encourage cross-functional collaboration to ensure the sales team has the support and resources they need to succeed
• Foster a culture of teamwork and collaboration within the sales team to promote knowledge sharing and best practices
• Encourage feedback and open communication to ensure all team members feel heard and valued, and to address any issues or concerns

Qualifications

• 8+ years experience in a related role – enterprise technology or similar complex solution sales
• 3+ years of progressive sales management experience – preferably in software or technology organizations
• Undergraduate Degree or equivalent combination of knowledge and related career experience

Requirements

• Proven sales track record of achieving (and exceeding) sales quota targets in the field selling complex technology or software solutions
• Ability to provide deal support and guidance to sellers
• Ability to manage and coach a diverse team of sales professionals
• Exceptional communication skills and business acumen
• Executive presence with the ability to communicate at the most senior level
• Ability to identify and understand the power of influencers versus buyers and how to navigate the nuances of each during the sales cycle
• Ability to lead your team to manage multiple complex sales cycles simultaneously
• Ability to negotiate pricing with a focus on retaining value

Travel Requirements and Working Conditions

• Up to 30% travel for regular customer meetings and events
• Reliable internet access required for any period of time working remotely and not in a Workiva office

Benefits

• On Target Earnings (OTE) range in the US: 266,,000.00 USD Annual
• Eligible for commission based on sales performance
• Restricted Stock Units granted at time of hire
• 401(k) match and comprehensive employee benefits package