Manager of Sales Specialists

Accountabilities:: Lead and develop a team of Sales Specialists accountable for generating new sales, achieving revenue targets, and delivering strong customer engagement. Drive customer satisfaction and engagement improvements by ensuring the team consistently understands customer needs and positions relevant solutions effectively. Apply a strategic perspective to complex business challenges, identifying opportunities and solutions that support growth and customer outcomes. Drive change, innovation, accountability, and execution by translating organizational goals and strategic initiatives into clear team priorities. Develop plans, establish priorities, and align team activities with broader leadership objectives and financial targets. Maintain accurate sales forecasts, customer evaluations, Salesforce records, and reporting while monitoring market and competitor activity. Partner with Sales leadership to align retention, growth, and sales objectives while supporting departmental talent development priorities. Monitor individual and team performance through coaching, ride-alongs, call monitoring, direct interactions, activity reviews, and other performance measures. Provide ongoing coaching around sales processes, product knowledge, professional development, business planning, account planning, customer experience, product adoption, negotiation, and business acumen. Collaborate with Marketing, Field Sales, Finance, Human Resources, and other sales support functions to maximize opportunities and help the team achieve its objectives. Build strong relationships with customers and key stakeholders, including senior and C-level decision-makers, to strengthen engagement and identify business opportunities. Promote consultative and solution-based selling approaches while helping the team identify opportunities for upselling, retention, and broader solutions development. Support continuous improvement of sales processes, customer strategies, and team execution in response to changing market and business conditions. Requirements: Bachelor's degree in a related field and/or equivalent professional experience is preferred. At least 5 years of management experience, combined with 5+ years of successful B2B sales experience. Deep understanding of customers, business dynamics, market conditions, and the ability to translate that knowledge into value-added solutions and services. Demonstrated ability to recognize when operational adjustments are needed to meet business objectives and implement appropriate changes. Proven experience coaching sales processes, delivering product training, and supporting professional development. Strong business and industry knowledge with the ability to understand complex customer challenges and commercial opportunities. Demonstrated ability to engage, communicate, and build meaningful relationships with key stakeholders and C-level executives. Strong people leadership, performance management, coaching, and talent-development capabilities. Strong B2B business development expertise, including experience with sales, upselling, retention, solution development, and customer growth. Highly skilled in implementing business and account plans, improving customer experience, increasing product awareness and adoption, positioning new products, and developing impactful sales presentations. Strong understanding and practical experience with solution selling and consultative sales methodologies. Proven record of sales performance is preferred. Excellent verbal communication, relationship-building, organizational, and interpersonal skills. Ability to maintain a professional and customer-focused approach across all client interactions. Adaptability and resilience in a changing business environment. Proficiency with Microsoft Office, Salesforce, Xactly, and other relevant business and sales tools. Experience in law enforcement and risk/fraud solutions is preferred. Ability to work remotely, with a preference for candidates who can access one of the organization's hub locations in Washington, D.C., Minnesota, Michigan, or Texas. Benefits: Target total cash compensation range of $199,500–$370,500 USD , inclusive of base pay and target sales incentive, with positioning within the range based on knowledge, skills, experience, and internal equity. Comprehensive health, dental, and vision insurance. Disability and life insurance programs. Competitive 401(k) plan with company match. Flexible vacation, paid sick and safe time, and paid holidays. Two company-wide mental health days off. Parental leave and sabbatical leave. Flexible work arrangements, including the ability to work from anywhere for up to 8 weeks per year. Flexible Spending Accounts and Health Savings Accounts. Retirement savings and employee incentive programs. Tuition reimbursement. Fitness reimbursement and access to wellbeing resources. Employee Assistance Program. Access to Headspace. Optional hospital, accident, sickness, life, AD&D, and legal identity-theft protection programs. 529 Plan and commuter benefits. Adoption and surrogacy assistance. Employee Stock Purchase Plan. Two paid volunteer days annually and opportunities to participate in social-impact and pro-bono initiatives. Career development, continuous learning, and skills-first growth opportunities. Remote work environment with access to hub locations where applicable.