Overview

Sales ManagerDEPARTMENT: Revenue > SalesREPORTS TO: Director of RevenueDIRECT REPORTS: Account Executives, Senior Account Executives, Strategic Account ExecutivesSTATUS: Full-time, ExemptSALARY RANGE: $85,000 - $110,000 + Uncapped Commission (OTE of $135k - $165k)LOCATION: Hybrid, Holland Patent, NY or Syracuse, NYROLE OVERVIEWThe Sales Manager is a people and team leadership role that owns the performance and development of Northland's sales team. The Sales Manager is accountable for building a team of confident, disciplined, self-directed sellers who generate their own pipeline, qualify it well, and close it consistently. This role drives revenue objectives through effective pipeline management, forecasting, sales execution, and ongoing capability development. The role leads Account Executives through coaching, accountability, and performance management while ensuring sales processes, priorities, and resources support consistent revenue growth and customer acquisition. The Sales Manager contributes to the continued growth and scalability of the Revenue organization through cross-functional collaboration and continuous improvement.ROLE CAPABILITIESPeople Development Fosters a motivated, accountable culture of growth that encourages sustained performance.Adapts coaching and feedback approaches during 1on1 conversations to drive individual growth.Assesses team member capability strengths and gaps, and creates appropriate development opportunities & plans.Partners with the Learning & Development team in the design, facilitation, and reinforcement of training & learning initiatives including onboarding.Owns each Account Executive's progress through Northland's AE ramp and is accountable for new hires reaching productivity on schedule.Addresses performance concerns through timely feedback, documentation, and corrective action.Owns the recruiting and selection of Account Executives in partnership with Northland's People team.Delegates meaningful responsibility based on demonstrated capability.Sales Performance & ForecastingOwns the success of AE team performance against revenue goals.Evaluates performance data to identify what is affecting results and translates findings into clear priorities and coaching actions for each rep.Leads the team forecasting process by evaluating opportunity evidence, identifying forecast risk, and directing corrective action.Guides opportunity reviews using the evidence required by Northland's qualification methodology, and challenges opportunity advancement when stage criteria have not been met.Coaches deal strategy on complex and multi-product opportunities.Recommends territory and account allocation changes based on coverage needs.Communicates performance and forecast risk to Revenue leadership early.Pipeline Creation & Market ExpansionReinforces consistent prospecting expectations across direct outreach, COI/referral partner introductions, and customer referrals in line with the Northland Prospecting Pyramid.Maintains pipeline coverage sufficient to support team revenue goals and evaluates pipeline health through opportunity quality and stage distribution. Strengthens Northland's market presence through prospect meetings and ride- alongs with Account Executives, COI partner development, and participation in networking and industry events. Sales EnablementDrives sales processes that translate Revenue direction into consistent Account Executive execution.Improves sales workflows when recurring barriers interfere with opportunity progress.Maintains sales resources that help Account Executives apply approved selling practices.Partners with Revenue Operations and enablement partners to address gaps in sales resources.Partners with marketing to strengthen target account strategy within Northland's ICP and priority verticals.Partners with Customer Success leadership on the AE-to-CSM handoff and expansion opportunities within new accounts.Evaluates process adherence using reliable sales activity and opportu