Sales Manager

Salary Range:$85,000.00 To $110,000.00 Annually Sales ManagerD EPARTMENT:Revenue > Sales REPORTS TO:Director of Revenue DIRECT REPORTS: Account Executives, Senior Account Executives, Strategic Account Executives STATUS:Full-time, Exempt SALARY RANGE:$85,000 - $110,000 + Uncapped Commission (OTE of $135k - $165k) LOCATION:Hybrid, Holland Patent, NY or Syracuse, NY ROLE OVERVIEW The Sales Manager is a people and team leadership role that owns the performance and development of Northland's sales team. The Sales Manager is accountable for building a team of confident, disciplined, self-directed sellers who generate their own pipeline, qualify it well, and close it consistently. This role drives revenue objectives through effective pipeline management, forecasting, sales execution, and ongoing capability development. The role leads Account Executives through coaching, accountability, and performance management while ensuring sales processes, priorities, and resources support consistent revenue growth and customer acquisition. The Sales Manager contributes to the continued growth and scalability of the Revenue organization through cross-functional collaboration and continuous improvement.ROLE CAPABILITIES People Development Fosters a motivated, accountable culture of growth that encourages sustained performance. Adapts coaching and feedback approaches during 1on1 conversations to drive individual growth. Assesses team member capability strengths and gaps, and creates appropriate development opportunities & plans.Partners with the Learning & Development team in the design, facilitation, and reinforcement of training & learning initiatives including onboarding. Owns each Account Executive's progress through Northland's AE ramp and is accountable for new hires reaching productivity on schedule. Addresses performance concerns through timely feedback, documentation, and corrective action. Owns the recruiting and selection of Account Executives in partnership with Northlands People team. Delegates meaningful responsibility based on demonstrated capability. Sales Performance & Forecasting Evaluates process adherence using reliable sales activity and opportunity data. MINIMUM JOB QUALIFICATIONS Associate Degree Required 5+ years of B2B sales experience 3+ years of leadership experience managing a team of sales professionals Demonstrated ability to: Coach, develop, and manage sales professionals through performance improvement and career development. Build and maintain trust-based relationships Conduct pipeline reviews, forecast reviews, territory planning, and revenue performance analysis. Utilize CRM platforms and sales methodologies to drive consistent sales execution and opportunity management. Communicate and collaborate effectively across multiple audiences Manage multiple priorities while maintaining focus on revenue growth and customer outcomes. Valid driver's license or ability access transportation Ability to reach, sit, stand, walk, push, pull, lift, use fingers, grasp, feel, talk, hear, and perform repetitive motions. Ability to exert up to 10 pounds of force occasionally and/or a negligible amount Experience using Microsoft 365 applications including Excel, Power BI, Teams, and PowerPoint. PREFERRED QUALIFICATIONS Experience in telecom, UCaaS, SaaS, technology, or related communications-industry