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About the Role
The Sales Manager is a people and team leadership role responsible for the performance and development of Northland's sales team. This role drives revenue objectives through effective pipeline management, forecasting, sales execution, and ongoing capability development, ensuring consistent revenue growth and customer acquisition.
Responsibilities
- Foster a motivated, accountable culture of growth that encourages sustained performance.
- Adapt coaching and feedback approaches during 1on1 conversations to drive individual growth.
- Assess team member capability strengths and gaps, and create appropriate development opportunities & plans.
- Partner with the Learning & Development team in the design, facilitation, and reinforcement of training & learning initiatives including onboarding.
- Own each Account Executive's progress through Northland's AE ramp and is accountable for new hires reaching productivity on schedule.
- Address performance concerns through timely feedback, documentation, and corrective action.
- Own the recruiting and selection of Account Executives in partnership with Northland’s People team.
- Delegate meaningful responsibility based on demonstrated capability.
- Own the success of AE team performance against revenue goals.
- Evaluate performance data to identify what is affecting results and translate findings into clear priorities and coaching actions for each rep.
- Lead the team forecasting process by evaluating opportunity evidence, identifying forecast risk, and directing corrective action.
- Guide opportunity reviews using the evidence required by Northland's qualification methodology, and challenge opportunity advancement when stage criteria have not been met.
- Coach deal strategy on complex and multi-product opportunities.
- Recommend territory and account allocation changes based on coverage needs.
- Communicate performance and forecast risk to Revenue leadership early.
- Reinforce consistent prospecting expectations across direct outreach, COI/referral partner introductions, and customer referrals in line with the Northland Prospecting Pyramid.
- Maintain pipeline coverage sufficient to support team revenue goals and evaluate pipeline health through opportunity quality and stage distribution.
- Guide opportunity reviews using the evidence required by Northland's qualification methodology.
- Strengthen Northland’s market presence through prospect meetings and ride-alongs with Account Executives, COI partner development, and participation in networking and industry events.
- Drive sales processes that translate Revenue direction into consistent Account Executive execution.
- Improve sales workflows when recurring barriers interfere with opportunity progress.
- Maintain sales resources that help Account Executives apply approved selling practices.
- Partner with Revenue Operations and enablement partners to address gaps in sales resources.
- Partner with marketing to strengthen target account strategy within Northland's ICP and priority verticals.
- Partner with Customer Success leadership on the AE-to-CSM handoff and expansion opportunities within new accounts.
- Evaluate process adherence using reliable sales activity and opportunity data.
Requirements
- Associate Degree required
- 5+ years of B2B sales experience
- 3+ years of leadership experience managing a team of sales professionals
- Demonstrated ability to coach, develop, and manage sales professionals through performance improvement and career development.
- Demonstrated ability to build and maintain trust-based relationships
- Demonstrated ability to conduct pipeline reviews, forecast reviews, territory planning, and revenue performance analysis.
- Demonstrated ability to utilize CRM platforms and sales methodologies to drive consistent sales execution and opportunity management.
- Demonstrated ability to communicate and collaborate effectively across multiple audiences
- Demonstrated ability to manage multiple priorities while maintaining focus on revenue growth and customer outcomes.
- Valid driver's license or ability access transportation
- Ability to reach, sit, stand, walk, push, pull, lift, use fingers, grasp, feel, talk, hear, and perform repetitive motions.
- Ability to exert up to 10 pounds of force occasionally and/or a negligible amount
- Experience using Microsoft 365 applications including Excel, Power BI, Teams, and PowerPoint.
- Valid driver's license or ability to access transportation
- Experience in telecom, UCaaS, SaaS, technology, or related communications-industry
- Experience with EOS methodology
- Demonstrated knowledge of MEDDIC qualification, multi-product solution selling.
- Experience using AI-enabled sales tools, forecasting platforms, or advanced revenue analytics.
Skills
- People leadership
- Team performance management
- Coaching
- Accountability
- Performance management
- Recruiting
- Selection
- Pipeline management
- Forecasting
- Sales execution
- Sales process improvement
- Cross-functional collaboration
- Continuous improvement
- CRM platforms
- Sales methodologies
- Microsoft 365
- Excel
- Power BI
- Teams
- PowerPoint
- MEDDIC qualification
- Multi-product solution selling
- AI-enabled sales tools
- Forecasting platforms
- Revenue analytics
Location
- Northland
Work Type
- Full-time
Experience Level
- 5+ years of B2B sales experience
- 3+ years of leadership experience managing a team of sales professionals
Education Level
- Associate Degree
Salary/Compensations
- $85,000 - $110,000 + Uncapped Commission (OTE of $135k - $165k)
About the Company
- Northland Communications is an equal opportunity employer.
Equal Opportunity
- Applicants are considered for all positions without regard to race, color, religion, creed, gender, national origin, age, disability, marital or veteran status, sexual orientation, or any other legally protected status.