Field Sales Manager

Our ideal candidate is a motivated, high-performing salesperson with direct and managerial sales experience. The successful candidate will have carried an individual quota for 3+ years, and team quota for 1+ years (collectively, 4+ years of sales experience both as a rep and people manager). The successful candidate also has a track record of consistently meeting or exceeding quota, and has the ability to maintain a pipeline of qualified prospects equal to [3-4x] of expected closed won delivery at any given point in time. In this role, you will be managing Sales Leads and Field Account Executives who are focused on outbound calling as well as field sales where required. We’re looking for someone who can motivate, rally, inspire and coach individual reps to crush their activity metrics and drive growth for the business.

Responsibilities:

Support and manage a team of Team leads and a team of Field Account Executives
Drive revenue, customer and market share strategy in your defined territory; define a sales plan for your team
Hit or exceed closed won quota consistently; maintain a robust pipeline across the team, equating in size to [3-4x] of the expected closed won throughput
Serve as the primary point of contact for all customer escalations within your team
Hire and retain the best sales reps in the world; onboard, ramp new reps
Rally the troops, motivating excitement through a shared vision, clearly linking rep inputs to Otter’s performance
Collate and synthesize customer feedback from your team, and communicate that to Product Marketing
Run amazing team weekly meetings with your team; offer continuous coaching
Work with Marketing and Sales Operations to execute lead nurturing and account-based marketing campaigns
Develop accurate weekly sales forecasts for your team, monitoring pacing to quota and proactively flagging and acting on risks to on-target attainment
Attend Weekly Sales Pipeline calls to share your pipeline (quantitative) and associated qualitative commentary
Own the sales process for your team, including prospecting, RFP responses, discovery, solutioning, presentation, negotiation, closing and hand off to onboarding / success

You Have/Are:

Curiosity - an insatiable appetite to understand customers’ challenges; a lifelong learner
Hustler - analytical, data-driven, trend identifier
Adaptability - you’re highly flexible and responsive to changing external conditions
Leader - empathetic, clear communication, community builder
Communicator - creative, innovative, strategic

Requirements:

Bachelor’s degree in a business-related discipline (marketing, sales, finance, economics)
4+ years of experience (preferably 3+ years as an individual contributor and 1+ years as a front-line field sales manager)
Excellent communication, interpersonal, and organizational skills
Strong writing, strategic thinking, and planning skills
Extremely ambitious, hard working and self motivated
Results and detail-oriented
Ability to adapt, learn and operate with a growth mindset
Highly creative and tries to solve problems in new and innovative ways
Executive presence
Proficiency in Google Suite (docs, slides, sheets)

Nice-to-haves:

Proficiency in Salesforce, SalesLoft, or similar CRM / sales engagement tools