Sales Manager (Outside Sales | MSP & IT Services)

Pavago; United States; Remote; USD 120,000 - 160,000; Full time

Job summary

Pavago is seeking a Sales Manager (Outside Sales) to lead and coach a team of Outside Sales Representatives through the full B2B sales cycle. This remote role requires real-time overlap with U.S. Eastern business hours and reports to the CEO.

You will own the entire sales motion from pipeline generation to closing, while developing high-performing teams and scalable playbooks. Strong AI tool usage and strategic collaboration with leadership are expected.

Qualifications

• Proven experience managing full-cycle B2B sales teams.
• Demonstrated success leading Outside Sales Representatives—not 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.

Responsibilities

• Lead and coach Outside Sales Representatives across the complete sales cycle.
• Develop scalable sales processes and playbooks; standardize methodologies.
• Conduct live coaching sessions during customer calls and review recordings for feedback.
• Build a culture of continuous learning and accountability.
• Monitor pipeline health, forecasting, and CRM data accuracy.
• Collaborate with leadership to align sales strategy and product messaging.

Skills

Full-cycle B2B sales

Quota carrying

Pipeline generation

Discovery calls

Negotiation

Closing deals

Coaching

Sales process

AI in sales

Tools

Claude Projects

Claude Code

Claude Cowork

Job description

Sales Manager (Outside Sales | MSP & IT Services)

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

Full-Cycle Sales Leadership

• Lead and coach Outside Sales Representatives across the complete sales cycle.
• Support reps through:
  • Prospecting
  • Pipeline generation
  • Qualification
  • Discovery
  • Solution presentations
  • Objection handling
  • Negotiation
  • Closing
  • Account nurturing
• 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.
• Conduct live coaching sessions during customer calls.
• 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.

AI-Driven Sales Management

• Leverage AI tools to improve coaching, sales execution, and operational efficiency.
• Build and manage workflows using tools such as:
  • Claude Projects
  • Claude Code
  • Claude Cowork
• 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:
  • Claude Projects
  • Claude Code
  • Claude Cowork
• 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.
• Experience implementing AI-driven sales enablement strategies.

What Makes You a Strong Fit

• Proven full-cycle B2B sales leader.
• 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.

Key Metrics for Success (KPIs)

• Team quota attainment.
• Pipeline growth and health.
• Opportunity-to-close conversion rate.
• Sales cycle efficiency.
• 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
  • Revenue Leadership

Interview Process

1. Initial Phone Screen
2. Spark Hire Intro Video (3–5 minutes)
3. Sales Leadership & Coaching Interview
4. Client Interview with CEO
5. Offer & Onboarding