Mid‑Market Cybersecurity Sales Manager

Cengage Group; Huntsville (AL); On-site; USD 67,000 - 87,000; Full time

Job summary

Cengage Group in the United States seeks a hands-on Mid‑Market Sales Manager to lead a team of inbound and outbound sales reps, driving revenue growth through cybersecurity training solutions and a dual inbound/outbound strategy.

You will coach, hire, and ramp new talent, establish scalable processes, and partner with Marketing, Revenue Operations, and Customer Success to optimize lead quality, pipeline, and close rates.

Qualifications

• 5+ years of B2B sales experience with at least 3 years in sales management.
• Experience leading inbound and outbound sales teams.
• Proven track record of achieving revenue targets.
• Experience selling into mid-market cybersecurity, tech, or B2B services.
• Strong CRM, forecasting, and data-driven decision making.

Responsibilities

• Lead, mentor, and grow a team of inbound and outbound mid-market sales representatives to consistently reach revenue goals.
• Establish an accountability culture and high-performance standards.
• Conduct regular coaching, pipeline reviews, and performance evaluations.
• Develop reps' capabilities in prospecting, discovery, objection handling, consultative selling, negotiation, and closing.
• Coaching to improve underperformance and ramp new talent.
• Participate in recruiting, onboarding, and ramping new sales talent.
• Own inbound sales performance and optimize conversion metrics.
• Define lead response times and opportunity management processes.
• Collaborate with Marketing to assess lead quality and campaign effectiveness.
• Implement sales processes to improve revenue from inbound demand.
• Support reps in uncovering extra customer needs and growing deal value.
• Direct a forward-looking outbound process to acquire new business.
• Coach on multichannel prospecting and territory/account planning.
• Maintain pipeline growth and forecast accuracy across teams.
• Track activity levels and revenue outcomes to gauge success.
• Use CRM dashboards for performance visibility and forecasting.
• Assist in ensuring proper next steps and deal progression.

Skills

B2B sales

Sales management

Inbound sales

Outbound sales

Mid-market focus

Cybersecurity training

Salesforce CRM

Coaching & mentoring

Forecasting

Leadership

Tools

Salesforce

Job description

Cengage Group in the United States seeks a hands-on Mid‑Market Sales Manager to lead a team of inbound and outbound sales reps, driving revenue growth through cybersecurity training solutions and a dual inbound/outbound strategy.

You will coach, hire, and ramp new talent, establish scalable processes, and partner with Marketing, Revenue Operations, and Customer Success to optimize lead quality, pipeline, and close rates.