Nametag·6 days ago
6 days ago
Sales Manager, Enterprise Sales
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What you'll do
- Own the team's new-logo ARR target, translating company goals into rep-level expectations, pipeline requirements, and execution plans.
- Drive performance across pipeline creation, conversion, deal size, and sales cycle, identifying gaps early and leading corrective action.
- Partner with Marketing, Partnerships, and Solutions Engineering to develop and execute sales plays that convert priority accounts into customers.
- Establish consistent pipeline reviews, deal inspection, forecast calls, and account planning.
- Manage pipeline coverage by rep, territory, and quarter, assessing opportunity quality and timing alongside total value.
- Own the team forecast and its accuracy, grounding calls in customer evidence, clear qualification standards, and credible close plans.
- Partner with GTM Operations to maintain reliable CRM data, useful reporting, and processes that help reps sell effectively.
- Lead and develop six AEs today, growing the team to ten through thoughtful hiring, onboarding, and ramp management.
- Coach discovery, value articulation, stakeholder engagement, competitive positioning, negotiation, and closing.
- Build individual development plans, reinforce accountability, and address performance gaps directly.
- Turn successful selling behaviors into repeatable practices that improve rep productivity and shorten ramp time.
- Engage directly in priority opportunities, helping reps navigate complex buying groups, procurement, and executive decision-making.
What they're looking for
- Revenue Track Record: A record of delivering team new-logo revenue targets in enterprise B2B SaaS sales.
- Team Building: Experience directly managing AEs and building, hiring, and ramping a team in a high-growth startup or scale-up.
- Enterprise Selling: Strong enterprise selling skills, with experience navigating complex buying groups and developing executive relationships.
- Pipeline Rigor: Demonstrated rigor in pipeline management, coverage planning, qualification, forecasting, and performance analysis.
- Coaching: A coaching approach that improves rep capability and results, with the judgment to distinguish skill gaps, execution issues, and territory constraints.
- Process Discipline: The ability to build repeatable processes while adapting quickly as the business grows.
- AI Fluency: Practical experience applying AI to sales workflows, management, or operations, with clear examples of business impact.
- Cross-Functional Communication: Strong cross-functional communication and the ability to turn field feedback into useful business decisions.
Nice to have
- Cybersecurity or identity-market experience is strongly preferred, particularly selling to enterprise security and IT leaders.
Summarised by NextRaise from the employer’s description, which follows in full below.
Full description from employer
Sales Manager, Enterprise Sales
Remote, US
About Nametag
Nametag is building the future of secure digital identity. Our mission is to protect every human identity to restore trust in the AI era. We bring workforce-grade identity verification into the enterprise to verify the human behind accounts and critical actions. Today, global enterprises use Nametag across their workforce to prevent social engineering and deepfake impersonation attacks.
The Role
We're looking for a Sales Manager to own Nametag's team new-logo annual recurring revenue (ARR) target and lead an enterprise sales team growing from six to ten Account Executives.
This role combines strong enterprise selling skills with the operational discipline to build a predictable, scalable sales motion. You will help reps win complex deals, develop their capabilities, and establish clear expectations for pipeline creation, deal execution, and forecast accuracy. You'll also turn insights from customers and the field into decisions that strengthen our product and go-to-market strategy.
You should bring experience building teams in a fast-moving scale-up, sound commercial judgment, and a practical approach to using AI to improve sales execution and productivity.
What You’ll Own
Deliver New-Logo Revenue
- Own the team's new-logo ARR target, translating company goals into rep-level expectations, pipeline requirements, and execution plans.
- Drive performance across pipeline creation, conversion, deal size, and sales cycle, identifying gaps early and leading corrective action.
- Partner with Marketing, Partnerships, and Solutions Engineering to develop and execute sales plays that convert priority accounts into customers.
Build a Disciplined Sales Operating Rhythm
- Establish consistent pipeline reviews, deal inspection, forecast calls, and account planning.
- Manage pipeline coverage by rep, territory, and quarter, assessing opportunity quality and timing alongside total value.
- Own the team forecast and its accuracy, grounding calls in customer evidence, clear qualification standards, and credible close plans.
- Partner with GTM Operations to maintain reliable CRM data, useful reporting, and processes that help reps sell effectively.
Coach, Hire, and Grow the Team
- Lead and develop six AEs today, growing the team to ten through thoughtful hiring, onboarding, and ramp management.
- Coach discovery, value articulation, stakeholder engagement, competitive positioning, negotiation, and closing.
- Build individual development plans, reinforce accountability, and address performance gaps directly.
- Turn successful selling behaviors into repeatable practices that improve rep productivity and shorten ramp time.
Lead Complex Deals and Executive Relationships
- Engage directly in priority opportunities, helping reps navigate complex buying groups, procurement, and executive decision-making.
- Build relationships with customer executives, connect Nametag's value to business priorities, and help establish compelling reasons to act.
- Guide deal strategy while strengthening each AE's ability to own the customer relationship and lead the sale.
Bring Customer Insight Back to the Business
- Aggregate customer feedback, competitive intelligence, objections, and win/loss patterns into clear, actionable recommendations.
- Partner with Product, Marketing, Partnerships, and customer-facing teams to improve positioning, sales plays, product priorities, and customer handoffs.
Apply AI to the Sales Motion
- Embed practical AI use into account research, prospecting, call preparation, coaching, deal analysis, and forecast inspection.
- Partner with GTM Operations to test and scale AI-enabled workflows, measuring their impact on selling time, execution quality, and results.
What We’re Looking For
- Revenue Track Record: A record of delivering team new-logo revenue targets in enterprise B2B SaaS sales.
- Team Building: Experience directly managing AEs and building, hiring, and ramping a team in a high-growth startup or scale-up.
- Enterprise Selling: Strong enterprise selling skills, with experience navigating complex buying groups and developing executive relationships.
- Pipeline Rigor: Demonstrated rigor in pipeline management, coverage planning, qualification, forecasting, and performance analysis.
- Coaching: A coaching approach that improves rep capability and results, with the judgment to distinguish skill gaps, execution issues, and territory constraints.
- Process Discipline: The ability to build repeatable processes while adapting quickly as the business grows.
- AI Fluency: Practical experience applying AI to sales workflows, management, or operations, with clear examples of business impact.
- Cross-Functional Communication: Strong cross-functional communication and the ability to turn field feedback into useful business decisions.
- Industry Experience: Cybersecurity or identity-market experience is strongly preferred, particularly selling to enterprise security and IT leaders.
What We Value
- Intellectual horsepower. Quickly grasping complex technical and business concepts.
- Kindness and integrity. Earning trust is central to how we build relationships with customers and colleagues.
- Bias for action. We move quickly to deliver impact and protect our customers against fast-moving threats.
- Ownership mindset. You care about uptime and stability the way a founder cares about the product.
Culture & Perks
At Nametag, we believe trust starts with how we treat each other. We're a remote-first team that values autonomy, inclusivity, and collaboration, with regular in-person time to stay connected and innovate together.
- Remote-first: Work from anywhere in the US. Our team spans Seattle, San Francisco, Ann Arbor, Denver, New York City, and beyond.
- Off-sites: We bring the team together once per quarter for in-person collaboration, often off-site in new places.
- Flexible schedules: Work in your own time zone; we align key meetings across a shared window.
We Offer
- Competitive salary
- Meaningful equity ownership
- Comprehensive health benefits (medical, dental, vision)
- Flexible paid time off
- Quarterly team off-sites and travel support
- New computer hardware and equipment
- An inclusive environment where your voice has impact and your work drives change
Company
Nametag
Austin, United States of America
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