Manager, Account Executives

Are you ready to
make a difference? At Greenlight Guru, our leading SaaS platform helps some of the world's most innovative medical device companies bring higher quality, life-changing products to market faster. Our cloud-based technology serves 1000+ global customers with a platform that powers end-to-end product lifecycle excellence from idea to commercialization to postmarket surveillance.
Headquartered in Indianapolis, IN, we are a
remote-first company on a mission to improve the quality of life. Having raised over $120M from top-tier investors, we are rapidly scaling with a driven and relentless commitment to helping our customers succeed. Since 2021, we are part of JMI Equity, a growth equity firm focused on leading software companies.
About this role: 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.
Your contributions and 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

Your ideal qualifications:

• Must be legally authorized to work in the US.

• 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

Benefits you'll enjoy:

• Supportive teammates and co-workers who care deeply about our mission
• Flexible Paid Time Off policy and working hours
• Remote-first culture
• Home Office stipend upon hire
• Health insurance options including a 100% company paid plan (vision, medical, dental)
• 401k (with company match)
• Equity Program Eligibility (based on role and/or tenure)
• Three months paid maternity leave
• Disability insurance

From the beginning, our goal has been to build a
company with 'soul' and create a special place to work for people who want a sense of purpose in what they do. With 200+ employees across North America and Europe. We offer careers in engineering, product, sales, marketing, customer success, talent, finance, operations, and more. We look for people with 'alligator blood' a.k.a team members who are resilient, push forward and never give up, and who want to win with purpose. Consistently recognized as a Best Place to Work, our culture is centered around our core values of innovation, fanatical support, true quality, and culture of closing, while fostering a high performing, diverse and inclusive, fun environment.
Greenlight Guru is an Equal Opportunity Employer. Individuals seeking employment at Greenlight Guru are considered regardless of race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation. If you need assistance or accommodations to submit your application for this position, please email [email protected].