[Hiring] Sales Manager @Nametag

Role Description

We're looking for a Sales Manager to own Nametag's team new-logo annual recurring revenue (ARR) target and lead an enterprise sales team growing from six to ten Account Executives. This role combines strong enterprise selling skills with the operational discipline to build a predictable, scalable sales motion. You will help reps win complex deals, develop their capabilities, and establish clear expectations for pipeline creation, deal execution, and forecast accuracy. You'll also turn insights from customers and the field into decisions that strengthen our product and go-to-market strategy.

What You’ll Own

• Deliver New-Logo Revenue:
  • Own the team's new-logo ARR target, translating company goals into rep-level expectations, pipeline requirements, and execution plans.
  • Drive performance across pipeline creation, conversion, deal size, and sales cycle, identifying gaps early and leading corrective action.
  • Partner with Marketing, Partnerships, and Solutions Engineering to develop and execute sales plays that convert priority accounts into customers.
• Build a Disciplined Sales Operating Rhythm:
  • Establish consistent pipeline reviews, deal inspection, forecast calls, and account planning.
  • Manage pipeline coverage by rep, territory, and quarter, assessing opportunity quality and timing alongside total value.
  • Own the team forecast and its accuracy, grounding calls in customer evidence, clear qualification standards, and credible close plans.
  • Partner with GTM Operations to maintain reliable CRM data, useful reporting, and processes that help reps sell effectively.
• Coach, Hire, and Grow the Team:
  • Lead and develop six AEs today, growing the team to ten through thoughtful hiring, onboarding, and ramp management.
  • Coach discovery, value articulation, stakeholder engagement, competitive positioning, negotiation, and closing.
  • Build individual development plans, reinforce accountability, and address performance gaps directly.
  • Turn successful selling behaviors into repeatable practices that improve rep productivity and shorten ramp time.
• Lead Complex Deals and Executive Relationships:
  • Engage directly in priority opportunities, helping reps navigate complex buying groups, procurement, and executive decision-making.
  • Build relationships with customer executives, connect Nametag's value to business priorities, and help establish compelling reasons to act.
  • Guide deal strategy while strengthening each AE's ability to own the customer relationship and lead the sale.
• Bring Customer Insight Back to the Business:
  • Aggregate customer feedback, competitive intelligence, objections, and win/loss patterns into clear, actionable recommendations.
  • Partner with Product, Marketing, Partnerships, and customer-facing teams to improve positioning, sales plays, product priorities, and customer handoffs.
• Apply AI to the Sales Motion:
  • Embed practical AI use into account research, prospecting, call preparation, coaching, deal analysis, and forecast inspection.
  • Partner with GTM Operations to test and scale AI-enabled workflows, measuring their impact on selling time, execution quality, and results.

Qualifications

• A record of delivering team new-logo revenue targets in enterprise B2B SaaS sales.
• Experience directly managing AEs and building, hiring, and ramping a team in a high-growth startup or scale-up.
• Strong enterprise selling skills, with experience navigating complex buying groups and developing executive relationships.
• Demonstrated rigor in pipeline management, coverage planning, qualification, forecasting, and performance analysis.
• A coaching approach that improves rep capability and results, with the judgment to distinguish skill gaps, execution issues, and territory constraints.
• The ability to build repeatable processes while adapting quickly as the business grows.
• Practical experience applying AI to sales workflows, management, or operations, with clear examples of business impact.
• Strong cross-functional communication and the ability to turn field feedback into useful business decisions.
• Cybersecurity or identity-market experience is strongly preferred, particularly selling to enterprise security and IT leaders.

What We Value

• Intellectual horsepower.
• Kindness and integrity.
• Bias for action.
• Ownership mindset.

Culture & Perks

• Remote-first: Work from anywhere in the US.
• Off-sites: We bring the team together once per quarter for in-person collaboration.
• Flexible schedules: Work in your own time zone; we align key meetings across a shared window.

We Offer

• Competitive salary
• Meaningful equity ownership
• Comprehensive health benefits (medical, dental, vision)
• Flexible paid time off
• Quarterly team off-sites and travel support
• New computer hardware and equipment
• An inclusive environment where your voice has impact and your work drives change