Senior Sales Manager
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