Sales Manager (Outside Sales | MSP & IT Services)

Pavago; United States; Remote; USD 120,000 - 180,000; Full time

Job summary

Pavago is seeking a Sales Manager to lead Outside Sales Representatives in a full-cycle B2B sales environment. This remote role requires real-time overlap with U.S. Eastern hours and reports to the CEO.

You will own the entire sales motion—from pipeline generation to closing—and coach the team to improve win rates, discovery, negotiation, and account development. Prior quota-bearing leadership and hands-on coaching are required.

Qualifications

• Must have led a quota-bearing sales team in B2B (consultative) sales.
• Experience with full-cycle sales from prospecting to account development.
• Strong coaching and live call coaching experience.

Responsibilities

• Lead and coach Outside Sales Representatives through the full sales cycle.
• Drive pipeline generation, qualification, discovery, presentations, negotiations, closing and account nurturing.
• Develop sales process and playbooks; standardize methodologies across the team.
• Oversee ongoing improvement of win rates and sales effectiveness.

Skills

Quota ownership

Pipeline development

Closing deals

Coaching

Sales leadership

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 d