Senior Manager - Sales | B2B SaaS | US Market

Location: Gurgaon (Work from Office)

Department: Revenue / Inside Sales

Reporting To: Head-Sales

Work Timings: US business hours (6pm to 3 am), with required India overlap

Team Size: 8 - 10 Account Executives

Role Overview:

We are looking for a highly analytical and execution-oriented Senior Manager - Sales to lead a team of Account Executives responsible for driving revenue growth in the US market.

This role combines frontline sales leadership, revenue ownership, team development and strategic problem-solving. The individual will be responsible for managing a sales pod, driving quota attainment across multiple products, improving sales productivity and building scalable sales processes.

The ideal candidate brings a blend of B2B SaaS operating experience, strong commercial acumen, analytical rigour and hands-on sales leadership, with the ability to translate data-driven insights into measurable business outcomes.

Key Responsibilities:

1. Sales Leadership & Revenue Ownership:

- Own the sales quota, revenue targets and overall performance of a team of 8 - 10 Account Executives.

- Drive new customer acquisition, account expansion, cross-selling and upselling across the product portfolio.

- Build and manage a predictable sales pipeline, ensuring accurate forecasting and consistent achievement of quarterly targets.

- Participate in key customer conversations, support deal closures and lead by example through hands-on selling.

- Drive sales execution through structured reviews, clear performance metrics and accountability.

2. Team Management & Productivity:

- Lead, coach and develop a team of Account Executives, driving individual and collective performance.

- Own hiring, onboarding, training and ramp-up of new sales team members.

- Establish structured coaching mechanisms, including call reviews, regular one-on-ones and performance improvement plans.

- Identify productivity gaps at an individual level and implement targeted interventions to improve conversion, deal size and sales effectiveness.

- Build a high-performance culture focused on ownership, discipline, continuous learning and results.

3. Sales Strategy & Revenue Optimization:

- Analyse sales funnel metrics, conversion rates, average deal size, sales cycle and pipeline sources to identify growth opportunities.

- Develop a data-backed understanding of customer segmentation, territory coverage and account prioritization.

- Drive cross-sell and product attach strategies to increase revenue per customer and improve account penetration.

- Improve lead qualification, sales processes and discount discipline to drive better conversion and revenue realization.

- Build business models around sales capacity, hiring requirements, rep productivity and unit economics to support revenue planning.

4. Sales Analytics & Process Excellence:

- Develop and maintain a robust sales operating cadence, including pipeline reviews, forecasting and performance dashboards.

- Ensure consistent CRM usage, pipeline hygiene, sales-stage definitions and reporting discipline.

- Use data and customer insights to identify bottlenecks and develop actionable solutions to improve sales outcomes.

- Translate business problems into structured analyses, test hypotheses and implement solutions that can be scaled across sales teams.

- Partner with Revenue Operations to strengthen sales processes, reporting frameworks and productivity measurement.

5. Cross-functional Collaboration:

- Work closely with the Chief Revenue Officer on revenue planning, sales performance and strategic growth initiatives.

- Collaborate with Sales Development, Marketing, Revenue Operations, Product Marketing and Customer Success to improve the end-to-end sales funnel.

- Ensure seamless customer handovers and alignment between sales commitments, onboarding and customer expectations.

- Drive cross-functional initiatives that improve customer acquisition, retention, expansion and overall revenue performance.

Desired Candidate Profile:

- 7 - 12 years of overall experience, with relevant experience in B2B SaaS, technology or other high-growth, sales-driven businesses.

- Demonstrated experience in sales leadership, team management, revenue ownership and achievement of sales targets.

- Strong understanding of B2B sales processes, pipeline management, forecasting, customer acquisition and account expansion.

- Experience managing or selling into the US market is highly desirable.

- Strong analytical and problem-solving skills, with the ability to independently build and interpret business models, sales dashboards and productivity metrics.

- Proven ability to translate data and insights into practical sales strategies and measurable business outcomes.

- Experience in hiring, coaching, onboarding and scaling sales teams.

- Strong communication, stakeholder management and influencing skills.

- Comfortable working in a fast-paced, high-growth environment with significant ownership and accountability.

- Willingness to work US-aligned hours and engage directly with customers and sales teams.

Preferred Background:

- Experience in B2B SaaS, AI-led technology, enterprise software or technology-enabled solutions.

- Experience selling to US customers, particularly SMBs or mid-market businesses.

- Exposure to both frontline sales execution and strategic revenue or sales operations initiatives.

- Experience in a high-growth startup or scaling business environment.

- Consulting experience combined with hands-on operating experience in a revenue, sales strategy, business operations or general management role may be an added advantage.

Key Competencies:

- Revenue ownership and commercial acumen

- Data-driven decision-making

- Sales execution and team leadership

- Structured problem-solving

- Pipeline management and forecasting

- Coaching and performance management

- Cross-functional collaboration

- High ownership and execution discipline