Commercial Sales Manager

Summary

Join Kustomer's growing team as a Commercial Sales Manager to lead and mentor a team of Account Executives focused on selling Kustomer's CX capabilities to small and medium-sized businesses. You will manage a high-velocity sales motion, conduct deal reviews, provide coaching on sales techniques, implement sales processes, participate in recruitment, collaborate with other teams, foster a positive team culture, understand the competitive landscape, and conduct performance evaluations. The ideal candidate has proven B2B SaaS sales leadership experience in the Commercial or SMB market, a track record of exceeding sales quotas, and experience coaching sales professionals. Kustomer offers competitive salaries, stock options, and benefits including healthcare coverage, 401K, and a generous vacation policy (US) and pension and supplemental health insurance (UK). The company is remote-friendly with a strong NYC presence.

Requirements

• 2+ years of successful B2B SaaS sales leadership/management experience
• Proven experience managing sales teams focused on the Commercial or SMB market segment (targeting companies typically with 5-200 employees)
• Demonstrated ability to manage a team selling solutions with experience in a high-velocity, transactional sales environment is critical
• Track record of consistently achieving or exceeding team sales quotas
• Experience coaching and developing sales professionals at various stages of their careers
• Proficiency in using CRM software (e.g., Salesforce) for pipeline management, forecasting, and reporting
• Strong understanding of prospecting, sales process management, negotiation, and closing techniques relevant to the SMB market

Responsibilities

• Lead, mentor, and develop a team of Commercial Account Executives to achieve and consistently exceed individual and team revenue targets
• Conduct regular deal reviews, pipeline inspections, and forecasting meetings to ensure pipeline health and accuracy
• Provide ongoing coaching on sales techniques, product knowledge, market positioning (especially against competitors like Zendesk), negotiation, and closing strategies
• Implement and refine sales processes and methodologies optimized for the commercial segment's sales cycle and deal size
• Actively participate in the recruitment, hiring, and onboarding of new Account Executives as the team scales
• Work closely with Sales Operations to analyze performance data, identify trends, and implement improvements to increase efficiency and effectiveness
• Collaborate with Marketing, Product, and Customer Success teams to ensure alignment and optimize the end-to-end customer journey
• Foster a positive, high-energy, and performance-driven team culture that encourages collaboration and continuous improvement
• Understand the competitive landscape and coach the team on effectively positioning Kustomer's value proposition against key competitors
• Conduct performance evaluations and create development plans for team members

Preferred Qualifications

• Experience selling Customer Service/CX, CRM, or related software solutions
• Experience competing directly against major players in the CX market (like Zendesk)
• Experience in a high-growth startup or scale-up environment
• Familiarity with sales methodologies (e.g., MEDDPIC, Challenger Sale, Sandler)

Benefits

• 100% healthcare coverage
• 401K
• WiFi and Mobile reimbursement
• Generous vacation policy
• Pension
• Supplemental health insurance
• Competitive salaries and stock options