Sales Manager/Revenue Leader

Responsibilities

Sales Strategy & Leadership

• Participate directly in strategic opportunities and key client engagements alongside team members.
• Establish and continuously improve repeatable sales processes, qualification standards, and forecasting discipline.
• Conduct regular pipeline reviews, deal coaching, and performance development with team members.
• Develop and execute sales strategies to drive growth and meet revenue targets.
• Lead, mentor, and manage a team of sales professionals to ensure success and achievement of goals.
• Provide guidance and support to your team to ensure the delivery of high‑quality service and achievement of sales objectives.
• Report directly to the CEO, providing regular updates on sales performance, opportunities, and challenges.
• Stay informed of industry trends, competitors, and potential opportunities within the web and application development space.

Business Development

• Identify and pursue new business opportunities through networking, lead generation, and cold outreach.
• Build and maintain relationships with key decision makers at prospective clients.
• Conduct meetings and presentations to effectively communicate our service offerings and solutions.
• Collaborate with the marketing team to create compelling sales materials and campaigns.
• Co-sell alongside strategic partners such as Salesforce Account Executives and ecosystem partners.

Sales Ops

• Manage the sales pipeline, track progress, and provide regular updates to senior leadership.
• Develop and execute outbound initiatives to generate qualified opportunities.
• Create and deliver accurate sales forecasts to ensure sales goals are met.
• Maintain forecast accuracy and pipeline coverage sufficient to achieve revenue targets.

Client Relationship Management

• Work with sales engineers on accounts to ensure success.
• Review and approve proposals to ensure clear value propositions and appropriate scope positioning.
• Ensure alignment and client confidence from opportunity through contract execution.
• Maintain strong relationships with existing clients, ensuring their needs are met and identifying opportunities for upselling or cross-selling additional services.
• Participate in strategic account reviews and QBRs to support account growth and retention.

Collaboration & Reporting

• Work closely with the technical and delivery teams to ensure client satisfaction.
• Work closely with marketing leadership to refine ideal customer profile, messaging, and campaign effectiveness.
• Provide feedback to product and development teams based on client needs and market demands.
• Collaborate effectively with channel partners such as Salesforce and AWS to drive growth.
• Regularly report on sales metrics, conversion rates, and pipeline health to the CEO.
• Participate in quarterly and annual leadership planning, contributing to company strategy, quarterly priorities, and operational alignment.

Qualifications

• Proven experience in a sales leadership role within the professional services sector.
• Experience selling complex professional services or solution‑based engagements.
• Solid experience working with sales engineers to ensure customer outcomes.
• Demonstrated ability to generate new business, build relationships, and close deals.
• Proven leadership experience, with the ability to manage and motivate a team to achieve sales goals.
• The ability to engage with C‑suite executives and technical teams alike and communicate results and statuses effectively.
• Experience with CRM tools and sales automation software such as Salesforce.
• Strong negotiation and contract management skills.
• Familiar with EOS (not required but highly preferred).
• Comfortable operating in a growing organization where processes are evolving and collaboration across teams is essential.
• Experience with running or being on board at a Non‑For‑Profit. (not required though preferred)
• Bachelor’s degree in Business, Marketing, Computer Science, or related field (Equivalent professional experience may substitute for formal education).
• Located in the Indianapolis area, estimated to report to corporate headquarters 3 days a week.
• Experience with Claris FileMaker, AWS, and/or Salesforce selling is a plus.

Success in the First 12 Months

• Successfully assume day‑to‑day sales leadership responsibilities from the Founder/CEO.
• Establish clear role clarity and accountability within the sales team.
• Establish a consistent pipeline and forecasting discipline.
• Improve win rates through coaching and qualification.
• Increase partner‑sourced opportunities.
• Define and implement a scalable sales process aligned with company growth.
• Hit company revenue goals.

What We Offer

• Base Salary with Commission Structures.
• 15 Days of PTO available from Day 1.
• Company benefits.
• Wellness program reimbursement.
• Student loan reimbursement assistance.
• Company‑funded professional development.
• Team lunches and company‑sponsored events.

Key Performance Indicators

• New accounts acquired.
• Expansion revenue from existing accounts.
• Company revenue goal attainment.
• Pipeline coverage ratio.
• Forecast accuracy.
• Qualified opportunities created.

Hiring Process for Sales Manager/Revenue Leader

• Initial interview.
• Battery Assessments.
• Kolbe A Assessment.
• Preparation of a 30/60/90 day plan of proposed action.
• Interview with CEO.