AE Manager

Our innovative SaaS solution is poised to revolutionize the way that Medical Device companies invent, design, manufacture, sell, and support their devices. As we grow and expand our current offerings, we can offer a truly unique and exciting opportunity for experienced, entrepreneurial-minded software professionals to directly give form and shape to not only the products but to the culture and the company itself.
The Sales Manager is a crucial position within the Greenlight Guru sales organization. This role will encompass day-to-day sales team skills coaching, management and activity monitoring as well as accountability to the forecast and other reporting metrics. The ideal candidate will be someone highly motivated, who is able to focus on the sales process and team development while keeping the culture of the organization at an elite level.
Greenlight Guru has grown rapidly over the past few years and is in position to move further upmarket and work with larger accounts - this manager will draw on their previous upmarket sales experience to make recommendations that allow us to continue to be world-class amidst this growth. This person will be process-minded and able to keep the team moving at a very rapid pace. A leader who will speak their mind on potential areas for improvement and constantly challenge the status quo.
Primary Responsibilities

• Daily management of Account Executives including; Coaching, 1:1's, Objective setting, performance monitoring, communication of team initiatives, and pipeline reviews for any AEs that report to you.
• Cultivate and maintain a culture of constant improvement and routine enablement
  • This includes running weekly team training meetings
• Hiring and interviews for potential AE candidates
• Work alongside the AE leadership team to create quarterly and annual plans to achieve sales goals that align to the overarching company and revenue team goals.
• Weekly, Monthly, and Quarterly forecasting reviews with the Sales Leadership team - accountability to the accuracy of these forecasts.
• Weekly Sales Leadership meetings: contribution and analytics reporting against team and company OKRs
• Assisting AEs with closing calls and negotiation, including contract reviews, mutual action plans, and legal procurement processes
• Working with sales leadership to give feedback on wins/losses and reasons
• Identify and make recommendations for improvement in the areas of process, efficiency, and productivity
• Responsible and accountable to the AE close metrics and your team sales total overall

Requirements

• 5+ years sales experience in a fast-paced, B2B SaaS technology company with 2+ of those years managing AEs
• History of a highly analytical and metrics driven approach to team management and decision making
• Front line AE management experience required
• Proven track record of meeting and exceeding ambitious quotas while being able to forecast accurately
• An ability to speak to key issues and not avoid potential conflict around tough decisions
• Outstanding organization and time management skills with excellent verbal and written skills
• Selfless - Leaders eat Last
• Proven ability to think strategically while driving operational excellence on a daily basis
• Frontline leader who is willing to coach but also jump in and work with new AEs on individual wins
• Embodiment of the Greenlight Guru mission, vision and values

What You'll Get

• Be part of a well-funded, proven scaleup with big ambitious goals
• Medical, dental, and vision insurance
• Parental leave - unlimited time off policy
• Amazing culture - collaborative, transparent, fun and exciting!
• Named a Best Place to Work by Inc., IndyStar, and Indy Chamber

Additional Requirements

• Must be legally authorized to work in the US.