Commercial Sales Manager

The role

This is a hands-on leadership role for someone who still loves being close to the action. You'll be running a team of 4–5 Account Executives, owning their day-to-day development, coaching activity, and collective performance. This isn't a role for someone who wants to manage from a distance. We want a player-coach who brings energy to the floor, sets the tone, and genuinely invests in making the people around them better. The team owns the full sales cycle, from inbound qualification and outbound prospecting through to close, working closely with Marketing on ABM and campaign follow-up. They operate in the SMB space, managing pipeline in Salesforce and running structured, discovery-led conversations with Cloud and Microsoft 365 buyers. Your job is to make this team excellent.

What you'll be doing

• Leading and coaching a team of AEs at varying levels of experience, with a strong emphasis on structured skills development — particularly around discovery, qualification, objection handling, and pipeline discipline.
• Creating and sustaining a high-energy, competitive, but genuinely collaborative team culture. The kind of environment where people push each other and celebrate wins together.
• Running regular 1:1s, call reviews, and deal coaching sessions that translate directly into rep improvement and pipeline quality.
• Working collaboratively to align on campaign execution, ABM activity, and lead follow-up.
• Owning the team's pipeline health — ensuring accurate Salesforce hygiene and a forward-looking view of performance against targets.
• Reporting on team activity, conversion metrics, and early-stage pipeline progress, with both qualitative and quantitative insight.
• Being present. This role is based in our Boston office three days per week — the kind of energy you want to create needs to be felt in the room.

What we're looking for

• Proven experience running a team of Account Executives in a SaaS environment is essential.
• A genuine passion for coaching and developing earlier-career salespeople. You get energy from watching your team grow, not just from your own deals.
• Strong command of structured sales methodology — discovery, value articulation, pipeline management. You can model what great looks like and break it down for others.
• Experience in a Microsoft 365 or Cloud ecosystem is a strong advantage — our buyers are typically IT leaders and Cloud Application decision-makers.
• Comfortable with Salesforce as both a management and forecasting tool.
• The kind of presence that lifts a room — you set the cultural tone as much as the commercial one.