Sales Manager

Job Title: Sales Manager   

Location: Wonderlic is now a remote organization! We are excited for you to make us better from anywhere within the United States.  

Overview: As a Sales Manager, you will leverage your expertise in sales best practices to lead a sales team with clear and effective sales processes and methods while coaching and developing each member of the team and holding them accountable to target metrics. You will collaborate with our product and science teams to cultivate a deep understanding and appreciation for our solutions. Your commitment to our assessment science and deep understanding of our target HR buyer will serve as motivation to continuously improve sales and maximize new customer acquisition. You will also be working together with marketing to increase our market share. As a leader in the organization, you will partner with other cross-functional leaders to foster a truly collaborative environment for your team and others. In addition, you will own a revenue target, focus on forecasting accuracy, and continuously enhance your team’s sales processes based on sales data and funnel metrics.    

Essential Functions:  

• Drive significant growth from new customers, achieving or exceeding individual and team quotas and revenue goals.   
• Operationalize and optimize a value-based, full platform solution selling approach that aligns with Wonderlic's sales strategy and is tailored to maximize SMB, mid-market, and enterprise results. 
• Establish clear end-to-end sales processes and assist in the implementation and refinement of the corresponding sales playbooks and associated strategies.   
• Observe and coach Account Executives, Sales Development Representatives, and Business Development Representatives through each step of the sales process including qualification, pre-call research and planning, discovery, needs analysis, value positioning, product demonstration, overcoming objections, negotiation, and close.   
• Accurately forecast and manage team pipeline monthly and quarterly.   
• Assess and build the capabilities of the sales team crafting custom development plans for each team member.  
• Support Sales leadership in growing sales team knowledge of our strategic HR buyer persona, our science, our industry, our market, and our competitors.    
• Coach, mentor, and empower your team in SaaS sales.   
• Act as a high-touch player/coach by initiating, driving, and closing deals as needed during the Account Executive training process.  
• Continually work with each Account Executive, Sales Development Representative and Business Development Representative on developing and executing customer engagement strategies.   
• Monitor team-level sales activities through Salesforce to ensure adherence with the established processes, coaching, and agreed-upon metrics.    
• Leverage Salesforce reports and data for regular KPI reporting, as well as coaching and development activities.   
• Manage the successful processing of marketing lead follow up including incoming leads, MQLs, event attendees, and ongoing lead nurturing.   
• Lead the team in successfully navigating the handoff to the Customer Success team for ongoing Account Management to ensure customer satisfaction and account expansion opportunities.   
• Master cross-functional stakeholder relationships while promoting the role of the sales team internally at Wonderlic.   
• Proactively recruit for open sales team roles.   
• Report on the status of the team's goals and sales performance to the VP of Sales and stakeholders.   

Supervisory Responsibilities: Managing, coaching, and mentoring a growing team of Account Executives, Sales Development Representatives, and Business Development Representatives.  

Reports To:  President    

Required Education and Experience:  

• 3+ years in sales leadership.  
• Success in selling assessments, other HR-focused solutions, and/or SaaS solutions.    
• Consistent and measurable track record of success – both as an individual salesperson and a leader within a sales organization (meeting individual/team quarterly and annual sales goals, along with employee retention).   
• Demonstrated passion for coaching, mentoring, and empowering others.    
• Experience hiring, training, and developing top sales talent.    
• Experience in a high change / rapidly evolving environment.     
• Deep understanding and embracement of common tools essential for sales success including Salesforce, booking software such as Chilipiper, automated communications and cadences, and sales metrics analysis.   
• Impeccable communication and negotiation skills.