Sales Manager, SaaS

Advantive • United States, United States • 18h ago

The Sales Manager for Pepperi and Comsense is responsible for leading and owning bookings performance across North America and EMEA. This role carries full accountability for forecast accuracy, quota attainment, territory performance, and total bookings results across both new logo acquisition and customer expansion motions.

This is a scale leadership role built for operational rigor, performance discipline, and strategic execution. Reporting to the VP of Distribution Sales, this leader owns the full revenue engine for Pepperi and Comsense across two distinct but integrated sales motions:

Account Executives (AEs) - Responsible for new logo acquisition

Account Managers (AMs) - Responsible for expansion and growth within the existing customer base

All roles are quota-carrying and held to clearly defined performance standards. This leader is accountable for total bookings performance across both motions.

In addition, this role owns the Partner Motion for Pepperi, including partner-driven revenue contribution, co-sell strategy, and channel performance alignment. This includes building predictable partner-sourced pipeline, strengthening strategic alliances, and ensuring alignment between direct and partner sales efforts.

This is a hands-on leadership position for someone who can think strategically, execute tactically, and build repeatable revenue systems while developing high-performing teams.

Key Responsibilities

Revenue Ownership & Performance Accountability

Own and deliver Pepperi and Comsense bookings targets across North America and EMEA, and parts of APAC

Maintain accurate weekly forecasting and enforce pipeline discipline

Drive accountability across AEs (new logo) and AMs (expansion)

Establish clear performance standards and manage underperformance decisively

Sales Structure & Motion Leadership

Lead both new logo and expansion sales motions with defined coverage models

Ensure AEs focus on strategic prospecting and competitive displacement

Ensure AMs drive expansion through account planning, cross-sell, and upsell

Align compensation, territories, and activity expectations to growth objectives

Partner Motion (Pepperi)

Own partner-driven revenue targets and co-sell execution

Develop and scale partner-sourced pipeline contribution

Align with channel partners on territory coverage and joint account strategy

Improve predictability and accountability within the partner ecosystem

RevOps Partnership & Operational Rigor

Partner closely with RevOps on:

Territory design

Quota allocation

Coverage optimization

Pipeline health metrics

Forecasting rigor and reporting accuracy

Drive inspection cadence, deal reviews, and structured pipeline management

Use data to continuously refine performance levers

AI-Enabled Selling & Market Positioning

Champion AI-enabled selling practices across the team

Leverage AI tools for prospecting efficiency, forecasting accuracy, and productivity gains

Ensure the team effectively positions Advantive's AI capabilities in customer conversations

Drive adoption of modern selling tools and continuous improvement in sales efficiency

Talent Leadership & Development

Recruit, hire, and develop high-performance AEs and AMs

Coach for consultative selling, account strategy, and executive engagement

Build a culture of performance accountability and continuous development

Ensure consistent execution of sales methodologies across regions

Customer & Market Strategy

Guide the team in building executive-level relationships across target accounts

Drive strategic account planning across both acquisition and expansion opportunities

Stay informed on competitive positioning and industry trends to sharpen messaging

Competencies

Revenue Leadership: Proven ability to own bookings targets and deliver predictable revenue results

Forecasting Discipline: Strong command of pipeline management, deal inspection, and forecast accuracy

Channel & Partner Strategy: Experience building or scaling partner-driven revenue models

Operational Excellence: Data-driven approach to territory alignment, quota setting, and performance tracking

AI-Forward Sales Leadership: Comfort integrating AI tools into selling workflows and coaching teams on AI-driven value messaging

Sales Coaching: Demonstrated ability to elevate both new business and expansion sales performance

Executive Presence: Ability to engage credibly with C-level buyers and strategic partners

Qualifications

5+ years of sales experience in a complex B2B software or SaaS environment, preferably within distribution or manufacturing markets

3+ years of people leadership experience managing quota-carrying sales teams

Demonstrated track record of owning and achieving bookings targets across multiple sales motions (new logo + expansion)

Experience with partner-driven or channel sales models (preferred)

Strong background in CRM management, pipeline discipline, and forecast accuracy

Experience partnering with RevOps on territory planning and quota allocation

Knowledge of enterprise buying processes and multi-stakeholder deal cycles

Proficiency in modern sales tools and AI-enabled productivity platforms

Willingness to travel up to 30%

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