Sales Manager

As a Sales Manager at Playground, you will manage and coach a dedicated team of Account Executives and Sales Development Representatives. Your main responsibilities will include enhancing rep performance through coaching, optimizing the sales funnel for improved conversion rates, partnering with RevOps for accurate forecasting, and collaborating closely with Marketing and Customer Success. Additionally, you'll refine sales processes and support the onboarding and hiring of new sales team members.

To excel in the Sales Manager role at Playground, you need 2-5 years of experience managing high-performing sales teams specifically in a B2B SaaS environment. A track record of selling software to SMBs in a vertical SaaS context is essential. Moreover, you should possess a deep understanding of SMB buyer psychology and experience in consultative sales, alongside strong coaching skills and proficiency in Salesforce.

At Playground, you'll be embraced by a collaborative and supportive work culture that values ownership, craftsmanship, and empathy. As a Sales Manager, you’ll enjoy a high degree of autonomy, the ability to make impactful decisions, and ample opportunities for personal and professional growth. Our environment is designed to fuel innovation and encourage proactive contributions from all team members.

The Sales Manager position at Playground offers competitive compensation packages with an OTE of $135,000 - $155,000. Along with a salary, employees receive equity, 3 weeks of PTO, comprehensive health, vision, and dental benefits, a $1200 yearly education stipend, and even free daily lunches. You'll also be equipped with the latest tools, including a new MacBook, to ensure your success in the role.

Playground is committed to fostering growth and development for all team members. As a Sales Manager, you’ll play a key role in hiring and onboarding new sales talent while also modeling best practices during calls. The company encourages continuous learning through its education stipend, providing access to workshops and courses that align with your professional development goals. You’ll also benefit from structured feedback opportunities to enhance your coaching and leadership skills.

In interviews, it's crucial to articulate a management style that focuses on collaboration and empowerment. You might say, 'I believe in leading by example and fostering an environment where team members feel supported and motivated. I prioritize open communication and regular feedback to help my team achieve their goals while also setting clear expectations and accountability.'

When answering this question, provide a specific example. You might say, 'In my last position, I identified that our demo-to-close conversion rate was lower than expected. I implemented regular call reviews and live coaching sessions. This led to a 20% increase in conversion rates within three months, showcasing the impact of continuous coaching and structured feedback on sales performance.'

You could respond by outlining a multi-faceted approach, such as: 'I focus on identifying lead quality, streamlining our qualification process, and ensuring that our sales team is equipped with effective objection-handling tactics. Additionally, I believe in leveraging data analytics to monitor our funnel's performance and making adjustments as needed for maximum efficiency.'

Describing collaboration is key. You could say, 'I actively collaborate with our RevOps team to ensure data accuracy for forecasting, while also working closely with Marketing on lead generation strategies. Regular inter-departmental meetings allow for alignment on goals and processes, and I seek feedback from Customer Success to refine our sales techniques based on customer experiences.'

It's essential to approach this with empathy. You might answer, 'I first engage in one-on-one discussions to understand their challenges. I then provide tailored support, whether through additional training, coaching sessions, or adjusting targets to realistic expectations. My goal is to uplift each team member while also holding them accountable for their performance.'

You could respond, 'I focus on metrics such as conversion rates, average deal size, sales cycle length, and overall quota attainment. Additionally, I analyze the effectiveness of the sales funnel stages to identify where improvements can be made, ensuring that we have a comprehensive view of our team's success and areas for growth.'

You might say, 'Technology is integral to my sales management. I utilize CRM systems like Salesforce for tracking performance and data analytics. These tools allow me to visualize sales processes, manage pipelines effectively, and enable my team to focus on selling rather than administrative tasks.'

You could say, 'I prioritize a culture of continuous improvement by establishing regular training sessions that cover sales techniques, product knowledge, and market trends. I also encourage team members to participate in industry seminars and leverage our education stipend for further learning opportunities.'

When answering this, share a relevant experience. For example, 'When our target market shifted, I had to pivot our sales strategy to focus on a new customer segment. We conducted market research that highlighted the need for a tailored approach, leading to a successful transition that ultimately increased our pipeline significantly.'

You might express your motivations by saying, 'I am driven by the impact that a high-performing sales team can have on a company's growth and success. I find great satisfaction in developing talent and seeing my team achieve and exceed their goals, which ultimately results in the company's mission being realized.'