Manager, Field Sales (Pathfinder)

As the Manager, Field Sales at Behavox, you will lead a team of Account Executives focused on selling the Pathfinder solution. Your responsibilities will include driving revenue growth, maintaining pipeline health, providing feedback to improve team performance, coaching your team through objections, and streamlining sales processes to maximize efficiency.

To qualify for the Manager, Field Sales position at Behavox, you should have a strong understanding of sales metrics, experience in recruiting and onboarding Account Executives, knowledge of tools like Apollo and HubSpot, and a genuine interest in Behavox's mission and technologies. Strong leadership skills and the ability to drive productivity in high-pressure environments are essential.

Behavox supports its Manager, Field Sales by providing comprehensive training and access to experienced Revenue Leaders. As a Manager, you will have the autonomy to implement your own processes while receiving guidance to enhance your team’s effectiveness in achieving sales targets linked directly to company growth.

In the Manager, Field Sales role at Behavox, you will utilize tools like Apollo and HubSpot for automating follow-ups, task management, and nurturing leads. These tools help streamline your sales processes while also ensuring effective communication with the team and clients.

Behavox offers numerous growth opportunities for its Manager, Field Sales, including the potential to lead innovative projects, work closely with senior leaders, and make a significant impact in a rapidly evolving company. You're encouraged to develop your strategic approach while contributing to Behavox's mission to harness data for business success.

In managing a sales team, I prioritize tasks by first analyzing the sales pipeline to identify high-impact opportunities. I set clear objectives to ensure alignment with overall company goals. Regular check-ins and feedback sessions help refine priorities and keep the team focused on the most critical activities.

To drive productivity, I set clear activity targets for the team such as daily call quotas and demo scheduling. Providing actionable feedback and engaging in regular coaching sessions are integral to improving performance and maintaining high morale.

In a challenging deal, I focused on understanding the client’s specific needs through consultative selling. By addressing their concerns and collaborating with my team for a tailored solution, we overcame objections and ultimately secured the deal, which was crucial for our quarterly targets.

I coach my team through objections by conducting role-play exercises where we tackle the most common objections. This practice helps team members formulate responses and feel more confident when they face these real-world scenarios.

Key metrics I track include lead-to-opportunity conversion rates, sales cycle length, and activity-based KPIs like call numbers and demos scheduled. Monitoring these metrics helps me assess individual and team performance, allowing for timely adjustments.

I maintain team morale by establishing an open line of communication and creating a supportive atmosphere where team members feel valued. Celebrating small wins and recognizing individual contributions can greatly help keep the energy high in a fast-paced setting.

A successful sales strategy in regulated industries focuses on understanding compliance requirements and building trust with clients. This includes having a consultative approach, thorough knowledge of your solutions, and a willingness to adapt to meet specific client challenges.

When recruiting Account Executives, I look for candidates with a track record of success in similar environments. I prioritize their adaptability, resilience, and ability to handle high-pressure sales situations. Conducting thorough behavioral interviews helps assess cultural fit alongside skills.

My leadership style is collaborative and empowering. I believe in offering guidance while also giving my team the autonomy to make decisions. Encouraging open dialogue fosters a sense of ownership and responsibility among team members.

I address underperforming team members through a supportive approach that involves identifying specific areas for improvement. By providing targeted coaching and setting achievable goals, I help them gain the confidence and skills needed to enhance their performance.