Sales Manager, Commercial West

As the Sales Manager, Commercial West at Glean, your primary responsibilities will include leading, coaching, and mentoring a team of sales representatives, developing effective sales strategies, managing the sales process from prospecting to closing, conducting performance reviews, and collaborating with teams across the company. You will be instrumental in achieving sales targets and ensuring high levels of customer satisfaction.

To qualify for the Sales Manager role at Glean, you should have 5-10 years of sales experience, particularly in a management capacity within a fast-paced environment like a startup. Strong leadership, analytical skills, and a passion for continuous improvement are critical. Excellent communication skills are a must for building relationships both with your team and with customers.

As a Sales Manager at Glean, you will work in a hybrid environment. This means you'll spend three days a week in our vibrant Palo Alto office, fostering team collaboration, while also enjoying the flexibility of working remotely two days a week. We emphasize a culture of trust and respect, making it conducive for creativity and productivity.

Sales Managers at Glean enjoy a comprehensive benefits package that includes medical, dental, and vision coverage for you and your family, competitive compensation with stock options, flexible PTO, and unique company-wide events. Additionally, you have access to a learning and development stipend to support your professional growth, free daily meals, and a fun company culture.

Glean offers robust support for its sales team, including ongoing training, performance reviews, and the chance to collaborate with marketing, product, and customer success teams. The Sales Manager is pivotal in fostering professional development and creating an encouraging environment where each team member can thrive and reach their sales goals.

To motivate my sales team, I focus on creating a positive and supportive environment. Setting clear goals, offering regular feedback, and recognizing achievements are critical aspects of my management style. I also encourage open communication, ensuring team members feel valued and engaged.

In my previous roles, I implemented targeted sales strategies based on data-driven insights. This included segmenting the market to focus on high-potential customers and utilizing CRM tools to streamline processes. I also promoted ongoing training to keep my team informed about industry trends and competitors.

During performance reviews, I prioritize constructive feedback and open dialogue. I present quantifiable metrics along with qualitative feedback, highlighting areas of strength and opportunities for growth. Setting individual development plans helps align their personal goals with team objectives.

In one instance, I identified gaps in training and motivation within a failing sales team. I implemented a structured onboarding program and initiated weekly coaching sessions, which ultimately led to improved morale, skills, and a 30% increase in sales within six months.

I analyze sales data by employing various analytical tools to track performance metrics, identify trends, and spot opportunities. This includes evaluating customer feedback, market dynamics, and team performance to develop insights that inform our sales strategy.

My closing techniques involve understanding the client's needs and addressing any objections proactively. Building rapport and trust with clients is key, along with offering tailored solutions. I also identify the right timing to present a call to action effectively.

To ensure alignment between sales and marketing, I advocate for regular collaborative meetings and shared goals. By maintaining an open line of communication and utilizing shared metrics, we can optimize campaigns based on sales feedback and drive better results together.

Customer feedback is crucial for my sales strategy; it helps in identifying areas for improvement and tailoring our approach. I analyze feedback to enhance our products or services and directly improve our sales tactics, ensuring we meet customer expectations effectively.

I stay informed about industry trends by reading relevant publications, attending webinars and conferences, and networking with peers. This helps me not only to adapt strategies accordingly but also to provide my team with insights that will enhance our competitive edge.

The most important qualities include strong leadership, excellent communication skills, adaptability, and a data-driven mindset. A successful Sales Manager should inspire their team, foster collaboration, and be able to navigate changes in the market with strategic foresight.