Manager, Sales

Gannett; McLean (VA); Hybrid; USD 70,000 - 110,000; Full time

Benefits offered by this job

401(k) with company match

Health, dental & vision coverage

Generous paid time off

Job summary

LocaliQ, powered by USA TODAY Network, seeks a Sales Manager to lead Account Executives in a frontline people leadership role covering the Iowa, Missouri and Kansas region. This hybrid, territory-based position focuses on coaching, developing, and guiding a consultative, full-cycle marketing solutions sales team.

You will drive prospecting, pipeline management, forecasting, and 1:1 coaching, with strong onboarding, leadership enablement, and collaboration with senior sales leadership.

Qualifications

• 3+ years of experience leading sales professionals.
• 3+ years of B2B sales, with consultative/full-cycle selling (media preferred).
• Proven ability to coach prospecting, discovery, pipeline management, and closing.
• Experience managing performance through activity, behaviors, and outcomes—not just results.
• Comfort selling and coaching across digital marketing solutions (search, social, display, video, or similar).
• Strong working knowledge of CRM tools with disciplined forecasting and pipeline management.
• Ability to balance empathy and accountability when coaching performance.
• Clear, confident communicator who builds trust with sellers, peers, and senior leaders.

Responsibilities

• Lead, coach, and develop a team of Account Executives focused on full-cycle, consultative selling.
• Drive execution of daily, weekly, and monthly sales behaviors including prospecting, pipeline management, and forecasting.
• Conduct regular 1:1s, pipeline reviews, ride-alongs, call coaching, and performance check-ins.
• Support sellers in running strong discovery conversations, building thoughtful proposals, and closing new and expanded business.
• Set clear performance expectations and hold the team accountable to activity, quality, and results.
• Partner with post-sale teams, sales enablement, and internal stakeholders to support client outcomes and seller success.
• Recruit, onboard, and ramp new hires with a strong focus on early success and skill development.
• Use CRM and reporting tools to monitor performance, identify trends, and proactively address gaps.
• Foster a positive, inclusive, and resilient team culture grounded in coaching, feedback, and continuous improvement.
• Stay close to the market-client needs, competitive landscape, and local business trends to guide effective sales strategy.

Skills

Team leadership

Coaching

B2B sales

CRM software

Forecasting

Prospecting & pipeline

Communication

Empathy & accountability

Tools

CRM tools

Job description

Sales Manager - Outside Sales

People Leader | Territory-Based | Hybrid

Company: LocaliQ, powered by the USA TODAY Network

Location: Local/Regional Sales Leader Role - Assigned region covers Iowa, Missouri and Kansas

About LocaliQ

LocaliQ is the fullservice digital marketing services agency within the USA TODAY Network, delivering endtoend digital solutions-from strategy and creative to execution and optimization-across search, social, programmatic, video, and more, all backed by the scale and credibility of USA TODAY.

About the Role

The Sales Manager is a frontline people leader responsible for coaching, developing, and leading a team of Account Executives who sell consultative, full-cycle marketing solutions to local businesses.

Why This Role Stands Out

• Competitive base salary with incentive compensation tied to team performance
• Opportunity to lead, coach, and develop a team in a modern, consultative sales environment
• Direct impact on market growth, talent development, and client success
• Strong onboarding, leadership enablement, and peer support
• Visibility and partnership with senior sales leadership
• Career progression into senior sales leadership roles
• Backed by industry-leading marketing solutions, tools, and data
• High-performance culture

What You Will Do

• Lead, coach, and develop a team of Account Executives focused on full-cycle, consultative selling
• Drive execution of daily, weekly, and monthly sales behaviors including prospecting, pipeline management, and forecasting
• Conduct regular 1:1s, pipeline reviews, ride-alongs, call coaching, and performance check-ins
• Support sellers in running strong discovery conversations, building thoughtful proposals, and closing new and expanded business
• Set clear performance expectations and hold the team accountable to activity, quality, and results
• Partner with post-sale teams, sales enablement, and internal stakeholders to support client outcomes and seller success
• Recruit, onboard, and ramp new hires with a strong focus on early success and skill development
• Use CRM and reporting tools to monitor performance, identify trends, and proactively address gaps
• Foster a positive, inclusive, and resilient team culture grounded in coaching, feedback, and continuous improvement
• Stay close to the market-client needs, competitive landscape, and local business trends to guide effective sales strategy

Qualifications

• 3+ years of experience leading, coaching, or mentoring sales professionals (formal people leadership preferred)
• 3+ years of experience in B2B sales, with demonstrated success in consultative or full-cycle selling (in media preferred)
• Proven ability to coach prospecting, discovery, pipeline management, and closing skills
• Experience managing performance through activity, behaviors, and outcomes-not just results
• Comfort selling and coaching across digital marketing solutions (search, social, display, video, or similar)
• Strong working knowledge of CRM tools with disciplined forecasting and pipeline management
• Ability to balance empathy and accountability when coaching performance
• Clear, confident communicator who builds trust with sellers, peers, and senior leaders

Who Thrives in This Role

Top-performing Sales Managers are coaches first. They are organized, consistent, resilient, and deeply invested in developing people. They don't avoid tough conversations, but they lead them with clarity and respect. They believe in process, use data to guide decisions, and know that strong fundamentals drive sustainable results. They're energized by helping others win—and they hold themselves and their teams to high standards while creating an environment where people feel supported, challenged, and motivated to grow.

Benefits

• Competitive base salary + commission based on team performance
• 401(k) with company match
• Comprehensive health, dental & vision coverage options
• Generous paid time off and holidays
• Structured leadership onboarding and enablement
• Ongoing development and coaching from senior leaders
• Hybrid flexibility aligned to market and team needs
• Access to industry-leading tools, data, and marketing solutions
• Career progression opportunities
• Recognition programs, incentives, and President's Club trips

Lead a team that helps local businesses grow. Build talent. Drive results. Create impact.

If you're passionate about coaching sellers, developing people, and leading with purpose in a consultative sales environment, we'd love to hear from you.