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About the Role

This player-coach role involves carrying an individual enterprise sales quota while managing, coaching, and mentoring up to two Account Executives. Success requires balancing personal revenue performance with hands-on leadership, onboarding, and development of enterprise sellers, emphasizing strong deal execution and disciplined sales process management.

Responsibilities

• Own and consistently achieve or exceed a personal enterprise sales quota
• Manage the full enterprise sales cycle: discovery, value positioning, deal strategy, negotiation, and close
• Build and progress a healthy pipeline of qualified enterprise opportunities
• Engage senior-level stakeholders and navigate complex buying committees
• Accurately forecast deals and pipeline using CRM
• Directly manage up to two Account Executives
• Serve as a day-to-day coach, mentor, and role model for enterprise selling excellence
• Support onboarding and ramp for new Account Executives, including product and market knowledge, enterprise sales process and methodology, and deal qualification and pipeline management
• Provide ongoing coaching through call reviews, deal strategy sessions, opportunity inspection, pipeline reviews, and regular 1:1s focused on skill development and quota progress
• Help Account Executives create and execute territory, account, and deal plans
• Ensure Account Executives are on track to achieve their individual quotas
• Maintain high standards of sales rigor and discipline across own book of business and team
• Enforce excellent sales hygiene in CRM, including timely and accurate opportunity updates, clear next steps, close plans, decision criteria, proper use of stages, forecasting categories, required fields, consistent use of sales methodology and best practices, strong forecasting accuracy, and pipeline inspection cadence
• Utilize data-driven coaching using CRM insights and activity metrics
• Partner closely with Sales Leadership to align on revenue targets, forecasts, and team performance
• Collaborate with Marketing on enterprise campaigns, account-based initiatives, and lead follow-up
• Work with Customer Success to ensure smooth handoffs and long-term customer value
• Provide feedback to Product and Enablement based on field insights and customer needs

Requirements

• 5–8+ years of B2B sales experience, with a strong focus on enterprise or mid-market SaaS sales
• Proven track record of meeting or exceeding individual sales quotas
• Prior experience mentoring, onboarding, or informally leading other sales reps
• Strong understanding of complex, multi-stakeholder sales cycles
• Demonstrated ability to manage time and priorities across personal quota and team responsibilities
• Experience working in CRM systems (Salesforce or similar) with high data discipline

Location

• Remote
• Austin, TX
• Deer Park, TX
• Woodland, WA
• Cleveland, OH

Work Type

• Remote-first
• Flexible hours

Experience Level

• 5-8+ years of B2B sales experience
• Enterprise sales experience
• Mid-market SaaS sales experience

Salary/Compensations

• $90,000 - $110,000 + Variable pay/Commission

Benefits

• Annual learning reimbursement
• Support for work-life balance
• 3 weeks PTO
• 1 week Winter Break
• Holidays
• Sick days
• Medical benefits
• Vision benefits
• Dental benefits
• 401(k) match
• Private Company Equity Options
• Mental and physical health resources
• Social events

About the Company

• Interplay Learning is committed to providing equal employment opportunity (EEO) to all qualified employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, pregnancy, marital status, gender identity or expression, status as a veteran, or any other legally protected characteristic or activity in accordance with applicable federal, state and local laws.
• As a federal contractor, Interplay Learning takes affirmative action to consider qualified individuals without regard for disability and protected veterans status.
• Interplay Learning does not discriminate against employees or applicants for discussing, disclosing, or inquiring about compensation.
• The company conducts background checks as part of the hiring process after extending an offer of employment.
• All positions require I-9 verification, E-Verify, a background check, and a drug and alcohol screening.
• Depending on the role, additional screenings may include employment history verification, a DMV record check, reference checks, education and credential verification, or a credit history review.
• We believe in fostering a welcoming and inclusive workplace and encourage everyone to apply, regardless of background.
• Our hiring decisions are guided by skills, experience, and a shared commitment to our values.
• If you have any questions about our process, we’re happy to provide support and guidance along the way.

Equal Opportunity

• Interplay Learning is committed to providing equal employment opportunity (EEO) to all qualified employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, pregnancy, marital status, gender identity or expression, status as a veteran, or any other legally protected characteristic or activity in accordance with applicable federal, state and local laws.
• As a federal contractor, Interplay Learning takes affirmative action to consider qualified individuals without regard for disability and protected veterans status.
• Individuals with disabilities who need assistance with the application or recruitment process must promptly contact the HR Department to discuss their particular needs.
• Interplay Learning does not discriminate against employees or applicants for discussing, disclosing, or inquiring about compensation.
• We believe in fostering a welcoming and inclusive workplace and encourage everyone to apply, regardless of background.