Sales Manager

• 4. Fosters a motivated, accountable culture of growth that encourages sustained performance.
• 5. Adapts coaching and feedback approaches during 1on1 conversations to drive individual growth.
• 6. Assesses team member capability strenghts and gaps, and creates appropriate development opportunities & plans.
• 7. Partners with the Learning & Development team in the design, facilitation, and reinforcement of training & learning initiatives including onboarding.
• 8. Owns each Account Executive's progress through Northland's AE ramp and is accountable for new hires reaching productivity on schedule.
• 9. Addresses performance concerns through timely feedback, documentation, and corrective action.
• 10. Owns the recruiting and selection of Account Executives in partnership with Northland’s People team.
• 11. Delegates meaningful responsibility based on demonstrated capability.
• 1. Owns the success of AE team performance against revenue goals.
• 2. Evaluates performance data to identify what is affecting results and translates findings into clear priorities and coaching actions for each rep.
• 3. Leads the team forecasting process by evaluating opportunity evidence, identifying forecast risk, and directing corrective action.
• 4. Guides opportunity reviews using the evidence required by Northland's qualification methodology, and challenges opportunity advancement when stage criteria have not been met.
• 5. Coaches deal strategy on complex and multi-product opportunities.
• 6. Recommends territory and account allocation changes based on coverage needs.
• 7. Communicates performance and forecast risk to Revenue leadership early.
• 1. Reinforces consistent prospecting expectations across direct outreach, COI/referral partner introductions, and customer referrals in line with the Northland Prospecting Pyramid.
• 2. Maintains pipeline coverage sufficient to support team revenue goals and evaluates pipeline health through opportunity quality and stage distribution.
• 3. Guides opportunity reviews using the evidence required by Northland's qualification methodology.
• 4. Strengthens Northland’s market presence through prospect meetings and ride-alongs with Account Executives, COI partner development, and participation in networking and industry events.
• 12. Drives sales processes that translate Revenue direction into consistent Account Executive execution.
• 13. Improves sales workflows when recurring barriers interfere with opportunity progress.
• 14. Maintains sales resources that help Account Executives apply approved selling practices.
• 15. Partners with Revenue Operations and enablement partners to address gaps in sales resources.
• 16. Partners with marketing to strengthen target account strategy within Northland's ICP and priority verticals.
• 17. Partners with Customer Success leadership on the AE-to-CSM handoff and expansion opportunities within new accounts.
• 18. Evaluates process adherence using reliable sales activity and opportunity data.

Required

• 5+ years of B2B sales experience
• 3+ years of leadership experience managing a team of sales professionals
• Coach, develop, and manage sales professionals through performance improvement and career development.
• Build and maintain trust-based relationships
• Conduct pipeline reviews, forecast reviews, territory planning, and revenue performance analysis.
• Utilize CRM platforms and sales methodologies to drive consistent sales execution and opportunity management.
• Communicate and collaborate effectively across multiple audiences
• Manage multiple priorities while maintaining focus on revenue growth and customer outcomes.
• Valid driver's license or ability access transportation
• Ability to reach, sit, stand, walk, push, pull, lift, use fingers, grasp, feel, talk, hear, and perform repetitive motions. Ability to exert up to 10 pounds of force occasionally and/or a negligible amount
• Experience using Microsoft 365 applications including Excel, Power BI, Teams, and PowerPoint.
• Valid driver's license or ability to access transportation

Preferred

• Experience in telecom, UCaaS, SaaS, technology, or related communications-industry
• Experience with EOS methodology
• Demonstrated knowledge of MEDDIC qualification, multi-product solution selling.
• Experience using AI-enabled sales tools, forecasting platforms, or advanced revenue analytics.