Sales Manager

ESET North America; San Diego (CA); Remote; USD 150,000 - 210,000; Full time

Job summary

An established industry player in digital security seeks a dynamic Sales Manager to lead their commercial mid-market segment. This role offers the chance to drive new business and expand existing accounts while collaborating with various teams. You'll be responsible for mentoring a team of sales representatives, developing effective sales strategies, and ensuring accurate forecasts. Join a performance-driven organization that values innovation and offers a supportive work environment with competitive compensation and benefits. If you're passionate about sales leadership and cybersecurity, this opportunity is perfect for you.

Benefits

401(k) matching

Wellness and WFH stipends

Employee Assistance Program

Health insurance

Life insurance

Paid time off

Volunteer time off opportunities

Vision insurance

Remote working environments

Qualifications

• 5+ years of experience leading high-performing sales teams.
• Proven success in enterprise software sales with a track record of exceeding quotas.
• Strong command of virtual selling techniques.

Responsibilities

• Lead and mentor a team of Enterprise Sales Representatives.
• Develop sales strategies and ensure accurate forecasting.
• Address complex challenges and improve customer service.

Skills

Sales Leadership

Cybersecurity Knowledge

Enterprise Software Sales

Virtual Selling Techniques

Coaching Sales Methodologies

Account Management

Team Enablement

Education

Bachelor's Degree

Job description

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We are a privately held, global digital security company, protecting billions of customers and thousands of companies worldwide. We believe in a positive digital future. This is reflected in how we do business and our commitment to managing our company in socially responsible and environmentally sustainable ways.

About the Role:

As a Sales Manager (High-Touch), you will have the opportunity to position and differentiate the ESET Protect platform, while reinforcing strong pipeline and forecast management practices. You will interact extensively with other teams within Channel, Sales Operations, Security Services, and Marketing to drive new business across untapped accounts.

This sales leadership role is within the commercial mid-market segment and focuses on both the acquisition of new commercial accounts, as well as the expansion of existing customer accounts. Within the mid-market segment, you will support a team of Enterprise Sales Representatives (ESRs). A consistent expectation for all sellers within this segment is developing customer engagement from technical professionals through senior executive levels, and across Security, Network, DevSecOps, and Infrastructure teams, as an avenue to building and converting thousands of prospective customers.

Responsibilities:

1. Act as the CEO of your Business, scaling processes related to team leadership, deal inspection, and day-to-day support to your team across the book of business.
2. Develop and enhance team selling abilities through consistent focus on enablement, solution selling, and metric improvements. Build and refine sales runbooks and scripts.
3. Accurately forecast commitments by month and quarter and deliver attainment to quarterly and annual sales targets.
4. Proactively empower representatives to succeed and become self-sufficient and ready to support as needed.
5. Lead and mentor impactful sellers through sales and account management motions.
6. Oversee, coach, and motivate a team of ESRs, measuring success against quota attainment, new logo acquisition, and expansion into existing accounts.
7. Drive sales process, deal hygiene, forecast accuracy, and close opportunities effectively across your team.
8. Address complex challenges and remove blockers to enable better customer service and scalable deal execution.
9. Infuse ESET's values and processes into all internal/external meetings.
10. Hold regular 1x1s with team members, maintaining open and transparent communication.
11. Demonstrate industry expertise, thought leadership, and macro-economic awareness to be a trusted advisor.
12. Coach team to create and maintain proper account and territory plans.
13. Manage expectations for leadership regarding pipeline with accuracy and dependability.

What You'll Have:

1. Bachelor’s degree preferred; equivalent experience in Sales Leadership roles will be considered.
2. Minimum of 5 years’ experience successfully leading high-performing sales teams, ideally within cybersecurity or enterprise software sectors.
3. At least 7 years of proven success in enterprise software sales, with a consistent track record of meeting or exceeding quotas.
4. Demonstrated expertise in Inside Sales, with a strong command of virtual selling techniques and team enablement.
5. Proven ability to lead and close complex, multi-stakeholder sales cycles, resulting in high-value (6- and 7-figure) subscription-based deals.
6. Experience driving best practices in channel or distributor environments.
7. Record of high performance in meeting and exceeding team sales goals (supporting direct reports' success).
8. Excellent written communication and presentation skills.
9. Coaching knowledge of sales methodologies such as Gap Selling, Sandler, Challenger, or others.
10. Highly collaborative with the ability to lead in a matrixed environment.
11. Ability to sell internally as effectively as externally to help teams win.
12. Ability to recruit, mentor, develop, and retain top talent.

What we offer:

• 401(k) matching
• Wellness and WFH stipends
• Employee Assistance Program
• Health insurance
• Life insurance
• Paid time off
• Volunteer time off opportunities
• Vision insurance
• Remote working environments

ESET is a performance-driven organization, and our total rewards approach to compensation is designed to support this. We consider many factors in determining base compensation, including position scope, job-related knowledge, education, skills, experience, and work location. The expected OTE for this position is $150,000-$210,000. Additional benefits such as health & wellness, performance bonuses, product discounts, holidays, paid time off, etc., may also be offered in accordance with our plans.

Seniority level

• Mid-Senior level

Employment type

• Full-time

Job function

• Sales and Business Development

Industries

• Computer and Network Security

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