Company Overview:
They are transforming the physical security industry through AI-powered solutions that help organisations proactively monitor, manage, and respond to security events. Their platform applies advanced machine learning and analytics to modernise traditional security operations and deliver smarter, more scalable outcomes for customers.
As the Mid-Market sales organisation scales across North America, they’re hiring a Front Line Sales Manager to build, coach, and lead a high-performing team of sellers. This is a key leadership role with strong visibility, ownership, and growth potential as the sales organisation continues to expand.
Role Overview & Responsibilities:
Lead, coach, and develop a team of 8–10 Mid-Market Account Executives and Director-level individual contributors, driving consistent performance against ARR and pipeline targets.
Key Responsibilities:
- Maintain active involvement in customer meetings, joining discovery calls, demos, and late-stage deal discussions to support deal strategy and close execution.
- Own team forecasting, pipeline inspection, and deal execution to ensure accuracy, discipline, and predictable revenue outcomes.
- Partner closely with Sales Leadership, Marketing, Solutions Engineering, and Customer Success to drive alignment across the full customer lifecycle.
- Provide hands-on coaching across all aspects of the sales motion—prospecting, discovery, demos, negotiation, and close.
- Travel occasionally with the team to customer meetings (minimal travel expected) to support strategic accounts, enable reps, and strengthen customer relationships.
- Recruit, onboard, and ramp new sellers, ensuring fast time-to-productivity and consistent execution of the sales methodology.
- Design, implement, and continuously improve sales systems, processes, and playbooks that enable scale, consistency, and repeatability.
- Use data and performance insights to identify gaps, coach to improvement, and elevate overall team effectiveness.
Experience & Qualifications:
- 3+ years of experience managing quota-carrying Mid-Market sales teams in a B2B SaaS environment.
- Proven track record of leading teams to exceed revenue targets through disciplined pipeline management and hands-on coaching.
- Experience managing 8–10+ sellers, including senior or Director-level individual contributors.
- Demonstrated ability to build, implement, and scale sales systems and processes in prior roles.
- Creative, scrappy mindset; comfortable operating in ambiguity and finding ways to win in competitive, fast-moving environments.
- Strong command of forecasting, deal inspection, and sales performance metrics.
- Experience in a high-growth startup environment (ideally Series A or B), where leaders actively contribute while scaling teams.
- Excellent communication, leadership, and interpersonal skills with the ability to motivate, challenge, and develop sellers.
