Senior Sales Manager

As a Senior Sales Manager at Relay, you will lead and manage a dynamic team of Account Executives on our Direct sales team. Your core responsibilities will include building and executing a new acquisition B2B sales motion, identifying business opportunities, and enhancing our sales strategies. Collaborating with cross-functional teams and continuously analyzing market data will be essential in optimizing our approach and driving revenue growth for small businesses.

To be considered for the Senior Sales Manager role at Relay, candidates should have 3-5 years of experience managing a sales team, ideally within a startup or B2B SaaS environment. A proven record of exceeding sales targets, a creative and strategic mindset for identifying market opportunities, and a passion for coaching are essential. Familiarity with SMBs and the fintech landscape is a bonus that will further strengthen your application.

The culture at Relay is driven by a deep commitment to shared success and collaboration. As a Senior Sales Manager, you will enjoy a supportive environment that encourages personal and professional growth. We celebrate diversity and prioritize inclusivity, ensuring that every team member feels welcomed. You'll also experience a fun and engaging work atmosphere complete with team events, social connections, and opportunities to network with industry leaders.

A Senior Sales Manager plays a crucial role at Relay by helping to expand our reach to small businesses. Your efforts in developing sales strategies, building partnerships, and coaching the sales team are key to driving growth and enabling Relay's vision of empowering employers and finance functions of SMBs. Your impact will not only enhance the sales process but also contribute to the overall success of small business owners across North America.

Relay ensures a rewarding experience for Senior Sales Managers that includes competitive salaries and meaningful equity options. You can expect comprehensive health benefits starting day one, flexible vacation time, and a robust parental leave policy. We also prioritize personal and professional growth with mentorship, top-tier work equipment, and hybrid work opportunities that focus on collaboration and connection with your team.

The interview process for a Senior Sales Manager role at Relay consists of multiple engaging stages. Initially, you will have a 30-minute video call with a member of our Talent team, followed by a conversation with the Director of Sales. Expect to showcase your skills in a whiteboard session and a presentation to our Sales team. Lastly, you will meet with a member of our Leadership team, giving you a comprehensive overview of our expectations, culture, and goals.

At Relay, we believe in investing in our employees' growth and success. As a Senior Sales Manager, you'll receive ongoing feedback, coaching, and access to mentorship programs. We foster a learning culture where every team member is encouraged to develop professionally through regular training, exposure to diverse projects, and opportunities to work alongside experienced leaders. We are committed to helping you shape a fulfilling career!

When asked about building a new acquisition sales strategy, focus on your methodical approach. Discuss how you'll analyze current sales data, identify target markets, and leverage industry trends. Highlight your experience in creating playbooks and how you've successfully guided teams to implement and refine their approaches based on data-driven insights. Showcase specific examples where your strategic thinking resulted in measurable outcomes.

In answering this, share your leadership experience, focusing on how you’ve built and motivated sales teams. Talk about your coaching techniques and how you've tailored your management style to meet the needs of diverse team members. Provide examples of how your guidance has resulted in improved sales performance or employee engagement.

An effective answer here would demonstrate your analytical skills. Start by discussing how you conduct market research and gather data to understand trends. Speak about your experience in networking and fostering relationships that can lead to new partnerships. Emphasize collaboration with other departments to create a holistic view of potential opportunities, showcasing your strategic vision.

To respond convincingly, provide a clear narrative about a specific initiative you undertook. Detail the initial challenges, the steps you took to enhance the sales process, and the measurable impact it had on your team's performance. Demonstrate how you engaged your team in the process for collective buy-in and share the importance of continuous improvement in sales.

Outline your coaching philosophy by emphasizing personalized approaches. Talk about your methods in setting individual goals, providing constructive feedback, and recognizing achievements. Highlight how you create a positive and goal-driven environment. Mention specific techniques, such as role-playing or skills assessments, that you use for continuous skill development.

In your response, highlight tools and technologies you've utilized to streamline sales processes. Provide examples of CRM systems, data analytics tools, and communication platforms that help track performance metrics. Share how you ensure your team uses these tools effectively and what positive results stemmed from leveraging technology when approaching sales.

Address current challenges like changing market dynamics, remote team management, and competition. Provide insights on how these challenges can be tackled effectively through adaptability and ongoing team training. Mention the importance of building a strong sales culture to tackle these challenges head-on.

Share your strategies for staying informed, whether through regular reading of industry publications, attending relevant webinars or conferences, or engaging in professional networks. Discuss how you share this information with your team to ensure everyone is on the same page regarding trends that may affect your sales strategies.

Describe your approach to understanding root causes behind underperformance. Emphasize the importance of open communication and one-on-one meetings to identify challenges. Discuss how you'd craft a tailored action plan to support that team member in meeting their goals while fostering accountability and a culture of support and growth.

In answering this question, focus on your passion for sales and leadership. Share what drives you to help small businesses succeed and how you find fulfillment in developing team members. Discuss your excitement for challenges and how achieving sales targets fuels your motivation, ensuring a connection to Relay’s mission and vision.