Job Description - Sales Account Manager (SaaS - must have) Location: United States
Department: Sales
Reports to: VP of Sales / Sales Director / CEO
Job Type: Full-Time, Permanent
Salary: R35,000-R40,000 pm (plus comms)
Role Overview: We are seeking a dynamic Senior Sales Manager to join our rapidly growing tech startup, specializing in work management and productivity solutions. This role is pivotal in driving revenue growth by managing the entire sales cycle - from lead generation through to deal closure. You will be responsible for conducting discovery calls, prequalifying leads, managing the sales pipeline, handling objections, and closing deals, all while fostering meaningful relationships with potential and existing customers.
The ideal candidate has 3-5 years of experience in SaaS or technology sales, with a proven track record of independently managing a pipeline, closing deals, and consistently achieving sales targets. You will be expected to work cross-functionally with other teams like Product, Client Success, and Marketing to ensure customer needs align with our product's value proposition.
Key Responsibilities: Prequalification of Leads:
Prequalify leads using established frameworks (e.g., BANT) to assess their fit with our SaaS product. Ensure that all leads meet the company's ideal customer profile before advancing them in the sales funnel. Work closely with marketing and lead generation teams to improve lead quality.Discovery Calls:
Conduct discovery calls to understand customer pain points, business needs, and goals. Ask insightful and probing questions to identify the true needs and challenges of potential customers. Establish rapport and set the tone for a positive ongoing relationship.Sales Process Management:
Develop and manage a robust sales pipeline, guiding leads through various stages of the buying process. Conduct engaging product demos that effectively communicate the value of our work management solutions. Nurture prospects with strategic follow-up emails, calls, and meetings to keep them moving toward a purchasing decision.Handling Objections & Closing Deals:
Address customer objections confidently, using deep product knowledge and understanding of competitors. Lead negotiations, ensuring that our solution aligns with customer needs while meeting company goals. Close deals consistently and meet or exceed monthly/quarterly sales quotas.Deal Flow Management:
Manage the entire sales cycle from prospecting to contract signing. Use CRM tools (e.g., Salesforce, HubSpot) to track leads, prioritize prospects, and report deal progress. Provide accurate sales forecasts and updates on sales pipeline performance to senior leadership.Customer Relationship Building:
Build and maintain strong relationships with key decision-makers and influencers within target accounts. Ensure high customer satisfaction post-sale by collaborating with customer success teams. Support long-term client retention and identify upsell/cross-sell opportunities.Qualifications: Experience:
3-5 years of experience in SaaS sales, preferably in work management, productivity, project management or similar B2B solutions. Demonstrated success in conducting discovery calls, prequalifying leads, handling objections, and closing deals. Proven ability to independently manage a sales pipeline and consistently meet sales targets.Skills:
Strong understanding of sales qualification frameworks like BANT and MEDDIC. Exceptional questioning and listening skills to uncover customer pain points and set up relevant product demos. Solid track record of negotiating and closing deals with a wide range of B2B clients. Excellent communication, negotiation, and relationship-building skills, with a focus on long-term customer success.Tools:
Hands-on experience with CRM systems such as Salesforce, HubSpot, or similar platforms. Familiarity with sales engagement tools, lead generation platforms, and email automation tools.Education:
Bachelor's degree in Business, Marketing, Communications, or a related field, or equivalent experience.Target Market and Audience:
The primary market is the US, targeting SMB and enterprise customers. The key decision-makers to be targeted are C-level executives (CIO, CTO, VP) in organizations with 300-15,000 employees. Sales personnel need to be comfortable interacting with senior leadership at large companies.
Sales Expertise and EQ:
Candidates must have strong technical and product knowledge to handle objections from senior executives effectively. Experience in selling to high-level executives is crucial; the right candidate must demonstrate emotional intelligence (EQ) when dealing with senior figures. Ability to handle complex sales cycles and objections at a senior level is required.
Sales Approach and Independence:
The role requires the individual to independently generate leads, build their own pipeline, and not rely solely on pre-existing lead generation systems. While some leads may be warmed up, the Sales Manager must be able to handle cold leads and independently drive results. They must demonstrate the ability to build out sales processes, such as creating a sales playbook.
Key Responsibilities:
Initial responsibility will include setting up and improving sales playbooks and SOPs while managing lead generation and cold outreach. KPI tracking will involve more than just closed sales; initial performance may be measured by pipeline generation and other sales activities.
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