‍About Us:

UserGems helps companies generate more revenue by identifying buying signals who will most likely buy from them. Leveraging AI, UserGems combines relationship data with trigger events to surface the most relevant buyers for each company.

We’ve been on this mission since 2019 and have customers like Gong, Mimecast, and UserTesting and hundreds more on the journey with us. We’re growing fast and excited for new team members to join us.

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About the Role:

We are looking for a Sales manager to join the team. This is a people management role that will report to the Director of Sales and manage a team of Account Executives. The goal of this role is to provide leadership, development, and to ensure the team is meeting their goals. This is a great opportunity for someone who thrives in a high-growth environment, enjoys developing others, and is self-motivated with an entrepreneurial spirit.

As the Sales Manager you will:

• Lead a team of 6 to meet or exceed revenue goals
• Partner with GTM leadership to plan and develop strategies to build net new revenue
• Team up with the Account Development team to develop our future Account Executives
• Help improve the foundation of the sales motion, and coach the sales team
• Oversee daily activity, set clear expectations, and manage performance
• Readily support reps internally with questions
• Step in to provide support for escalations or priority deals as needed

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How you'll ramp:

...within your first week…

• You'll get familiar with our product, sales process and tools
• Deep dive into the sales and revenue operations practices
• Meet with team members and evaluate processes and team structure and begin to form individual relationships
• Understand the communication needs of the team and set a cadence for team meetings and 1:1s
• You'll shadow on all sales calls and get a picture of the day to day of an AE
• Meet with and build relationships with department leads

...day 30...

• Understand and contribute to the OKRs of the sales team
• Dig into and understand forecasting and pipeline data
• Evaluate historical team performance to gain insights into successes and gaps
• You are familiar with our product, competition, common Q&A
• Participate in 8 live calls and listen to 20 Gong calls
• Start providing feedback collaborate with team on ways to improve processes
• Actively prospect your own pipeline of sales opportunities (to learn first hand what it takes to be a successful AE at UserGems)

...day 60...

• Actively start to lead team trainings - call reviews, live role play practice, etc
• Engaging regularly with the team as a whole and in individual 1:1s
• You will have run 10 discovery calls

...day 90...

• Bring fresh perspectives, ideas, and solutions to improve sales effectiveness and wider-organizational effectiveness
• You’ve helped multiple team members close deals!

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What you've accomplished so far:

• 3-5+ years experience as a leader to mid-market and enterprise sales teams in the B2B SaaS space
• At least 3 years in an Account Executive role with track record of success prior to management
• You have a firm grasp on SaaS sales best practices
• Proven track record of leading and managing high-performing teams
• You have a deep understanding of how to motivate teams and individuals
• You excel in communicating developmental feedback based on individual strengths and weaknesses
• Consistent track record of success in hitting quota in previous roles
• You’ve become a trusted resource for your direct reports and have a reputation for being consistent and fair
• You’ve demonstrated the ability to communicate across various channels

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Nice to Haves:

• Experience in building new business sales playbooks or processes.
• Experience using Gong, SFDC, and Atrium for sales coaching, forecasting, and management
• Previous experience as a first or early hire at a fast-growing startup.

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Why you should join:

• You’ll be part of a fast-growing startup as it scales from 60 to 100 employees
• Customers love us! (see our Customers page and G2 Reviews)
• We're a remote-first company with employees across the US, Canada, and Europe
• We have Weekly Standups, virtual celebrations, and in-person off-sites around the world so that everyone stays connected
• We believe strongly in being customer-focused and data-driven in everything we do
• We value individual differences in the workforce and strive to make everyone feel welcomed and accepted, regardless of their skin color, gender or sexual orientation
• Health benefits & competitive salary

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Compensation: Annual on target earnings (OTE) of $250,000

Please note, a variety of factors are taken into consideration when determining compensation. The range listed is UserGems’ reasonable estimate of the compensation for this role. Actual amount may be higher or lower, based on non-discriminatory factors such as experience, knowledge, skills, abilities, and location.

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