Commercial Sales Manager

Reco; Dallas (TX); On-site; USD 180,000 - 260,000; Full time

Job summary

Reco in Dallas is seeking a player-coach to build and lead its Commercial sales team. You will manage Commercial Account Executives and the Enterprise BDR team, owning pipeline, forecast and quota attainment while coaching AEs through multi-threaded cycles against established SaaS security vendors and AI security startups.

You will partner with Marketing on territory plans, work with Sales Engineering and Customer Success to show value quickly, hire and ramp new AEs, and share insights to shape

Qualifications

• 2+ years managing quota-carrying Commercial or Mid-Market AEs in cybersecurity.
• 5+ years closing complex software deals to security/IT/GRC buyers.
• Experience with MEDDPICC or Challenger and coaching to it.
• Strong forecasting, pipeline management, and CRM proficiency.

Responsibilities

• Lead, coach and develop a team of Commercial AEs and an Enterprise BDR team.
• Set activity, meeting and pipeline-generation goals for the Enterprise BDR team.
• Run a clean handoff from BDRs to AEs with clear qualification criteria.
• Own team quota attainment, pipeline coverage and forecast accuracy.
• Run a disciplined pipeline cadence with weekly reviews.
• Partner with Marketing on territory plans, outbound campaigns, events in the Dallas/TX market, and channel/partner-sourced pipeline.
• Work with Sales Engineering and Customer Success to run proof-of-value motions.
• Join AEs on key calls and help close strategic, multi-threaded deals with CISOs/IT leaders.
• Hire, onboard and ramp new AEs and build a culture of accountability and wins.
• Build and refine the Commercial playbook: discovery, positioning, objections, pricing, packaging, negotiation.
• Keep CRM clean and share insights to shape roadmap.

Skills

Leadership & coaching

Quota management

Forecasting

Sales methodology

CRM proficiency

Tools

Salesforce

HubSpot

Gong

Clay

Job description

We are hiring a player-coach to build and lead our Commercial sales team in Dallas. You will manage a team of Commercial Account Executives and the Enterprise BDR team, and report to the SVP, Americas Sales. Your AEs sell Reco's AI agent security platform to security and IT teams at companies with up to 2,500 employees. You will own the team's pipeline, forecast and quota attainment, and you will coach each AE to run tight, multi-threaded sales cycles against both established SaaS security vendors and a crowded field of AI security startups.

Responsibilities

• Lead, coach and develop a team of Commercial AEs and an Enterprise BDR team, with weekly 1:1s, deal reviews and call coaching tied to a clear sales methodology.
• Set activity, meeting and pipeline-generation goals for the Enterprise BDR team, and coach BDRs on outbound prospecting, messaging and qualification.
• Run a clean handoff from BDRs to AEs, with clear qualification criteria and shared pipeline reviews.
• Own team quota attainment, pipeline coverage and forecast accuracy, and report them clearly to executive leadership.
• Run a disciplined pipeline cadence: inspect new pipeline, stage progression, next steps and close plans every week.
• Partner with Marketing on territory plans, outbound campaigns, events in the Dallas and Texas market, and channel and partner-sourced pipeline.
• Work alongside Sales Engineering and Customer Success to run proof-of-value motions that show results in days.
• Join your AEs on key calls and help close strategic deals, including multi-threaded sales to CISOs, security architects, IT leaders and procurement.
• Hire, onboard and ramp new AEs, and build a team culture of accountability, curiosity and wins.
• Build and refine the Commercial playbook: discovery, positioning against competitors, objection handling, pricing and packaging, and negotiation.
• Keep the CRM clean and the data trustworthy, and use it to spot coaching opportunities and risks early.
• Share customer and competitive insights with Product and leadership to shape our roadmap and messaging on SaaS security and AI agent governance.

Requirements

• 2+ years managing quota-carrying Commercial or Mid-Market AEs at a cybersecurity company, with a record of beating team quota.
• 5+ years of closing experience selling complex software to security, IT or GRC buyers.
• Experience with a modern sales methodology such as MEDDPICC, Challenger or Command of the Message, and a habit of coaching to it.
• Strong forecasting and pipeline management skills, and fluency with Salesforce or HubSpot and sales tools like Gong and Clay.
• Proven record of hiring, onboarding and retaining top AEs.

Nice to have

• Direct experience selling SSPM, identity security, cloud security, data security or AI security products.
• Experience in a high-growth, venture-backed company, ideally scaling a team from a small base.
• Existing relationships in the Texas security and IT community, or with channel partners and MSSPs.
• Experience selling through AWS Marketplace or co-selling with cloud and channel partners.