B2B Sales Manager – Cloud Communications

Socket.dev; Charlotte (NC); On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Health, dental, and vision insurance

401(k) with company match

Flexible PTO

Modern office in Charlotte, NC

Job summary

Socket.dev, based in Charlotte, NC, seeks an accomplished sales leader to drive performance across SaaS, UCaaS, and CCaaS. You will coach reps, manage quotas, and own forecasting and pipeline reviews to surface risk early.

The role emphasizes data-driven coaching, collaboration with Marketing on lead quality, and developing a high-performing team. You’ll build dashboards, set SLAs, and guide territory assignments while advancing OneCloud partnerships.

Qualifications

• 4+ years of B2B sales experience with at least 2 years leading a quota-carrying team.
• Proven track record of growing a sales team and lifting performance.
• Fluency with Salesforce, HubSpot, Zoho, ZoomInfo to build reports and dashboards.
• Strong grasp of funnel and pipeline metrics and how to act on them.
• Experience collaborating with Marketing on lead quality, scoring, and routing.
• Exposure to channel/partner selling and coaching reps with partners.
• Data-first coaching style with candid performance conversations and accountability.

Responsibilities

• Track individual and team performance against quota, activity, and pipeline targets.
• Own weekly forecast calls and deal reviews with reps.
• Diagnose root causes of underperformance and build development plans.
• Run structured coaching cadences with documented action items.
• Identify key skills to unlock higher attainment for each rep.
• Scale winning discovery approaches into team-wide standards.
• Support reps with improvement plans and clear milestones.
• Maintain CRM data integrity and close-date hygiene as the truth source.
• Build and maintain dashboards/scorecards and report findings to leadership.
• Partner with Marketing on lead quality and lead-flow improvements.
• Define outbound prospecting standards for SDRs/AEs generating their own pipeline.
• Track partner-sourced leads and conversions to identify underperforming areas.

Skills

Sales leadership

Forecasting

Coaching

Data-driven coaching

Tools

Salesforce

HubSpot

Zoho

ZoomInfo

Outreach

Salesloft

Tableau

Looker

Power BI

Job description

ESSENTIAL DUTIES AND RESPONSIBILITIES

Performance Monitoring & Coaching

• Track individual and team performance daily against quota, activity, and pipeline coverage targets across SaaS, UCaaS, and CCaaS product lines; flag deviations before they become month-end surprises.
• Own weekly forecast calls and deal reviews, working through every “commit” and “best case” opportunity alongside the rep to surface real risk early and agree on the next move.
• Diagnose root causes of underperformance (activity gaps, poor qualification, weak discovery, pricing/positioning issues, stalled multi-threading) and build a specific development plan with each rep.
• Run structured coaching cadences (call reviews, pipeline reviews, 1:1s) with documented action items and proactive accountability.
• Develop solid reps into top performers by identifying the one or two skills that unlock the next tier of attainment for each person and working them deliberately.
• Spot what's working and scale it: turn a rep's winning discovery approach, objection response, or vertical play into the standard the whole team runs.
• Support reps who fall below threshold with structured improvement plans, clear milestones, frequent check-ins, and the coaching and resources needed to get back on track.
• Maintain CRM data integrity (stage accuracy, close-date hygiene, next-step documentation) as the source of truth.
• Build and maintain dashboards/scorecards covering conversion rates by stage, sales cycle length, win/loss trends, and rep-level attainment; report findings and actions to sales leadership.

Lead Generation Oversight

• Monitor lead flow and funnel conversion from lead to closed-won, identifying where leads are drying up, stalling, or converting poorly.
• Partner directly with sales leadership and Marketing on lead quality and volume, and on which campaigns, channels, and lead sources are underperforming.
• Set clear SLAs for lead response time and follow-up cadence; when leads go cold, address it immediately and remove whatever is getting in the rep's way.
• Evaluate and recommend improvements to lead scoring, routing, and qualification criteria (e.g., BANT/MEDDIC) based on observed conversion data.
• Own outbound prospecting standards for SDRs/AEs generating their own pipeline, including activity benchmarks and messaging quality.
• Track partner-sourced lead flow and conversion, including which partners are producing, which have gone quiet, and where deals are stalling.

Team & Pipeline Leadership

• Work with leadership to hire, onboard, and ramp new sales reps against a defined performance timeline; spot ramp issues early and work through them with the rep before they compound.
• Work with leadership to set territory and account assignments that balance pipeline coverage and opportunity across the team.
• Keep the team engaged with channel partners to maintain relationships and make OneCloud the partner they bring their best deals to.
• Represent the voice of the field to leadership, translating performance and lead-gen data into recommendations on quota, comp structure, and process changes.
• Perform other duties as assigned by leadership.

Requirements

REQUIRED QUALIFICATIONS

• 4+ years of B2B sales experience with at least 2 years managing a quota-carrying sales team, ideally selling SaaS, UCaaS, CCaaS, or related cloud/telecom technology.
• A track record of growing a sales team and lifting its performance by developing reps into consistent producers, giving them the tools and plays to win, and building on what's already working.
• Fluency in sales and analytics tools (e.g., Salesforce, HubSpot, Zoho, ZoomInfo) with the ability to build reports and dashboards directly, not just request them.
• Strong grasp of funnel and pipeline metrics (conversion rates, sales velocity, pipeline coverage ratios, forecast accuracy) and how to act on them.
• Experience working closely with Marketing or demand-generation teams on lead quality, scoring, and routing.
• Exposure to channel or partner-led selling, with the ability to coach reps in building new partner relationships and growing existing partner pipeline.
• A direct, data-first coaching style grounded in genuine investment in reps' growth; comfortable with candid performance conversations and being the person the team turns to when a deal is in trouble.
• Excellent forecasting discipline and comfort being held accountable to forecast accuracy.

PREFERRED QUALIFICATIONS

• Familiarity with UCaaS/CCaaS, channel/partner sales motions, or telecom/IT decision-maker personas.
• Experience selling managed services, managed network, or managed security alongside cloud communications.
• Background in adjacent telecom technologies such as SIP trunking, SD-WAN, connectivity/broadband, or POTS.
• Experience with sales engagement platforms (Outreach, Salesloft) and BI tools (Tableau, Looker, Power BI).

Physical Requirements:

• Ability to work comfortably in an office environment with prolonged periods of sitting and computer use
• Capacity to lift up to 15 pounds occasionally
• Based out of Charlotte, NC with willingness to travel regularly for client meetings and industry events

COMPENSATION & BENEFITS

• Competitive base salary plus OTE with uncapped commission
• Health, dental, and vision insurance
• 401(k) with company match
• Flexible PTO
• Modern office in Charlotte, NC with a collaborative in-office team culture
• Career growth into Senior/Director-level sales leadership