About the Sales Manager role
A Sales Manager leads a team of sales representatives to hit revenue targets. They hire and coach reps, set territories and quotas, manage the pipeline and forecast, and remove the obstacles that slow deals down. The role turns individual sellers into a predictable revenue machine.
Great sales managers spend most of their time coaching, not selling. They review calls, join key negotiations, analyze pipeline health, and give reps specific feedback that improves win rates. They also translate between the field and leadership, bringing market reality into planning discussions.
In your posting, describe the team size, the revenue target, your sales motion, and how much of the role is player versus coach. A manager who carries a personal quota is a different hire from one who purely leads, so make the distinction explicit.
Sales Manager job description template
Job brief
We are looking for a high-performing Sales Manager to lead our sales team and help us meet our customer acquisition and revenue growth targets. Your responsibilities include developing sales plans, coaching and managing a team of sales representatives, tracking performance against quota, and reporting forecasts to leadership. To succeed in this role, you should have experience managing and directing a sales team, along with a proven personal track record in sales.
Responsibilities
- Own the team's revenue target and design plans to achieve it
- Recruit, onboard, coach, and develop sales representatives
- Set individual quotas, territories, and activity expectations
- Run regular pipeline reviews and maintain an accurate sales forecast
- Join strategic deals to support negotiation and closing
- Monitor team performance metrics and address gaps with targeted coaching
- Design and refine the sales process, playbooks, and tooling
- Collaborate with marketing on lead quality and campaign feedback
- Report sales results, forecasts, and market insights to leadership
- Build a team culture of accountability, learning, and healthy competition
Requirements and skills
- Proven work experience as a Sales Manager, Team Lead, or senior sales role with management duties
- Successful track record of consistently meeting or exceeding targets, personally and as a team
- Experience recruiting, coaching, and developing sales talent
- Strong command of pipeline management and forecasting
- Proficiency with CRM platforms such as Salesforce or HubSpot
- Demonstrated ability to communicate, present, and influence credibly at all organizational levels
- Strong business sense and industry expertise
- BSc or BA degree in Business Administration or a relevant field, or equivalent experience
Nice to have
- Experience scaling a sales team through rapid growth
- Familiarity with sales methodologies such as MEDDIC, SPIN, or Challenger and experience rolling them out
- Experience with revenue analytics and sales enablement tools
- Experience in our industry or selling to a similar customer profile
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