National Sales Manager

Remote; San Francisco (CA); On-site; USD 120,000 - 190,000; Full time

Job summary

Becker Professional Education, part of the Colibri Group, is hiring a National Sales Manager to lead a B2B book of business within the Becker client base. You will drive renewals, expansions, and long-term partnerships across CPA, CPE, AI, and other Becker learning solutions.

Reporting to the Senior Sales leadership, you will manage multi-product opportunities, oversee forecast accuracy, and partner with Marketing, Product, and Customer Success to maximize adoption and retention across

Qualifications

• 5+ years sales experience in B2B/SaaS environments.
• Experience renewals, upsell and cross-sell in enterprise accounts.
• Strong forecasting and pipeline management skills.

Responsibilities

• Drive revenue growth across multiple Becker product lines and services.
• Manage and grow a portfolio of enterprise CPA, CPE, AI, SLT, CMA, CIA, EA accounts.
• Own renewal risk management and identify expansion opportunities.
• Collaborate with Marketing, Product, Customer Service and Sales Ops to enable growth.
• Maintain accurate Salesforce forecasts and pipeline health.
• Champion customer onboarding and adoption strategies to maximize retention.

Skills

Sales experience

SaaS

Enterprise accounts

Tools

Salesforce

Job description

At Colibri Group, culture is a critical part of our collective success, and we live our values everyday: Love, Joy, Boldness, Teamwork, and Curiosity. These values guide our interactions with each other, our customers, and our community.

Becker Professional Education, proudly part of the Colibri Group family, is a leader in CPA Exam Review, CMA Exam Review, and CPE (Continuing Professional Education). Our programs are led by expert instructors and feature high-quality content delivered through flexible learning formats, including on-demand resources and webcasts. To learn more about our offerings and our commitment to excellence, visit us at www.becker.com.

Becker is trusted by accountants around the globe for industry-leading tools and unwavering support that drive success. Our focus is on delivering results—results that stem from a deep commitment to our students' success. We create personalized learning experiences, leverage cutting-edge technologies, and tirelessly advocate for the accounting profession. These efforts have made Becker the choice of over 1 million CPA candidates worldwide.

Position Overview:

The National Sales Manager (NSM) is responsible for leading a B2B Book of Business focused on client retention, expansion, adoption, and long-term partnership growth within Becker's accounting firm client base. The NSM drives revenue growth through renewals, upsell and cross-sell opportunities, enterprise account management, pipeline management, forecasting accuracy, and strategic client engagement.

The NSM serves as a client advocate, trusted advisor, and key accounts sales manager while achieving revenue targets across CPA, CPE, AI, Staff Levels Training (SLT), CMA, CIA, EA, and other Becker learning solutions. This role partners closely with Marketing, Product, Customer Service, Sales Operations, CAT, Global Firms, Inside Sales, and executive leadership to support client retention and growth initiatives.

Key Responsibilities

Revenue Growth & Retention

• Drive growth across multiple product lines including CPA, CPE, AI, Staff Levels Training, CMA, CIA, EA, certificates, and other Becker offerings.
• Develop strategies to identify new revenue opportunities within existing client accounts.
• Ensure proactive management of high-risk renewals and attrition risks.
• Improve customer adoption and engagement to maximize renewal success and customer lifetime value.

Strategic Account Management

• Develop multi-threaded relationships throughout client organizations.
• Promote consultative selling and trusted advisor relationships.
• Support enterprise contract negotiations and complex account expansion strategies.
• Leverage client usage data, business objectives, and workforce development initiatives to drive recommendations.
• Ensure consistent executive engagement within key accounts.

Pipeline Management & Forecasting

• Maintain accurate forecasting and pipeline health.
• Ensure Salesforce reflects current opportunity status and qualification standards.
• Monitor renewal risk, contract movement, expansion opportunities, and forecast accuracy.
• Drive disciplined opportunity management utilizing company sales methodologies and qualification frameworks.

Customer Success & Adoption

• Champion customer onboarding, adoption, and engagement strategies.
• Ensure clients clearly understand Becker's full portfolio and value proposition.
• Partner with implementation and customer success resources to improve client outcomes.
• Utilize usage reports, status reports, and client feedback to improve retention and expansion results.
• Foster a proactive approach to identifying client needs and delivering solutions.

Cross-Functional Collaboration

• Partner with B2B Marketing on campaigns, client communications, events, and ABM initiatives.
• Collaborate with Product, Customer Service, Operations, Finance, and Sales Enablement teams.
• Provide field insights regarding customer needs, market trends, product adoption, and competitive dynamics.
• Support organizational initiatives, new product launches, and strategic growth programs.

Operational Excellence

• Drive CRM adoption and data integrity.
• Ensure consistent use of Salesforce as the system of record.
• Monitor activity metrics, pipeline coverage, account reviews, and customer engagement standards.
• Leverage AI-enabled tools and analytics to improve efficiency, client preparation, and strategic decision making.

Preferred Experience

• 5+ years sales experience.
• Background in SaaS, professional education, professional services, learning & development, or B2B sales.
• Proven success leading to renewal, retention, and expansion efforts.
• Experience managing enterprise and strategic accounts.
• Expertise with Salesforce and forecasting processes.
• Strong analytical and business planning skills.

Based on current CARE Team priorities and discussions, the ideal NSM:

• Balances retention and growth equally.
• Creates disciplined pipeline management.
• Uses client usage data to drive business reviews.
• Identifies cross-sell opportunities across Colibri’s full portfolio.
• Consultative selling behaviors.
• Drives AI, Staff Levels Training, CPE, CPA, and enterprise growth initiatives.
• Builds strong relationships with Accounting Firms, Government Agencies, Corporations, and Learning & Development leaders.
• Maintains a culture of accountability, professionalism, collaboration, and client advocacy.
• Travel Required.