As the Sales Manager, you lead the frontline team responsible for converting our high-quality pipeline—generated primarily by our influencer-led strategy & existing customer base—into valued long-term partnerships. This role is crucial to our mission to 'Help small businesses play a bigger game,' ensuring every interaction guides prospects to the essential IT infrastructure they need.
You'll be a key guardian of our brand promise, ensuring the sales experience is Seamless and Trusted, embodying the "Amazon Prime of IT" by being highly responsive and solution-focused. Your success in driving efficient and scalable revenue growth directly fuels our vision to facilitate happy, healthy, productive teams globally, moving us toward our 10-year goal of becoming the global SMB IT leader.
This role requires world-class leadership, a passion for technology, and a commitment to operational discipline to ensure our sales systems are scalable for exponential international growth.
Accountabilities
These are the delegated, measurable objectives you will be held accountable for achieving.
- Sales Conversion Efficiency: Achieve the targeted Sales-Qualified Lead (SQL) to Customer conversion rate for the assigned sales team/segment to maximize pipeline value (Quantitative, Team Leader - Execution).
- Customer Retention & Churn Reduction: Accountable for achieving and maintaining target customer retention rates and a measurable reduction in customer churn within the Engage Team's purview, directly contributing to the long-term growth and stability of itGenius.
- Sales Process Adherence: Ensure 100% team adherence to the documented Sales Playbook and CRM data integrity to maintain a high-quality, scalable sales operation ready for AI integration (Quantitative/Qualitative, Team Leader - Process).
- New Customer Quality & Handover: Ensure high-quality sales outcomes resulting in a seamless handover to the Core Product (delivery) teams with complete, accurate scoping and minimal post-sale friction (Qualitative - Internal feedback, low return rate, Team Leader—Quality Control).
Responsibilities
These are the day-to-day activities and jobs required to fulfill the role's accountabilities.
Team Leadership & Performance
- Lead and motivate the assigned sales support team (front line staff) through daily check-ins, performance reviews, and mentorship.
- Conduct weekly 1:1 coaching sessions focused on improving consultative sales skills, objection handling, and product knowledge (Google Workspace, Kaseya365, etc.).
- Manage team scheduling and capacity to ensure 24/7 responsiveness and coverage for all time zones, optimizing for the growing North American market.
Sales Operations & Execution
- Live Sales coaching & customer comms analysis: JOining sales calls, utilizing recordings and chat transcripts to review sales performance. The manager should analyse these with the reps, focusing on areas for improvement in their communication and sales techniques.
- Skill Development Sessions: Dedicate time to team-based training on specific skills, such as objection handling, negotiation, or effective discovery calls.
- Pipeline reviews - Oversee daily reporting and analysis of team pipeline metrics, identifying bottlenecks and immediate opportunities for conversion improvement.
- Customer data diligence: Ensure all sales activities, notes, and forecasts are accurately logged and maintained in the CRM platform to support scalable data capture and intelligence.
- Escalation support: Act as the final escalation point for complex customer objections, pricing queries, or challenging sales cycles, demonstrating empowered decision-making.
- Systems: Actively contribute to the documentation and refinement of sales scripts and playbooks, focusing on leveraging the GeniusAI agent as it's deployed.
Customer Experience & Integrity
- Maintain an expert understanding of the itGenius productized services to provide Ingenious solutions that solve the core IT infrastructure needs of the SMB market.
- Audit closed-won deals to confirm the sold solution aligns with the customer's stated needs, ensuring we remain a trusted advisor.
- Collaborate closely with the Growth Engineering and Delivery teams to maintain a Seamless transition from sales conversion through to service commencement.
Reporting & Performance Analysis:
- Monitor, track, and report on key performance indicators (KPIs) related to sales, customer retention and churn.
- Provide insightful analysis and actionable recommendations based on team performance data, customer feedback, and market trends to drive strategic decisions.
Behaviours
These are the actionable manifestations of our values required for success in this role.
- Ingenious: Actively seek out and document the "smartest solution" to a prospect's technical or business challenge, rather than defaulting to the easiest sale. Coach the team to sell productized IP effectively.
- Scalable: Treat the sales process as a system. Immediately document and implement any new script, process, or template created across the team to build "pipes, not rain clouds."
- Empowered: Take full ownership of your team’s results. Proactively speak up to the Chief of Growth and propose a solution when a process is broken or an internal obstacle blocks a sale, rather than waiting for direction.
- Seamless: Ensure zero friction in the customer's journey, especially in the final stages of closing the deal, focusing on transparent communication and efficient transaction processing.
- Trusted: Prioritize integrity over margin, ensuring your team only sells the right product at the right time. Lead by example in delivering quality sales work that builds long-term customer confidence.
KPIs (Key Performance Indicators)
- Main Measurement 1: Sales-Qualified Lead (SQL) to Customer Conversion Rate. Directly measures sales effectiveness and fulfilling the primary accountability of maximizing pipeline value.
- Main Measurement 2: Sales Gross Profit. Measuring the total GP of sales month to month for each sales and account management person
- Main measurement 3: Customer retention rate. Ratio of renewed customers to lost for annual and monthly customers on contract.
- Minor measurements: Lead to Opportunity qualification rate, average deal size, average sales cycle length, sales handover success rate, cancellation resolution rate,
Requirements
- Bachelor’s degree in Business, Marketing, or related field
- Minimum 3–5 years proven experience in sales leadership with successful target achievements
- Strong skills in team management, communication, negotiation, and strategic planning
- Proficient in CRM tools and MS Office/Google Workspace
- Results-driven, proactive, and able to motivate and develop a sales team
Benefits
Salary Range: Starting Php 50,000/ per month - (Negotiable)
Work schedule: 8 hours shift (Philippines working hours)
