The Senior Sales Manager will be responsible for developing and executing our sales team strategy including pipeline generation as well as efficient pipeline management. They will work closely with leadership in Product Marketing, Demand Generation, and Product to ensure that the sales team hits revenue and customer acquisition targets consistently. They will oversee a small team of BDR’s and AE’s to ensure that Wistia provides an excellent customer experience and that both teams are cohesive and optimized for growth. Success in this role will result in longer-term forecasting, efficient handoffs from marketing → sales development → sales and better pipeline efficiency. 

Key Responsibilities

• Develop our sales strategy to ensure that we are providing an excellent customer experience and set us up for a faster rate of growth for both revenue and new customer acquisition.  This will include, but is not limited to:
• Collaborate with all stakeholders across sales, marketing, and product to match the selling playbook and team staffing plans with the broader Go To Market strategy. 
• Ensure that the mix of Sales Development and Account Executive head count is appropriate for expected marketing and product-led lead generation, ensuring that we maximize our opportunities with the prospects that we have. 
• Develop, Measure, and report on key performance indicators that will lead us to reliably forecasting our sales numbers and make the necessary adjustments to address any shortcomings or opportunities that are discovered along the way. 
  
  
• Collaborate with the Product Team and the Marketing Team to help develop and oversee the execution of our company wide OKRs. This will include, but is not limited to:
• Partner with the Demand Generation and Acquisition team to ensure that the sales team has the strategy and playbooks it needs to hit revenue and customer acquisition goals
• Participate as a key stakeholder in the customer’s experience through the marketing funnel → product journey → sales process.
• Participate as a key stakeholder in the acquisition and expansion planning for the company, whether it be longer term strategic planning or ad hoc adjustments along the way. 
  
  
• Manage the AE and SDR teams towards a cohesive and aligned unit focused on driving growth for Wistia. This will include, but is not limited to:
•  Lead the Sales team at Wistia to a high performance culture while maintaining a collaborative and inclusive environment.
• Manage the BDRs and AE’s, coaching them to effective sales processes, high employee engagement, and consistent team level goal achievement. 
• Contribute to hiring plans for both the SDR and AE teams, ensure effective onboarding/on ramp to quota.
• Oversee and develop the personal and professional growth of SDRs and AEs at Wistia, including internal and external training, cross functional collaboration and opportunities for promotion. 

Qualifications

Must-Have: 

• Track record of exceeding quota as a sales manager or sales director. 
• Demonstrated ability to influence both the size and velocity of the pipeline while driving improvements to KPI’s
• Experience coaching to and managing inside sales territory plans including pipeline generation and active pipeline management in a low ACV, high volume SMB or mid-market SaaS environment. 
• Strong communication skills, including documentation, async collaboration and in-person presentation skills. 
• Strong coaching/mentorship skills and a commitment to the professional growth of both ICs and Managers on their team.

Nice to Have:

• Experience collaborating actively with marketing counterparts to ensure consistent quota achievement. 
• Experience and knowledge with selling systems and the ability to pair these (or components of them) with GTM strategy that is not exclusively sales led (Inbound Marketing, Product Led etc).

Working at Wistia

We try to ensure Wistia is an inclusive and diverse place where everyone feels happy, fulfilled, respected, comfortable, and welcome. We’re proud to be an equal opportunity workplace. We care a lot, so our benefits are actually benefits, not just the fun stuff like swag and snacks in the office (though we also have lots of those too!).

We know the biggest investment we can make is in our employees, so we provide:

• A competitive compensation package that includes internal equity stock options
• 401k with 3% company contribution, regardless of whether you contribute (Roth 401k available)
• Fully paid healthcare, dental, and vision insurance (family plans included)
• Pre-Tax FSA and Dependent Care Account
• Flexible working hours – work at the times when you operate best, or set aside time for child and/or elderly care responsibilities during traditional “office hours”
• 16 weeks paid parental leave for all new and expecting parents
• Unlimited PTO (pretty common for people to take 4+ weeks off throughout the year)
• Remote-first culture (work from anywhere in the U.S.)
• Annual professional development stipend (courses, conferences, and more)
• New hire bonus to enhance your home office set up
• Pet insurance discount

Location/Remote Opportunities

Wistia is a remote-first company. Employees can work from our beautiful office in Cambridge, MA, or anywhere in the continental US.

Wistia provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.