Sales Manager

What You'll Do

• Team Leadership and Coaching
  • Directly manage a team of NYC-based Account Executives.
  • Run structured 1:1s, pipeline reviews, deal reviews, and forecasting cadences.
  • Diagnose performance gaps and deliver targeted coaching on discovery, demos, objection handling, BAMFAM, and deal progression (including MEDDPICC).
  • Improve AE ramp time and first-year quota attainment through hands-on coaching and structured development plans.
  • Build a culture of accountability, high performance, and continuous improvement.
• Sales Execution and Process
  • Own pipeline hygiene and forecasting accuracy for your team (using MEDDPICC).
  • Drive consistent execution of our sales process from qualification through close.
  • Ensure CRM (HubSpot) discipline: deal stages, qualification criteria, and activity standards.
  • Partner with RevOps on pipeline coverage, deal health metrics, and forecast inputs.
  • Identify and address choke points in the sales cycle (currently averaging ~42 days).
• Hiring and Talent Development
  • Partner with Talent on AE hiring, ensuring rigorous and structured interview processes that lead to strong hiring outcomes.
  • Own the interview process for AE candidates: structured assessments, scorecards, and an unbiased debriefs.
  • Contribute to onboarding design for new AEs in partnership with Sales Enablement.
  • Play an active role in improving hiring quality — we have learned from past hiring rounds and want to do significantly better going forward.
• Cross-Functional Collaboration
  • Work with Sales Enablement on training priorities, skill gaps, and enablement content.
  • Collaborate with Marketing on ABM campaigns, messaging, and pipeline generation.
  • Partner with the Legal Solutions team on deal support, pre-sales motions, and complex deal strategy.
  • Provide field feedback to Product on customer needs, objections, and competitive dynamics.

What We're Looking For

• Must-Haves
  • Proven experience managing a team of B2B SaaS AEs (3+ years in a management role).
  • Track record of consistently meeting or exceeding team quota.
  • Strong coaching skills — able to diagnose skill gaps and deliver practical, actionable coaching.
  • Experience with structured hiring processes and a demonstrable track record of making strong hires.
  • Proficiency with CRM tools (HubSpot preferred) and pipeline management.
  • Comfort operating in a high-growth, scaling environment where process is still being built.
  • Based in or willing to relocate to New York City for a 3-day a week in-office culture.
  • Demonstrated ability to learn and credibly articulate complex or technical subject matter — our AEs sell into the legal and real estate market, and managers need to understand the domain well enough to coach effectively on deal strategy, objection handling, and positioning.
• Nice-to-Haves
  • Experience selling into legal, real estate, or regulated industries.
  • Experience with complex, multi-stakeholder enterprise sales cycles.
  • Familiarity with AI/technology products.
  • Experience scaling a sales team through a Series B or similar growth phase.
  • Exposure to MEDDIC, MEDDPICC, or similar qualification frameworks.

Benefits & Salary

• 401(k) Plan: Match 100% of contribution up to 4% of salary.
• PTO: 20-days of vacation per year, and additional personal days as detailed in our internal handbook.
• Health Insurance: Competitive medical, dental, and vision plan.
• Professional Development: $1,200 stipend per year, to be spent on development resources.
• Commuter Benefits: Allocate pre-tax earnings to cover eligible commuting expenses.
• In-Office Perks: Late night office dinner and weekly team meals.
• Salary: $150,000 - $190,000 base salary + commission.

Values

• Power To Our People — We invest in our people and trust them to deliver.
• Bold & Ambitious — We set high standards and chase big goals.
• Question or Commit — Debate openly, then align and execute.
• Eat That Frog — Tackle the hard stuff first.

Security

Security is everyone’s responsibility at Orbital. We ask all team members to follow our security policies, complete regular awareness training, and handle sensitive data with care in line with ISO 27001 standards.

Equal Opportunity Employer

We are committed to building a diverse and inclusive team. We especially welcome applications from people who are traditionally underrepresented in tech.