Sales Manager

Location: Remote (100% Remote)

Engagement Type: Full-Time

Reports To: Senior Vice President of Sales, Marketing, and E-Commerce

Travel Requirements: 10–20% (Client meetings, strategic account reviews, industry events)

Position Overview

VECTRA International is seeking an executive-minded, commercially driven Sales Manager to lead our commercial engine, own pipeline performance, and drive regional revenue growth.

This is a people-and-performance leadership role, not a frontline transactional position. You will own the strategic direction, operational rigor, and ultimate quota attainment of the sales team (including Territory Business Managers). Acting as the critical strategic conduit between the market and internal stakeholders, you will synthesize front-line market intelligence to influence offering design with Product, Service Delivery, and Marketing teams, while establishing a culture of radical ownership, metrics-driven execution, and sustained client value.

Core Mandates & Strategic Responsibilities

1. Team Leadership, Quota Accountability & Coaching

Direct Performance Ownership: Lead, inspire, and drive full accountability across the sales team to ensure 100% attainment of collective and individual revenue targets.

Cadence & Coaching: Run structured weekly 1-on-1s, deal-strategy sessions, and pipeline velocity reviews. Coach team members through enterprise-level prospecting, multi-stakeholder navigation, consultative pitching, and commercial closing.

Talent Density & Capability: Continuously elevate team performance; establish benchmark execution standards, implement performance recovery plans when necessary, and partner with leadership to recruit top-tier sales talent.

2. Commercial Strategy, Pipeline Governance & Forecast Accuracy

Territory & Account Planning: Design and execute strategic go-to-market plans across assigned verticals, identifying white-space opportunities and high-growth segments.

Pipeline Integrity: Enforce strict CRM hygiene, deal qualification discipline (e.g., MEDDPICC/BANT), stage conversion benchmarks, and sales hygiene across the full commercial lifecycle.

Predictable Forecasting: Deliver highly accurate weekly, monthly, and quarterly revenue projections and pipeline waterfall analytics directly to executive leadership.

3. Executive Reporting & Performance Governance

Direct Reporting to SVP: Deliver structured executive briefings and dashboards covering revenue pacing, CAC, LTV, win/loss ratios, cycle lengths, and team productivity metrics.

Data-Driven Intervention: Proactively diagnose underperforming segments, pipeline bottlenecks, or margin erosion, executing swift operational corrections.

4. Cross-Functional Collaboration & Voice-of-Customer (VoC) Feedback Loop

Client & Market Intelligence: Systematically gather and synthesize real-time voice-of-the-customer (VoC) feedback from prospect meetings, lost-deal analyses, and client discovery sessions.

Co-Developing Solutions: Act as the strategic partner to Product Development, Service Delivery, E-Commerce, and Marketing to translate buyer pain points and emerging market demands into commercially viable products, service packages, and value propositions.

Operational Alignment: Partner with Delivery/Project Management to ensure seamless handoffs, pricing integrity, and scope clarity on complex master service agreements.

5. High-Stakes Deal Sponsorship & Executive Relationship Building

Deal Acceleration: Serve as the senior executive sponsor on tier-one, complex, and strategic enterprise pursuits, leading negotiations on high-margin commercial structures.

Account Expansion Strategy: Drive account penetration strategies to maximize net revenue retention (NRR), cross-selling, and upselling across key institutional accounts.

Key Performance Indicators (KPIs) & Success Metrics

Your success will be measured through concrete team outcomes and executive scorecard performance:

Category

Target Metrics / Success Indicators

Revenue & Quota

• Team Quota Attainment (% to Plan)
• Net-New ARR / Contract Value Generated
• Gross Margin / Profitability Thresholds

Team Performance

• Quota Capacity (% of reps at or above 100%)
• Ramp Time to Full Rep Productivity
• Rep Retention & Talent Development

Pipeline & Conversion

• Pipeline Coverage Ratio (minimum 3.5x–4x)
• Stage-to-Stage Conversion Rates & Sales Cycle Velocity
• Opportunity-to-Close Win Rates

Governance & Forecasting

• Forecast Variance (<5% deviation on quarterly projections)
• Real-time CRM Compliance and Audit Accuracy

VoC & Solution Impact

• Documented cross-functional VoC submissions driving product/service roadmap decisions
• Post-sale delivery alignment and initial account retention rates