Sales Manager, Medium Business at Front
San Francisco, CA, US
At Front, we’re redefining business communication and collaboration with our shared inbox for teams. Front brings all of your communication channels(Email, Facebook, Twitter, etc.) into one place, so you can triage and assign messages, have internal conversations around them, and even sync your work across other services you use from Salesforce to Github. Today, over 3,000 companies rely on Front to power communication in their business, and we’re just getting started.
 
As a Sales Manager for our Medium Business segment, you will lead a team of Account Executives focused on our high-velocity market segment. This segment is the bread-and-butter of growth for our business, and you’ll be responsible for driving best-in-class performance and efficiency in a high-transaction, low-touch inside sales motion. The ideal candidate will be someone that combines management experience with leadership potential, showing a willingness to work through their team to build frameworks and playbooks that codify the ideal buying process for this segment.

Responsibilities

      • Customer Focus
      • The philosophy of the Sales team at Front is always customer-first - if we do right by the customer, in the long-run the company wins, and the Saleshuman wins. Managers are expected to live this ethos and hold their team accountable to it, every day. 
      • Play a key role in the design the ideal evaluation process for our prospects(Buyer’s Journey in fancy corporate-speak) - what are the moments that matter in their evaluation? How do we demonstrate the potential of Front that helps them make a smart decision for their business with the least amount of effort? 
      • Modern products are bought, not sold. What tools and systems exist to help our customers educate themselves without requiring human touch at every stage in the buying process? What tools exist to help AEs scale their outreach thoughtfully without blasting needlessly?
 
      • People Focus
      • AEs in the Medium Business segment are on the front-side of their sales career, in some instances in their first AE role - a strong coaching and development ethic is crucial to build core skills to become a craft master. 
      • Recruit, hire, and retain world-class AEs who live Front’s values. Hiring appropriately for our market segment, customer base, and company values is critical to a high-performing team. Hiring is also a constant effort given(a) our overall company growth, and(b) the career development of MB AEs into other areas of the Sales org and company. 
 
    • Business Focus
    • Medium Business is a fast-paced, high-transaction segment. We win every day. The successful leader will manage tightly to key metrics(e.g. Win Rate, ASP, MQL→SQL conversion) that guide us to grow predictably, aggressively, and efficiently. 
    • Competitive, growth-mindset - our market is not clearly defined, and the ROI of using Front is not plainly obvious(yet is clear and powerful to our thousandsof happy customers) - how do you lead your team with intensity to win in a crowded market? 

Requirements

    • BA/BS degree or equivalent
    • 5+ years related sales experience
    • 2+ years of experience managing teams, including responsibility for employee development and performance management
    • Previous experience selling SaaS to SMB & Mid-Market(enterprise experience is a plus)
    • Builder-mentality - willingness to create new processes and frameworks, not expecting everything is already built and here just to execute
    • Comfort leading through high-ambiguity and change
    • Lead with player-coach mentality, empower teams to solve problems creatively, and motivate and mentor up-and-coming talent hands-on