Senior Program Manager - AMER SMB Sales

Remote Jobs; Utah; Hybrid; USD 110,000 - 160,000; Full time

Benefits offered by this job

Mental health program

Paid time off

Education reimbursement

401(k) match

Medical benefits

Job summary

MarketStar is recruiting a Senior Program Manager to lead the AMER SMB Sales team, coaching frontline leaders and Account Executives to hit aggressive revenue goals. The role focuses on revenue performance, forecast accuracy, and disciplined sales processes in a high-velocity SaaS environment.

You will manage a team of 15–20 SMB Account Executives, drive pipeline with outbound activity, and partner with Enablement, Operations, Marketing, and Customer Success to execute go-to-market priorities.

Qualifications

• Proven experience leading SaaS or technology sales organizations.
• Experience managing and developing Account Executives and frontline sales leaders.
• Strong forecasting, pipeline management, deal strategy, and revenue performance skills.
• Experience coaching teams through larger or more complex SMB opportunities.
• Bachelor's degree in Business, Sales, Operations, or related field.

Responsibilities

• 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.
• 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.

Skills

SaaS sales leadership

Coaching & development

Forecasting & analytics

Executive communication

Education

Bachelor's degree in Business, Sales, Operations, or related field

Tools

Salesforce

Clari

Gong

Outreach

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
• Child/Dependent Care reimbursement
• Education reimbursement
• 401(k) match, hardship loan program, and access to a financial wellness advisor
• Comprehensive healthcare coverage including medical, dental, and vision benefits

MarketStar is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state, and local laws that prohibit employment discrimination. Reasonable accommodations are available on request for candidates taking part in all aspects of the selection process. If you are an individual who identifies as someone with a disability and require reasonable accommodation(s) to complete any part of the job application process, please contact us at [e-mail] for assistance.