About the Role

The Senior Sales Manager owns end-to-end performance of the Warm Outreach conversion engine, the single largest driver of departmental revenue. This role carries full accountability for hitting monthly conversion targets, protecting vendor retention through call-quality and refund reduction, running an efficient, fully staffed operation across all U.S. time zones, and maintaining a tight feedback loop with Lead Generation to keep upstream lead quality high. This is a leadership role that blends hands-on daily performance management with strategic ownership of vendor relationships, cross-functional coordination, and team development.

Key Responsibilities

Conversion Delivery & Revenue Ownership

• Own and deliver the monthly Warm Outreach conversion target, representing the substantial majority of total departmental conversions

• Maintain agreed conversion rate benchmarks across all major software categories

• Monitor daily performance and implement same-week corrective actions to address any shortfalls

• Ensure balanced, consistent conversion delivery throughout the month to support vendor budget utilization

Conversion Quality & Vendor Retention

• Drive SDR call quality improvement through structured coaching plans delivered in partnership with the Training team

• Own reduction of vendor refunds and churn attributable to Warm Outreach call quality issues

• Ensure recurring quality trends are systematically addressed through coaching, refresher sessions, and process improvement

• Provide direct oversight of the Manager – Enterprise Value & Enablement's refund root-cause analysis, recalibration briefs, and Tier 1 enterprise retention work, ensuring findings are acted upon and translate into measurable results

Operational Efficiency & Coverage

• Ensure 100% timely review, veto, or escalation of QA verification errors impacting conversions

• Minimize lead wastage by ensuring corrected/rejected leads are reprocessed without delay

• Maintain complete Warm Outreach staffing coverage across all U.S. time zones (Eastern through Pacific), weekdays and weekends

• Proactively monitor staffing and schedules to eliminate coverage gaps before they affect delivery

Cross-Functional Execution

• Conduct recurring performance reviews with Lead Generation Channel Leads

• Design and implement initiatives to maintain agreed lead-to-conversion rates across all major channels

• Identify upstream lead quality issues early and drive corrective action jointly with Lead Generation

• Share weekly conversion and quality insights to continuously improve lead quality at the source

People Leadership

• Manage and develop a team of Assistant Managers and, through them, Team Leaders and SDRs

• Build and maintain OKR frameworks that cascade cleanly from this role down through AM and TL layers

• Identify hiring needs, support recruitment, and structure team growth in line with departmental scale

• Maintain oversight of a specialized, parallel Enterprise Value & Enablement function reporting directly into this role

Requirements

• 7+ years in a senior sales, business development, or client fulfillment leadership role, ideally within B2B SaaS, lead generation, or software marketplace environments

• Demonstrated experience managing multi-layer teams (Team Leads/SDRs) at scale

• Strong track record of hitting revenue/conversion targets while improving quality metrics simultaneously

• Comfort with data-driven performance management, CRM systems, reporting tools, and KPI frameworks

• Proven cross-functional collaboration skills, particularly with Lead Generation, QA, and Training functions

• Experience building or refining OKR structures and cascading them across reporting layers is a strong plus