Responsibilities
- Lead, mentor, and grow a team of Regional Managers to consistently meet individual and collective targets for lead qualification and opportunity generation.
- Observe live sales interactions and discovery calls to assess performance, provide feedback, and improve skills in qualification, objection handling, and consultative techniques.
- Oversee onboarding for new team members, including ramp-up plans, training on buyer profiles, and in-depth reviews of available inventory.
- Collaborate with Sales Leadership and People teams on recruitment, performance evaluations, and career development, identifying candidates ready for advancement to Regional Director roles.
- Manage weekend scheduling rotations to ensure timely buyer response within service level agreements while maintaining team well-being.
- Cultivate an inclusive, high-performing team culture where members feel respected, challenged, and proud to represent the brand.
- Drive adoption of AI tools in daily workflows to support research, pre-call preparation, call summaries, follow-up drafting, and CRM updates, increasing time spent on live conversations.
- Work with Sales Operations and Enablement to implement AI features in Salesforce, including lead scoring, next-action prompts, automated logging, pipeline alerts, and AI-generated summaries for handoffs, ensuring team compliance and improved conversion.
- Establish and maintain regular team rhythms, including lead response timelines, pipeline reviews, opportunity audits, and one-on-one meetings.
- Provide reliable weekly forecasts for opportunity creation, conversion rates, and handoffs to closing teams, proactively identifying risks and growth opportunities.
- Convert strategic direction from sales leadership into actionable team goals, performance metrics, quotas, and daily focus areas.
- Track key performance indicators such as lead response time, contact rate, qualification rate, opportunity creation, and handoff conversion, implementing targeted improvements when metrics decline.
- Maintain strong knowledge of current inventory and national buyer preferences to provide credible coaching and step into sales conversations when necessary.
- Partner with Sales and Regional Director leaders to align on qualification standards, handoff timelines, context quality, and shared metrics, conducting joint pipeline reviews to improve close rates.
- Collaborate with Marketing to assess inbound lead volume and quality, providing structured feedback on which channels, messages, and audiences generate qualified opportunities.
- Coordinate with the Acquisitions team to align home sourcing with real-time national buyer demand, standardizing how prospect preferences are collected and shared.
- Act as the primary liaison for Sales Enablement, co-developing qualification playbooks, call scripts, buyer personas, and objection guides, while measuring impact on onboarding speed and conversion.
- Advocate for the qualification team in cross-functional meetings, sharing buyer insights, lead quality trends, and operational challenges with sales, Marketing, and Product teams.
Work Arrangement
Hybrid
Team
The Senior Sales Manager oversees Regional Managers and reports to the VP of Sales, collaborating with closers, Marketing, Acquisitions, Sales Ops, Enablement, and other cross-functional teams.
