Sales Manager, SMB & Mid-Market

To be considered for the Sales Manager, SMB & Mid-Market role at Momence, candidates should have a Bachelor's degree coupled with at least 2 years of experience effectively leading remote sales teams through the entire sales cycle. A cumulative experience of 4+ years in full-cycle sales, particularly within SaaS or tech startups, is highly preferred. Additionally, a proven track record of successfully leading teams of 5 or more Account Executives in surpassing performance targets, especially in subscription-based business models targeting SMB and mid-market sectors, is essential.

In the Sales Manager position at Momence, you will play a crucial role in supporting your team by conducting regular syncs, team meetings, and personalized 1:1 coaching sessions. The goal is to empower each Account Executive to excel in their roles by pointing out strengths, identifying areas for improvement, and providing actionable feedback. You'll also drive performance by setting clear and motivating goals and optimizing sales processes to enhance efficiency and conversion rates.

As the Sales Manager, SMB & Mid-Market at Momence, you will be responsible for providing strategic forecasting to senior leadership. This involves transparent communication about pipeline health and team performance metrics, allowing the company to make informed decisions. By accurately analyzing data, staying ahead of market trends, and continually evolving sales strategies, you will help position Momence to maintain a competitive advantage in the industry.

Candidates for the Sales Manager, SMB & Mid-Market role at Momence should demonstrate proficiency in common CRM platforms such as Hubspot or Salesforce. This expertise is vital for maintaining data integrity, enabling effective pipeline management, and facilitating data-driven decision-making. Comfort with analytics tools will be beneficial for tracking performance metrics and helping the team exceed their sales targets.

Momence provides a fully remote work environment for the Sales Manager, SMB & Mid-Market position. This means that candidates can work from the United States and must be able to operate effectively within U.S. time zones. Momence values flexibility and promotes a healthy work-life balance with various benefits, including a flexible vacation policy and home office equipment to ensure that every team member is well-equipped to thrive.

To motivate my sales team, I focus on setting clear, achievable goals and fostering a collaborative environment. I regularly engage in one-on-one coaching sessions and group stand-ups to recognize successes and address challenges. Creating a transparent communication channel ensures team members feel valued and understand their contributions to our overarching goals.

In my previous roles, I have utilized CRM tools to monitor sales pipelines closely. Pipelines need constant attention to identify bottlenecks and optimize processes. By analyzing key metrics and providing real-time feedback, I've successfully increased conversion rates and reduced sales cycles, which led to exceeding quarterly targets consistently.

I have successfully shortened sales cycles by streamlining the qualification process and ensuring that my team has the right resources and tools for efficient prospecting. Implementing structured training on effective closing techniques and using data insights for targeted outreach are strategies I've used to expedite the sales process.

My coaching approach is tailored to each individual's skill level and learning style. I take the time to understand their strengths and areas for improvement and then provide targeted coaching that resonates with them. This personalized coaching not only enhances their skills but also boosts their confidence, resulting in improved overall team performance.

When addressing underperformance, I first identify the root causes by having candid conversations with the team member. Together, we create an action plan that includes mentorship, additional training, or identifying external factors impacting performance. My goal is to provide the necessary support while holding them accountable for achieving agreed-upon targets.

In my previous role, I led a team during a peak season where we faced tough competition. By implementing a targeted training initiative on our unique value proposition and enhancing our lead generation strategy, we exceeded our sales target by 25% that quarter. Regular team check-ins and recognition of individual contributions were also essential in maintaining morale and motivation.

I believe that a strong partnership with marketing is vital for generating quality leads. By sharing insights based on our sales feedback, we can work together to refine target audience segmentation and optimize the messaging. Regular cross-departmental meetings allow us to align our strategies and adjust based on real-time market feedback for better results.

While there are many metrics to consider, I find that conversion rates, average sales cycle length, and customer acquisition costs are among the most crucial for measuring sales success. Tracking these metrics helps in identifying trends, forecasting results, and implementing necessary adjustments to ensure we stay on track to meet our targets.

Staying ahead of industry trends involves continuous learning and networking. I attend webinars, subscribe to relevant industry publications, and participate in professional groups to stay informed. By keeping an open line of communication with industry peers and clients, I can gather insights that drive our sales strategy and give us a competitive edge.

In a remote environment, a transformational leadership style is particularly effective. This style encourages collaboration, innovation, and personal growth among team members. I prioritize open communication, foster a sense of community, and empower my team with autonomy, which helps create an engaged and high-performing remote sales team.