Senior Program Manager - AMER SMB Sales

wasatchproperty; Ogden (UT); Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Structured learning and career dev.

Mental health program

Generous paid time off

Paid medical leave

Job summary

MarketStar is hiring a Senior Program Manager to lead AMER SMB Sales. You will guide frontline sales leaders and Account Executives to drive revenue performance, forecast accuracy, and robust pipeline health in a fast-paced SaaS environment.

The role requires coaching teams to meet aggressive targets, leveraging MEDDIC or similar methods, and collaborating with cross-functional teams across Enablement, Operations, Marketing, Recruiting, and Customer Success. Hybrid work is available in Ogden, UT.

Qualifications

• Proven experience leading SaaS or technology sales orgs.
• Experience managing Account Executives and frontline sales leaders.
• Demonstrated success owning revenue and quota targets.
• Strong forecasting, pipeline management, deal strategy, and revenue performance.
• Experience coaching teams through larger SMB opportunities.
• Familiarity with MEDDIC, MEDDPICC, or similar methodologies.

Responsibilities

• Own AMER SMB revenue performance, including quota attainment and pipeline health.
• Lead and develop frontline sales leaders overseeing 15–20 SMB Account Executives.
• Drive a disciplined sales operating rhythm with forecasting and pipeline reviews.
• Ensure forecast accuracy via pipeline health checks and close planning.
• Coach managers and sellers on prospecting, qualification, discovery, and closing best practices.
• Foster healthy pipeline generation with outbound and AE-generated opportunities.
• Lead executive business reviews and quarterly performance reporting.

Skills

SaaS sales leadership

Forecasting & pipeline

Coaching & development

Executive communication

Education

Bachelor's degree or equivalent experience

Tools

Salesforce

Clari

Gong

Outreach

Pocus

Power BI

Job description

About MarketStar

In everything we do, we believe in creating growth, for our clients, our employees, and our community. For the past 35+ years, we have been generating revenue for the most innovative tech companies across the globe through our outsourced B2B demand, sales, customer success, and revenue operations solutions. We are passionate about cultivating career advancements for our people and support them through mentorship, leadership, and career-development programs. We provide service and support to our communities through the MarketStar Foundation.

Our exceptional team is the cornerstone of MarketStar's accomplishments. We are proud of our award-winning workplace culture and recognition as a top employer in our industry. These achievements are a testament to our six core values, embraced by our 3,000+ employees worldwide. From our headquarters in Utah, USA, to our global offices in India, Ireland, Bulgaria, Mexico, the Philippines, and Australia, we work together to drive innovation and success.

About the Senior Program Manager - AMER SMB Sales

MarketStar is seeking a Senior Program Manager to support Asana's AMER SMB Sales organization. This role is responsible for leading frontline sales leaders and Account Executives while driving revenue performance, quota attainment, forecasting accuracy, pipeline health, and overall sales execution. The ideal candidate is a proven SaaS sales leader who excels at coaching teams, developing leaders, and consistently delivering against aggressive revenue goals.

Location: Ogden, UT (Hybrid)

What Will You Do?

• Own AMER SMB revenue performance, including quota attainment, pipeline generation, ACV, win rate, conversion, and overall sales productivity.


• Lead and develop frontline sales leaders while overseeing a team of approximately 15-20 SMB Account Executives.


• Drive a disciplined sales operating rhythm through forecasting, pipeline reviews, deal inspections, performance reviews, and business reviews.


• Ensure forecast accuracy through thorough inspection of pipeline health, deal progression, risk management, and close planning.


• Coach managers and sellers on prospecting, qualification, discovery, deal strategy, negotiation, and closing best practices.


• Drive healthy pipeline generation with a focus on outbound and AE-generated opportunities.


• Leverage MEDDIC, MEDDPICC, or similar methodologies to improve qualification, forecasting, and sales execution.


• Establish clear performance expectations and accountability through coaching, development plans, and performance management.


• Monitor key performance indicators including quota attainment, ACV, forecast accuracy, pipeline coverage, conversion rates, and sales productivity.


• Analyze performance trends and translate data into actionable strategies that improve business results.


• Partner with client stakeholders, Enablement, Operations, Marketing, Recruiting, and Customer Success teams to execute go-to-market priorities.


• Lead executive business reviews, quarterly business reviews, forecasting updates, and performance reporting.


• Foster a culture of ownership, coaching, continuous improvement, accountability, and high performance.


• Other applicable duties as assigned.

What Will You Need to Succeed?

• Proven experience leading SaaS or technology sales organizations.


• Experience managing and developing Account Executives and/or frontline sales leaders.


• Demonstrated success owning and delivering against revenue and quota targets.


• Strong expertise in sales forecasting, pipeline management, deal strategy, and revenue performance.


• Experience coaching teams through larger or more complex SMB opportunities.


• Working knowledge of MEDDIC, MEDDPICC, or comparable sales methodologies.


• Strong coaching, leadership, and performance management capabilities.


• Excellent analytical skills with the ability to convert data into strategic business actions.


• Strong executive presence and communication skills with experience partnering with senior client and internal stakeholders.


• Experience in Product-Led Growth (PLG), sales-assisted, or high-velocity SaaS environments preferred.


• Experience with Salesforce, Clari, Gong, Outreach, Pocus, Power BI, or similar sales technology platforms preferred.


• Bachelor's degree in Business, Sales, Operations, or a related field, or equivalent professional experience.


• Other applicable criteria.

What We Offer

In our commitment to our "We Care" value, we believe in providing employees with valuable mental and physical well-being benefits including:

• Structured learning and career development programs


• Mental health program


• Generous Paid Time Off policy


• Paid medical leave