Sales Manager

Sales Manager

As a Sales Manager for our sales team at CircleCI, you are a bold, results-driven leader who understands our product in-depth and is passionate about coaching your team to present its value to customers. This is an impactful role at CircleCI where you'll lead a team of Account Executives responsible for driving opening new business pipelines and accounts. You'll maximize your team's efforts to prospect and close new opportunities, efficiently scale headcount and productivity, and continuously improve sales strategy in your market.

What you'll do:

• Lead and coach your Account Executive team in building account books, leveraging sales methodologies, negotiating contracts, and closing new deals
• Hire and develop Account Executives for all business segments with experience managing opening new accounts and logos
• Establish quotas, forecast pipeline and revenue, and monitor progress. Responsible for revenue and profitability goals of the team
• Build, prioritize and forecast team pipeline using our tech stack
• Collaborate heavily with Customer Success leadership in the US market to ensure new business strategies are customer-aligned
• Coach your team on the entire sales process including strategy, lead generation, managing evaluations/POCs, product trial management, negotiation, contracting, and closing
• Mentor and grow your Account Executive team's capabilities over time, helping them use data and insights to overcome objections and craft compelling value-based solutions
• Collaborate effectively with internal partners including field engineers, customer success, and product managers
• Represent the sales team's issues and ideas for improvement to leadership and third-party stakeholders
• Accurately track and report on sales metrics across multiple platforms
• Meet with prospects and attend events in the region as needed, travel approximately 15% (as business needs require)
• Suggest and implement improvements in the sales process based on team feedback and market insights
• Use customer feedback to generate ideas about new features or products
• Ensure sales, finance, and legal policies and procedures are met
• Build a trusting, open-communication environment for your team where integrity is paramount - CircleCI believes honesty with our customers is in everyone's best interest
• Analyze market trends and discover new opportunities for growth

What we're looking for:

• 5+ years of technology sales experience selling SaaS products to enterprise customers, including 3+ years managing complex deal cycles ($100,000+ contracts), and 2+ years managing a high-performing sales team
• Track record of being a top performer and developing top performers
• Curiosity for the DevOps ecosystem and familiarity with technical concepts and their business value
• Experience leveraging sales methodologies and frameworks (Challenger, Command of the Message, MEDDPICC or similar)
• Extensive experience with modern sales platforms as a manager (Hubspot, Outreach, Gong, 6sense, ZoomInfo)
• Experience working with executive stakeholders at large organizations, particularly Engineering Leadership (CTO, VP of Eng, DevOps Leaders, etc.)
• Experience collaborating extensively with Customer Success to drive customer outcomes
• A great leader who thrives in fluid, fast-paced, dynamic, scaling environments
• Excellent interpersonal and team management skills with ability to inspire and develop talent
• Skilled negotiator with demonstrated ability to coach teams to high close rates
• Ability to multi-task, prioritize, and manage time effectively
• Resilient and inquisitive with strong problem-solving abilities
• BA/BS Degree in related field (Business, Entrepreneurship, Sales/Marketing, or Computer Science preferred)
• Preference for candidates who have experience selling technology to technologists (Dev Teams, CTOs, Engineering Leaders, etc.)

Compensation: Base salary + performance bonus. This role is eligible for a performance-based bonus tied to team quota achievement. Pay mix is approximately targeted at [50/50] base to variable.