Commercial AE Manager

Job Summary:

The Commercial Manager recruits, develops, and leads Account Executives to achieve new business goals weekly, monthly, quarterly, and annually, while owning forecast accuracy and leading indicators of success. The role blends rigorous coaching and enablement with data‑driven operating cadence, outbound pipeline leadership, and cross‑functional orchestration to deliver predictable attainment and team growth.

Supervisory Responsibilities:

• Recruits, interviews, hires, and onboards AEs; runs effective 1:1s, team meetings, and a consistent management cadence focused on skill development and deal progression.
• Provides timely performance evaluations; addresses performance gaps early with documented plans; manages discipline in line with policy.
• Drives engagement and accountability, motivating the team around clear objectives and KPIs while fostering a customer‑first culture.

Duties/Responsibilities:

• Own forecast quality and business rhythm: accurate weekly/monthly forecasts, pipeline rigor, stage hygiene, and timely “why/why not” updates that roll up predictably to leadership.
• Lead outbound pipeline creation and close: set strategy for targeting, messaging, and coverage; inspect activity-to-opportunity ratios; enable repeatable plays that scale.
• Build and deliver an ongoing skills analysis and scalable coaching curriculum; balance play calls (deal progression) with fundamentals (discovery, ROI, multi‑threading, negotiation, executive engagement).
• Conduct high‑impact 1:1s, call/deal reviews, and team trainings grounded in data; document career development plans to evolve talent into top performers.
• Partner cross‑functionally (Marketing, Sales Enablement/Ops, CS, Solution Architects, Product) to orchestrate campaigns, resolve risks, and accelerate evaluations to close.
• Recruit proactively: maintain a strong talent network, partner with TA, uphold DE&I best practices, and raise the hiring bar with clear decision rationales and rapid candidate‑to‑hire conversion.
• Address performance early and constructively; leverage enablement and People partners appropriately, and pursue alternative paths when needed.
• Communicate effectively up, down, and across: synthesize insights for leadership, anticipate questions, and drive adoption of change with thoughtful action plans.
• Perform other related duties as assigned.

Required Skills/Abilities:

• Management cadence mastery: runs effective 1:1s, team meetings, and inspection cycles; sets expectations and holds teams accountable to inputs and outcomes.
• Coaching and talent development: builds repeatable playbooks, delivers high‑impact trainings, and uses career plans to foster ownership and growth.
• Forecasting and pipeline rigor: diagnoses funnel gaps, improves conversion ratios, and ensures pristine SFDC hygiene for visibility and predictability.
• Commercial acumen: establishes outbound strategy, guides high‑velocity and strategic motions, and improves deal quality through discovery, ROI cases, and multi‑threading.
• Cross‑functional leadership: quarterbacks resources across Marketing, CS, SA, Product, and Enablement to deliver customer‑first outcomes.
• Recruiting excellence and DE&I: evaluates for core competencies, sources diverse pipelines, and partners with TA to meet hiring plans without capacity gaps.
• Change leadership and executive communication: frames the “why,” anticipates objections, and drives adoption through clear, tailored messaging and action plans.
• Data‑driven operator: uses dashboards and trend analysis to inform coaching, programs, and business decisions; acts quickly on feedback with high‑impact plans.
• You’ve already experimented with AI in work or personal projects, and you’re excited to dive in and learn fast. You’re hungry to responsibly explore new AI tools and workflows, finding ways to make your work smarter and more efficient.
• Transform workflows by putting AI at the center, building smarter systems and ways of working from the ground up.

Education and Experience:

• 3+ years of Account Executive experience, high‑transaction sales preferred; proven top‑performer track record 
• 1+ years of team lead and/or management experience is a plus
• Experience within SaaS/MarTech preferred
• Bachelor’s degree or above, a plus.

Physical Requirements:

• Prolonged periods of sitting at a desk and working on a computer.

Please note that job responsibilities may change from time to time. Your team lead will be the most up to date source for job expectations.

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