Sales Manager

JJA.CO; Costa Mesa (CA); On-site; USD 140,000 - 210,000; Full time

Job summary

JJA.CO, a leading provider of enterprise drone and security technology solutions, is seeking a senior sales leader to directly manage and develop the sales team across drone and security lines from the office in Los Angeles.

You will baseline each rep's conversion rate, run weekly pipeline reviews, and deliver actionable coaching after live calls and recordings. Expect hands-on management and a focus on improving customer outcomes and revenue.

Qualifications

• 6+ years leading quota-carrying B2B sales teams with measurable rep improvement.
• Hardware sales experience required across complex, high-ticket deals.
• Proven track record boosting rep performance across multiple industries/products.
• Experience in selling drone, security tech, or related hardware is a plus.
• CRM fluency: ability to diagnose pipeline problems in tools like Pipedrive.

Responsibilities

• Directly manage, coach, and develop the sales team day-to-day.
• Baseline each rep's conversion rate and coach them to beat it.
• Run weekly pipeline reviews in the CRM, ensuring hygiene and forecast honesty.
• Join live sales calls and post-call coaching with concrete action items.
• Review emails, quotes, and proposals; create templates and talk tracks.
• Raise product knowledge with trainings and certifications for reps.
• Build and execute a repeat-business playbook for account review and reorder triggers.
• Own KPI tracking and report results to the Director of Sales.
• Onboard and ramp new reps to productivity with a structured program.

Skills

Leadership

B2B sales

Coaching

CRM fluency

Hardware sales

Drone hardware

Tools

Pipedrive

Job description

Leading provider of enterprise drone and security technology solutions for public safety, industrial, and commercial customers. You'll directly manage our sales team, currently 8 sales professionals across drone and security trailer lines (office and remote), with one mandate: make every one of them measurably better. This is not a strategy-from-a-distance job. You'll be on their calls, in their inboxes, inside their CRM pipelines, and in the product weeds with them.

Your Three Numbers

• Team conversion rate: raise every rep's conversion rate above their own six-month baseline. Each rep starts from a different number; you move each one up.
• Returning-customer revenue: existing customers order more often and at higher dollar values.
• Sales KPI attainment: our sales department has defined KPIs. You own tracking them and driving the results.

What You'll Do

• Directly manage, coach, and develop our sales team across both product lines as their day-to-day performance manager.
• Baseline each rep's conversion rate and coach them to beat it. Every rep starts from a different number; your job is to move each one up.
• Run weekly one-on-one pipeline reviews in the CRM: board hygiene, stage accuracy, stalled-deal rescue, forecast honesty.
• Join live sales calls and review recordings; deliver specific, actionable coaching after each.
• Review rep emails, quotes, and proposals; build and enforce templates, talk tracks, and follow-up cadences that convert.
• Raise the team's product knowledge: run trainings, certify reps on new products, close individual knowledge gaps.
• Build the repeat-business playbook (account-review habits, reorder triggers, win-back outreach) and coach reps to execute it.
• Own the tracking and delivery of the sales department's established KPIs, reporting results to the Director of Sales.
• Onboard and ramp new reps to productivity faster with a structured program.

What We're Looking For

• 6+ years leading quota-carrying B2B sales teams, with documented rep-level improvement. Be ready to show before-and-after numbers.
• Must have Hardware Sales experience.
• A track record of improving sales team performance in two or more different industries or product categories. We are hiring your process, not your Rolodex.
• Personal success selling complex, high-ticket hardware. UAS/drone, security technology, or public-safety experience is a plus, not a requirement.
• CRM fluency: (Pipedrive preferred) you can diagnose a rep's problems from their pipeline before you've heard a single call.
• A coach's temperament: hands-on, direct, relentless about fundamentals, and genuinely invested in making other people better.
• Comfortable learning deep technical product detail and teaching it to others.
• Los Angeles-based; this role works from our office alongside the team.