Sales Manager

The Punta Gorda Garden Club, Inc.; Northern (KY); Remote; USD 90,000 - 130,000; Full time

Benefits offered by this job

Remote work

Career growth opportunities

Job summary

Pavago is seeking an experienced Sales Manager to lead and coach a team of Outside Sales Representatives through the complete B2B sales cycle. This role requires hands-on leadership, quota carrying, and a proven ability to build pipeline and close complex deals in MSP/IT services.

You will develop scalable processes and playbooks, leverage AI tools for coaching and performance analytics, and partner with executive leadership to meet and exceed revenue targets.

Qualifications

• Proven experience leading full-cycle B2B sales teams.
• Demonstrated success carrying a quota and closing complex deals.
• Experience generating pipeline and managing discovery to close.
• Familiarity with MSP/IT services and consultative selling.

Responsibilities

• Lead and coach Outside Sales Representatives across the full sales cycle.
• Develop and refine scalable sales processes and playbooks.
• Coach reps on discovery, positioning, negotiation and closing.
• Monitor pipeline health, forecasts and CRM data accuracy.
• Leverage AI tools to improve coaching, coaching docs, and playbooks.

Skills

B2B sales

Quota carrying

Coaching

AI in sales

Leadership

Tools

CRM platforms

Sales analytics tools

Job description

Sales Manager (Outside Sales | MSP & IT Services) at Pavago

AI summary:Sales manager leads and coaches a team of outside sales representatives through full-cycle B2B sales while developing processes, playbooks, and leveraging AI tools for coaching and performance optimization.

Description

Position Type: Full-Time, Remote

Location: Remote (must have real-time overlap with U.S. Eastern business hours)

Reports To: CEO

About the Role

At Pavago, one of our clients is hiring an experienced Sales Manager to lead and coach a team of Outside Sales Representatives (OSRs) through the complete B2B sales cycle.

This is not an SDR management role.

Instead of focusing solely on prospecting activity, you’ll own the entire sales motion—from pipeline generation and discovery through presentations, negotiations, closing, and account development—while coaching your team to consistently improve performance.

We’re looking for a leader who has personally carried a quota, built pipeline, closed deals, and understands what it takes to succeed in consultative B2B sales. If you’ve successfully transitioned from top-performing salesperson to hands-on sales leader and enjoy developing high-performing teams, this role is an excellent fit.

What You’ll Own

Lead and coach Outside Sales Representatives across the complete sales cycle.

Support reps through:

• Prospecting
• Qualification
• Discovery
• Solution presentations
• Negotiation
• Closing

Drive consistent execution of the sales process while improving win rates and sales effectiveness.

Sales Coaching & Team Development

• Coach both experienced and junior sales representatives.
• Review recorded calls and provide actionable feedback.
• Help reps improve discovery, positioning, negotiation, and closing skills.
• Build a culture of continuous learning and accountability.

Sales Process & Playbook Development

• Develop, refine, and document scalable sales processes.
• Create structured playbooks, coaching guides, and best practices.
• Standardize sales methodologies across the team.
• Continuously improve workflows based on performance data and market feedback.

Leverage AI tools to improve coaching, sales execution, and operational efficiency.

Build and manage workflows using tools such as:

Analyze sales calls, pipeline data, and team performance using AI.

Use AI to create and continuously improve sales documentation and playbooks.

Pipeline & Performance Management

• Monitor pipeline health and forecasting accuracy.
• Conduct pipeline reviews and deal strategy sessions.
• Identify risks, bottlenecks, and opportunities.
• Ensure CRM data remains accurate and up to date.
• Track key sales metrics and coach toward continuous improvement.

Cross-Functional Collaboration

• Partner with leadership to align sales strategy and business goals.
• Share customer feedback and market insights with internal teams.
• Support ongoing improvements to messaging, positioning, and sales enablement.

Requirements

Must-Have Qualifications

Experience

• Proven experience managing full-cycle B2B sales teams.
• Demonstrated success leading Outside Sales Representatives—not just SDR or appointment-setting teams.
• Personal experience carrying a sales quota and closing complex B2B deals.
• Experience generating your own pipeline, running discovery calls, presenting solutions, negotiating, and closing business.

Industry Knowledge

• Strong background in Managed Service Providers (MSP) or IT Services is highly preferred.
• Solid understanding of consultative technology sales processes.

AI & Technology

Hands-on experience using AI tools within daily sales operations.

Comfortable working with:

Ability to use AI for:

• Sales coaching
• Pipeline analysis
• Playbook creation
• Process optimization

Leadership & Communication

• Strong coaching, mentoring, and leadership abilities.
• Experience writing and improving sales playbooks and processes.
• Excellent verbal and written English communication skills.
• Native or near-native English proficiency strongly preferred.
• Availability to work during U.S. Eastern business hours.

Nice-to-Have

Experience selling or managing sales teams within:

• Managed IT Services
• Cybersecurity
• Cloud Solutions
• Professional Services

Experience building high-performing remote sales teams.

Familiarity with modern CRM platforms and sales analytics tools.

What Makes You a Strong Fit

• Strong consultative selling mindset.
• Excellent coach who develops people through structured feedback.
• Process-oriented while remaining adaptable.
• Comfortable balancing live coaching with asynchronous development.
• Curious, technology-driven, and enthusiastic about AI.
• High ownership, accountability, and continuous improvement mindset.

What a Typical Day Looks Like

• Review pipeline health and forecast opportunities.
• Conduct live coaching sessions with sales representatives.
• Join discovery calls and deal strategy discussions.
• Review recorded sales calls and provide coaching.
• Develop and improve sales playbooks using AI tools.
• Analyze sales metrics and identify coaching opportunities.
• Collaborate with leadership on sales strategy and process improvements.

In short: You build high-performing sales professionals by coaching every stage of the sales cycle while continuously improving the team’s processes, tools, and performance.

• Pipeline growth and health.
• Forecast accuracy.
• CRM hygiene and pipeline management.
• Rep development and coaching effectiveness.
• Adoption of sales processes and playbooks.

Why Join Us?

Lead a full-cycle B2B sales organization.

Work directly with executive leadership.

High ownership over sales performance and coaching.

Opportunity to shape sales processes using modern AI tools.

Fully remote work environment with real business impact.

Clear growth path into:

• Director of Sales
• Head of Sales
• VP of Sales

Interview Process

• Initial Phone Screen
• Sales Leadership & Coaching Interview
• Client Interview with CEO
• Offer & Onboarding