Sales Manager II, Supplier Sales

About the role

This role leads a team of approximately 8–10 Account Executives focused on selling SPS Commerce cloud-based supply chain management solutions into Supplier customers ranging from emerging to small businesses up to $50M in revenue. You will be responsible for achieving a quota tied to new business sales, existing customer upsells, driving cross-sell results, and retaining revenue from existing customers.

As a player-coach, you will work side-by-side with your team on active deals—getting on the phone, joining calls, helping navigate buying cycles, and coaching in the moment to drive results. You will balance pipeline data and people development, bringing a numbers-driven mindset to forecast management while building and protecting a high-performing, tenured team culture aligned with SPS Commerce values.

Responsibilities

• Serve as a player-coach: actively join calls, assist with customer consultations, and help your team navigate and close deals across a territory of Supplier customers ($0–$50M in revenue).
• Coach and develop team members in the moment on calls, in deal reviews, and through regular 1:1s, leading with integrity, curiosity, and empathy.
• Cultivate and maintain a strong team culture intentionally, aligned with SPS Commerce values.
• Recruit, hire, onboard, and develop Account Executives; manage for performance and ensure team continuity.
• Identify individual and team coaching opportunities; recognize and address performance gaps early and constructively.
• Own the team forecast: conduct pipeline reviews and manage pipelines for all reps through individual and team reviews.
• Ensure every rep maintains a healthy rolling 90-day pipeline to meet or exceed ARR quota targets.
• Identify key selling trends and communicate insights to senior sales leadership.
• Ensure team documents key findings, progress, insights, and pipeline velocity in Salesforce.com.
• Work closely with the Sales Director to drive and deliver business expectations.
• Partner with Sales Training to ensure team members are equipped with current SPS product knowledge, analytics positioning, and effective sales techniques.
• Collaborate with Marketing, Customer Operations, and Implementation teams to execute campaigns effectively and maintain customer satisfaction.

Requirements

• Bachelor’s degree or a combination of equivalent education and professional experience.
• 5+ years of sales experience; quota-carrying experience strongly preferred.
• 2+ years of formal people management experience strongly preferred; a minimum of 2 years of informal leadership experience with a proven history of coaching and developing others is required.
• Background in Software or SaaS sales strongly preferred.
• Proven success developing individual contributors and demonstrated ability to work through others to complete work and resolve issues.
• Strong track record of forecast management and pipeline discipline; comfortable rolling up and presenting pipeline data to leadership.
• Clear, concise, and confident communicator—verbal, written, and in front of customers.

This role follows a hybrid work model, with regular in-office presence required at our Minneapolis office.

Pay

The total annualized on-target compensation range for this position is $150,000 to $170,000, inclusive of base salary, annualized commission, and equity target. Actual compensation will be determined based on education, relevant skills, work history, certifications, location, and other factors.

Benefits

SPS Commerce offers a comprehensive benefits package designed to support employees’ health, well-being, and financial security. Benefits are country-specific and aligned with local laws and market practices.